WEBVTT

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A strong value story helps the group see why a request matters.

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Use four lenses to explain the same request.

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Strategic value asks what the request advances.

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Connect the outcome to a business priority,

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and explain who benefits and how.

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Risk reduction asks what the request protects.

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Describe the exposure, the consequence, and how

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the proposed outcome reduces that risk.

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Time criticality asks why timing matters.

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Explain a deadline or opportunity, and what changes if delivery happens later.

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Cost savings or avoidance asks what the request saves.

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Show the cost reduced or prevented, and make the estimate traceable.

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Support the story with real data where it exists.

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When the future is uncertain, use reasonable samples and clearly stated assumptions.

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Keep the estimates distinct.

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Do not count the same benefit once

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as revenue and again as savings.

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Dollar estimates support the discussion; they are not the scores.

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The group agrees on relative scores, one lens at a time.

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Now match the evidence to its lens.

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[Instrumental music rises, then fades.]