TSOS Tip 15 Notes on Creating a Discussion Outline FINAL

Notes on Creating a Discussion Outline Proposal Creation

At Arthur Young there was an overall set of guidelines that explained the general process of going from specifics to a broader perspective:

• First, the Consultants would gather the facts
  • This was from interviews and documents. Key operational info would be determined.
• Second, the Managers would add the weasel words:(*)
  • that is, words or statements intentionally ambiguous or misleading (i.e., salesy)
  • usually where we added some hyperbole or increases / decreases such as “Increased by 10%”
• Thirdly, the Partner would take out the facts:
  • This sort of distilled process allowed us to talk at a strategic level, e.g., “we can increase sales by 10%” without getting lost in the weeds.
• The Discussion Outline I describe was often attached as an appendix.

* Did I say “weasel”? I meant “Mink”