How to sound prepared, even when you’re not

There’s something I use every week with people I work with to sound (and feel) prepared even when I only had a few minutes to prep for the conversation or meeting. 

Facts. Impact. Options.

I’m sure you’re not new to this. It’s framework people use for giving feedback. 

I use it in all kinds of ways. 

Here’s an example. 

Someone asks, “Can you share an update on how marketing is reaching new customers in our newest geo market?”

Facts 

State, as a reminder, what folks agreed on already, “We agreed North Dakota is our newest market. We know we have zero presence there right now and no one knows us yet.”

Impact 

Share the impact of what you know to be true, “Having no presence and low awareness means we have to use completely different tactics than we use right now.”

Options 

Say 2-3 next actions you could take next, “With this in mind, we can start using cold outreach tactics or attend a few conferences in that area to get better feel for the market.”

Then end by asking for their take on the options.