So, your intro got their attention. Particularly around your signature point-of-view (POV) which was bold, concise and surprising.

If someone said ‘Tell me more’ what would you say? How would you support it?

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A few months ago, I wrote a daily called “Three points makes a POV” suggesting that you likely have an overarching POV on your domain in your mind that will drive the direction of your consulting work, but perhaps you haven’t taken the time to iron out precisely how you arrived there.

If this is the case for you, try to identify three examples from your corporate or independent work that have led you to hold that POV.

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To illustrate, let’s go back to our friend John and his tax strategy consultancy.

Remember, John’s POV is that tax strategy should not be an afterthought for founders.

How did he arrive there?

Context:

John was trained through graduate studies and time in big corporate that large corporate tax teams were the norm, and that their size allowed them to provide not just compliance support but also to identify opportunities for tax savings and abatement.

Supporting evidence:

1. Saw at his first startup that in a very lean model, he struggled to garner attention and support when he raised strategic long-term tax opportunities. Thus, those opportunities were passed over.
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2. At his next company, also a startup, he noticed that despite having a larger team, there was a similar pattern of a short-term compliance-focused mindset.
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   This drove his hypothesis that earlier stage startups at large could use additional advisory guidance to break the mindset and add-in a long-term lens.
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3. In crafting his initial service, he conducted a listening tour of founders and tax teams and confirmed his pair of experiences weren’t outliers

Notice how his supporting evidence follows his own chronological path of discovery? This makes it easy to share in a logical story-like progression.

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What are three experience from your path that support your POV?

Writing these out can help provide confidence to go deeper into the topic with those that you’ve intrigued.

The exercise may even help to revise and strengthen the POV itself.

💡

-Wes