During a two-day The Case Maker™ programme with a global Oil & Gas company, one participant experienced a breakthrough that changed the effectiveness of her work.
On Day 1, just before lunch, she told the group she’d be returning late after meeting with a senior stakeholder. She had been trying – unsuccessfully for six times – to get a proposal approved.
That morning, she had just learned about Audience Analysis and Framing. It struck her that she had never linked her proposal to what mattered most to a key stakeholder: business continuity. At lunch, she reframed her case with this focus.
By the next morning, Day 2 of the programme, she walked into the room with written approval in hand.
A proposal’s frame is often as important as its justification.
Dr. Kavitha Murulitharan
Practice Head — Business Presentations