Logical message structure underlies all effective workplace communication.

  1. Conversations — verbal and non-verbal
  2. Presentations — visual, verbal, non-verbal
  3. Written documents — written word, visual

The Minto Pyramid / SCQA

  • What is the current Situation?
  • What Complications have arisen in the situation?
  • Given the complications, what Questions do we need answers to?
  • What are the Answers to those questions?

Extreme Presentation Method / SCoRE

  • What is the completely non-controversial Situation you’re in?
  • What Complications do the audience have with the situation?
  • What are the Resolutions to each complication?
  • What is a specific, concrete Example of each resolution?


  • Summarise the client’s Needs
  • Show the potential Outcomes in terms of gains or improvements
  • Recommend Solutions or an approach to find them
  • Substantiate with Evidence that we can do the job


  • The seller uses Situation questions to establish a context, leading to…
  • Problem questions so that the buyer reveals…
  • Implied needs which are developed by Implication questions which makes the buyer feel the problem more clearly and acutely, leading to…
  • Need-payoff questions so that the buyer states explicit Needs allowing the seller to state benefits of buying the product or service




Staff Agile Coach at Spotify, ex-ThoughtWorks, ex-CruiseControl

Love podcasts or audiobooks? Learn on the go with our new app.

Recommended from Medium

Remote Career Development: David Smith at Tenscope On How To Advance and Enhance Your Career When…

Free Isn’t Free–Invest In Yourself

How to get started with DAO from day one

What Actually Helps Your Yoga Students See Transformation

Your team should be its own thing

A guide to the technical program manager interview

Put Yourself In Your Prospects Shoes

Reasons That You Might Need a Virtual Assistant

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store
Jason Yip

Jason Yip

Staff Agile Coach at Spotify, ex-ThoughtWorks, ex-CruiseControl

More from Medium

PRODUCTHEAD: “Don’t f**k up the culture”


My preferred approach for re-organisations

Bad Boss BS: “I only need to be good at one thing.”

Four 2d bad boss characters stood close to but slightly apart from a 3d bad boss character.

Don’t let your operating model lead you off a cliff