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Proposals

[toc]

Overview

There are three phases: relation-question-answer

  1. Set context. Connect to the audience. Involve them. Why is this relevant to you, now?

  2. Align on the need for change.

    1. Question the current state. A problem or opportunity. See call to action.
    2. Question the future. Show a great vision.

  3. Align on the next step. Consider solutions (answers). A path forward. See story-mapping.

Anti-patterns

  • Delegating the problem. X is a problem, so you need to change."
  • Bias for a fixed solution.

Call To Action

Proposals can emphasise the upside or downside. They can be opportunity-oriented or problem-oriented. The former inspires, while the other may invoke fear or anger.

  • Opportunity: "Our strength is X, let's use it to achieve Y"
  • Problem: "Z might cause huge problems. We need to do Y."

Effects

  • Fear may make people more conservative.
  • Losing something tends to be overvalued in comparison to gaining something. E.g. losing all of your wealth is a greater change than doubling your wealth.
Opportunity Problem
Perspective Potential, upside, value, capability, strength Risks, downside
Origin Accept, then inspire. Disrupt, then resolve.
Attitude Optimistic, welcome change 🫴 Critical, demand change 🫳
Appeal Inspiration, vision Danger
Method Impove or scale up Protect or mitigate
Bias Increase value Reduce cost