Skip to lesson
Exit
ROI & The Business Case1 / 2

1 min lesson

The narrative arc

Rebuild the sequence in "The narrative arc" from memory, ending with the check that proves the outcome.

Step 1 of 2

The narrative arc

Tight beats comprehensive. Walk the room from their problem to a specific decision in four moves and stop talking when you've made the ask.

  1. 1Pain. Restate their problem in their words from discovery - "review waits four days, releases slip." They nod before you've shown anything.
  2. 2Quantified impact. One headline metric: payback in weeks or N hours/dev/week realized. One number, sized conservatively, not a wall of stats.
  3. 3Proof. The POC result on their code and their team. Observed usage and a champion who'll vouch beats any external benchmark.
  4. 4Ask. A specific next step with a date: "To start the rollout in Q3, we'd need security sign-off by the 15th and a signed order by month-end. Can we target that?"