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Cracked it! pp 197-221 | Cite as

Sell the Solution: Core Message and Storyline

  • Bernard Garrette
  • Corey Phelps
  • Olivier Sibony
Chapter

Abstract

Before reporting your recommendation, you must organize your findings into a compelling “story.” The most efficient storyline is a top-down pyramid that starts with communicating the core message head-on, and then discussing the few key points that collectively support it, while at the same time announcing the overall structure of the report. There are two main types of storylines: groupings and arguments. Groupings list key points of the same kind that detail the core message, such as the various reasons supporting your recommendation. By contrast, arguments present a flow of reasoning that connects each key point to the next. Typical arguments follow the situation–complication–resolution pattern, in which the third point solves the tension between the first two.

Copyright information

© The Author(s) 2018

Authors and Affiliations

  • Bernard Garrette
    • 1
  • Corey Phelps
    • 2
  • Olivier Sibony
    • 1
  1. 1.HEC Paris School of ManagementJouy-en-JosasFrance
  2. 2.Desautels Faculty of ManagementMcGill UniversityMontrealCanada

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