Make Your Damn Case

Stop Being Vague — State Your POV

Make your damn case. In a sales pitch, project interview, or shortlist presentation, soft, purely informational delivery won’t drive action. Open with a clear point of view: “Here’s what we believe must happen.” (Think AEC interview preparation and interview presentation training applied in real life.)

Name the Problem & the Stakes

Motivation comes from naming what’s at risk. Use a crisp, high-stakes line: “You can’t afford to lose market share on this corridor over the next 12 months.” If you won’t say the hard thing out loud, your audience won’t feel urgency.

Define the Needed Outcome

Snap to the positive target: “You need predictable delivery, faster approvals, and a community-backed design.” Now your audience knows the direction, not just the danger.

Show How It Happens (Two Modes)

• Selling mode (project interview): “We formed this team to bring you that outcome.” Briefly connect capabilities to each need. (Group presentation coaching keeps this tight and coordinated.)
• Leadership mode (rallying your team): “You need to bring this with us—here’s who does what by when.”

Use the Simple “Case Frame”

1. POV: “Here’s what must happen.”
2. Problem: “You can’t afford X.”
3. Need: “You need Y.”
4. Path: Selling: “We’ll deliver Y.” / Leading: “You’ll drive Y with us.”
5. Close: One-sentence recommendation + specific next step.

Example Close (Punchy)

“You can’t afford another slip in public support; you need fast, aligned decisions. We’ve structured a weekly ‘decision sprint’ with your PM and community lead—approve the pilot this week, and we start Monday.”