Tag: executive summary
‘If you’re explaining you’re losing.’ That phrase recently came out to bite President Obama, after he gave a 17-minute answer to a short question about healthcare and taxes.
Healthcare and taxes, human rights, banking, the environment … too many of the most vital messages get beached like whales in our attention deficit disordered world. People have to understand first time. Get it? Got it. Good. If not, you lose.
To avoid losing, answer these questions before you try to explain:
1. Who cares and why?
2. How will I make a difference?
3. What’s the big idea?
We use this approach for scripting everything except Post-it notes. You can too.
Step One: Who cares and why?
Who’s your audience? What are they thinking? And why exactly would they be interested in you? Great if you know these people as individuals. If not then imagine them into life — … Read More »
Decision makers love to say ‘I only ever read the executive summary’. And the way you start your proposal tends to seal its fate. It’s your Dragon’s Den moment: 45 seconds to convince a tough audience. Better make it good.
But I see many proposal writers get overwhelmed by the occasion. The point gets lost in a parade of corporate niceties, with much cap doffing and polite procrastination: ‘we’re delighted to submit this proposal for your attention… the company is committed to…’. That kind of thing.
Look up advice on writing executive summaries and you’ll find differing lists of items you might want to include: mission statements, team members, and so on. Combine those lists together and you’ve got a monster. Meanwhile, your dragon’s flown away.
What to do? First be clear what ‘executive summary’ means:
1. You’re summarising an idea, not a document.
2. … Read More »
Remember science at school? That’s where I learned to dice rats, mix volatile substances, handle electric shocks and melt biros with a Bunsen burner. It’s also where most of us were conditioned to save the main point until last.
Writing up experiments was always the same: start with objectives, talk through the method (saying ‘this was done’, never ‘I did this’), set out the results, analyse them and … finally … give your conclusion. It was similar but more vague for essay subjects: start by saying what you’re going to say; say it, then say what you’ve said.
This format is ideal for Teacher, who already knows the conclusion and wants to see how well you’ve understood.
(Heath! See me about the Bunsen burner…)
But in the real world our reader won’t know the answer until we tell them. And they need to be told … Read More »