It’s not uncommon that in a presentation or a pitch, there is some bad news that has to be discussed. Perhaps the price you quoted is not attainable, or the strategy you recommended has serious drawbacks. Perhaps you discovered that the clients’ product or service has issues that will make it less appealing. The best time to address that is in the beginning of the presentation. It positions you as honest and flexible. Burying that information makes you look like you are trying to hide something. Some people say it’s wrong to start a presentation on a sour note. But, raising the issue, then discussing how you will solve that issue is a powerful technique.