When to use a Close the Gap pattern

When to use a Close the Gap pattern

by | - Finance, - Patterns, - Project Management, - Technology, 2 - Develop your storyline

Today’s thought emerges from the group coaching session we held just before Christmas.

The key takeaway for those present related to the difference between the technically ‘right’ answer and the one that addressed the people issues that needed to be addressed.

Playing with patterns enabled us to tease out the real issue that involved more senior leaders taking on responsibility for a non-financial loss.  Here’s how it played out.

  1. At first, the story seemed superficially simple, but it included a twist
  2. Playing with patterns enabled us to tease out the real issue and identify the best story
  3. Merging two patterns together was the best way to address both the practical and political issues


1 – The story was superficially simple, but included a twist

We were preparing a request for Brooke who needed to gain agreement from stakeholders about who would absorb the hit to their P&L if a particular change was implemented.

The plot twist here was that implementing the change was in line with the objectives of the broader streamlining initiative, but Brooke didn’t want her team to ‘take the hit’.

2 – Playing with patterns enabled us to tease out the real issue

So, we played with some storyline versions and ended up comparing two after discounting Houston: Close the Gap and another story which merged Opportunity Knocks and Watch out.

Houston didn’t work because the statement was actually known to the audience. It looked a bit like this

  • Fraud will occur when there is an opportunity to transfer funds outside the bank [known, not news so doesn’t belong below the so what]
  • However, there is good commercial reason for transferring funds outside the bank
  • Therefore, consider enabling the capability of allowing OFI transfers within term deposit widget

Close the Gap was promising and looked a bit like this

  • Successfully streamlining customer experience requires us to enable customers to transfer early maturity funds outside the bank [list of reasons aligned with the criteria including allow maximum use of digital channels]
  • However, we currently don’t allow them to transfer early maturity funds outside the bank through the online portal
  • Therefore, allow them to do those transfers online

The merged Opportunity Knocks and Watch Out was even more promising and looked a bit like this

  • There is an opportunity to improve customer experience by enabling customers to transfer early maturity term deposit funds outside the bank in line with brand Z  [the statement from the ‘Opportunity Knocks’ pattern]
  • However, enabling this new digital feature will expose the bank to greater non-lending losses [the comment from the ‘Watch Out’ pattern]
  • Therefore, decide whether to accept greater non-lending losses [the recommendation that naturally follows from the statement and comment]


3 – Merging two patterns together balanced the personal and political issues best

Once we could see all of the potential patterns laid out in front of us, it was pretty easy to decide which way to go.

The merged story targeted the real reason why Brooke was raising the issue. It went further than just saying ‘we should do this because it will support customers better’.

It focused on getting agreement for who will take on the risk that needed to be accepted to allow customers to transfer funds outside the bank through the digital portal.

The leaders were of course then free to decide whether they supported this new capability being included in the program or not.

You can watch the session recording below.

I hope that helps. More next week.

Kind regards,
Davina

RELATED POSTS

How to get a yes for out of cycle funding requests

How to get a yes for out of cycle funding requests

by | - Business Case, - Finance, - Project Management, - Stakeholder Management

A client of mine once told us about her experience putting storylining into practice, and I thought you might find her experience useful.

The most important thing to note is not so much the techniques for getting funding – which might or might not interest you – but the way she thought about her communication strategy to engage the different stakeholders.

Read on to learn how she did it …

Getting out-of-cycle funding for new projects can be difficult, particularly if they won’t immediately add to your bottom line.

Elizabeth, a project manager with a large Australian finance house, recently proved how fully understanding each of your gatekeeper’s concerns and pitching them individually at their point of interest (not yours) increases your chances of getting the funding you need.

Upon receiving a ‘request’ from the industry regulator to improve the way her business was reporting on some of its activities, Elizabeth’s first reaction was to approach the finance team for the $10 million she needed to complete the work.

However, she realised that finance may well say ‘no’ as her division had a heavy balance sheet and a habit of running a budget surplus.

To solve this, she used three storylines to negotiate her way through a tailored, four-step communication strategy to manage the different stakeholder agendas.

Here are the steps she took:

Step 1: Mapped out the stories for her key stakeholders

First, Elizabeth worked with a colleague to map out the general architecture for the stories she needed to take to the leadership team and to Finance.

Step 2: Prepared a story about her communication strategy for her boss

Once these were bedded down – hand written on one A4 page – she prepared a story for her manager to gain his approval of both her strategy and the general content of her presentations to both audiences. The stories and a copy of her paper to the leadership team are available for download below.

It was a short meeting: In 10 minutes he agreed with her strategies and her presentation storylines and also to support her approach among the other leaders.

Step 3: Gained leadership team agreement

Once this was agreed, she arranged a slot in the next leadership team meeting to discuss the budget prioritisation that was needed. This meeting was predictably difficult with team leaders not wanting to give up their budgets, however with quite some negotiation she extracted $2 million seed funding for the project.

She then tweaked the Finance storyline to add in the details stemming from the leadership team meeting.

Step 4: Gained Finance team agreement

Finance was predictably reluctant to part with such a large sum and agreed to allow her to start the projects by running them in deficit, effectively over riding the leadership team’s protection of their budget numbers.

So there you go. That's how she did it.
You can download her storylines as a PDF or PPTX below.

I hope that helps. More next week.

Kind regards,
Davina
Download PDF
Download PPTX

RELATED POSTS

EXERCISE: Strengthen your ‘synthesis muscles’

EXERCISE: Strengthen your ‘synthesis muscles’

by | - Articulate your Answer (So What), - Change management, - Emails, - Exercises, - Finance, - Risk management, - Synthesis, - Technology, - Test your structure

 

Synthesis is at the core of everything we do at Clarity First, and so when I saw an example come across my desk this week I couldn't resist turning it into an exercise.

This email is laid out nicely and yet there are a couple of areas where synthesis can be improved.

When reviewing this one, remember our ‘value ladder' that lays out the different kinds of messages and ask yourself some questions:

  1. What level are these messages at?
  2. How can I synthesise to make it easier for the reader to glean the messages by skimming?

I have included the latest version of the Value Ladder here as reference as well as download links for the before and after versions.

I hope you find it useful.

Dav

 

PS – Those of you who have been following our ‘synthesis project' will note two things with this version of the ladder.

  1. ‘information' includes data that may be catalogued and categorised.
  2. ‘synthesis' can be both informative and insightful. I have labelled that extra level of insight as ‘flair'. We can no doubt debate this more in our next Momentum session!

 

DOWNLOAD ORIGINAL
DOWNLOAD SOLUTION

How to tell a story when you can’t offer a recommendation

by | - Case studies, - Finance, - Q&A Recording, - Synthesis, 1 - Design your strategy, 2 - Develop your storyline

I am often asked a question that goes a bit like this: “How do I use a storyline when I can't or don't need to offer a recommendation?”

There is at times a concern that storylining isn't fit for purpose in this setting.

We saw a terrific example of this play out in a December coaching session, which I'll unpack here for you.

The easy answer is that although we don't offer a pattern for this, you can easily use a storyline to provide a summary at the top and supporting levels.

Here is what that might look like at the top line for the stock review we discussed

For example, when writing a stock report you might want to offer a recommendation like this:

“We recommend adding Aristocrat (ALL) into your investment portfolio”
as this could be out of the scope of the work you have been engaged to do.

If you were to take this approach, the supporting points would be reasons, explaining why you recommend adding ALL to the portfolio. You would most likely use a version of the Pitch Pattern.

However, in some settings this is prohibited or unwanted. Your financial services license may not permit you to offer ‘advice', or your client may have specifically asked for your findings only.

If this is the case, you might offer a summary (akin to an ‘observation') that says something like this:

“ALL's acquisition of Playtech opens new avenues of growth and an early EPS uplift given the financial structure of the deal.”

This describes what has happened in the past quarter without saying ‘buy this stock'.

If you were to take this approach, the supporting points would still be reasons, but would put forward a different kind of argument. They would be explaining why it is true, or what evidence you have, to support the idea that the acquisition opens up new avenues of growth.

In either case the supporting points could follow a classic Grouping Structure.

You can download the example and/or watch the video of this session below.

Download Handout
How to close the gap between what is on your head and what is on the page

How to close the gap between what is on your head and what is on the page

by | - Emails, - Finance, - Introductions (CTQ), - Technology, 2 - Develop your storyline

In conducting a quick review of Brian’s email at the start of this week’s working session we identified some common challenges that stem from a common problem.

How do we match what the reader takes from the page with what is in our heads as the communicator?

This is the holy grail of communication and can be particularly challenging to achieve when trying to follow the ‘rules’ of building a storyline.

With practice, these two things come together, but today’s example highlights some traps to avoid during this learning journey while also reminding us of how to bring the ‘real world’ together with the theory.

[As an aside, I want to thank Brian for sharing this one with us. There was lots of good to take away about the supporting structures … the opportunities for improvement lay particularly with the introduction.]

Tip 1 – Start the story ‘very close’ to the real event rather than going back in time

 

Starting with ‘screeds of background’ is one of the biggest complaints senior leaders have of decision-making papers and updates.

It is also a turnoff for other audiences who need to wade through it all before getting to the main game.

Yet, this is a very common challenge I see in corporate communication of all kinds, which stems I think from a fear of the audience not knowing enough history about the topic being discussed.

So, what to do?

Imagine yourself sitting down with your audience with a cup of coffee. Speak the words you would say to open the conversation. Out loud, possibly into your phone to capture them, not with your fingers on your keyboard.

These may well be the words to use at the start of your communication and if not, they will get you closer than starting ‘writing’.

Here is the difference you will see:

Context going too far back in time –

Regulations that came into effect on 1st June 2021 are being addressed in the Project by implementing a new database and new commissions processing system (Performio). Imagine a few lines of details explaining what has been done to implement the new system.

Context that reflects the right point in time (acknowledging the sentence is a bit long) –

One of the key decisions we need to make now before we go live on 1 October is whether we switch now to the new system or continue to operate the old system in parallel to allow more time to integrate Performio with its dependent systems.

Tip 2 – Avoid conflating the trigger for communicating with the trigger for doing something. These are not the same thing.

 

We use the trigger in storylining to explain to our audience why we are communicating to them about the context right now. We do this so that

The words we use in the trigger will prime them to ask the question we want them to ask.
The link should be so smooth and obvious, they can go nowhere else but to the question we are sending them to … so we can answer it with the ‘so what’.

We don’t use the trigger to explain what has happened to cause the problem or deliver the opportunity we are presenting. This will either be known to the audience and so appear in the context, or news and appear in the so what or the body of the story.

Let me use this example again to illustrate what I mean.

Trigger for communicating –

I have a recommendation for managing this process that needs your approval.

This leads to the question: What is your recommendation?

Trigger for doing something –

Testing analysis for both the database and system have revealed gaps and defects that are currently being fixed for retesting.

This leads to several questions, none of which help set you up to provide the message you need to provide: So? Why do I need to know that? How is this relevant to me?

 

Tip 3 – Craft the question to include only knowledge that you have provided the audience so far in your communication

 

In Tip 2 I explained how using the trigger for doing something sends the audience away from, rather than towards, our so what message.

Another challenge is drafting the question using information that is in our heads and not on the paper.

The initial question from this email was:

Question: Why do we need to retain BCS-BBC processing of Mixed deals in October?

This included information that was not presented to the audience in the context and trigger.

The question needs to flow naturally and so obviously it feels redundant. It might even seem stupidly simple.

Click here >> to get the full before and afters and view the recording.

I hope that helps and look forward to bringing you more next week.

Kind Regards,

Davina

Want ideas for getting the most out of the program?

 

I had a terrific conversation with one of our new members today who was bemoaning her lack of progress in the program so far. Like many of you, she has a busy job and hasn't yet found her ‘groove'.

Here are three ideas that she thought would work for her, that might help you also:

 

  1. Listen to some of the interviews stored in the library during your commute. There are a number, all tagged ‘interview' on topics such as board papers, hypothesis driven problem solving and how to get the information you need from busy stakeholders to prepare a piece of communication.
  2. Lock a time into your diary near the start of your day to complete a module or two. Instead of leaving your learning to the end of the day where it may be ‘run over', locking away 15 minutes will see you finish a module, giving you something useful to try that day.
  3. Set up a time for a 10 minute chat with Sheena to learn to navigate the portal. If you aren't sure how to find what you need, Sheena is very happy to Zoom with you to demonstrate.