From e9fc584c80991c5de5bfb1f865a14c75096594c7 Mon Sep 17 00:00:00 2001 From: =?UTF-8?q?M=C3=A5rten=20Angner?= Date: Mon, 29 Dec 2025 19:19:08 +0100 Subject: [PATCH] feat(wds): Enhance alignment and signoff documentation for clarity and effectiveness Updated the alignment and signoff documentation to emphasize the importance of understanding stakeholder needs before proposing solutions. Key changes include a detailed two-meeting approach for discovery and presentation, the introduction of discovery questions to uncover desired outcomes, and a structured process for creating alignment documents. This update aims to empower designers by fostering a deeper understanding of client needs, ensuring clarity in communication, and facilitating smoother project initiation and collaboration. --- .../module-03-NOTEBOOKLM-PROMPT.md | 265 +++++++++++++++--- .../module-03-YOUTUBE-SHOW-NOTES.md | 1 + .../wds/course/deliverables/project-pitch.md | 127 ++++++--- .../course/deliverables/service-agreement.md | 63 +++-- .../lesson-01-understanding-alignment.md | 100 ++++++- .../lesson-02-creating-alignment-document.md | 51 +++- .../module-03-overview.md | 33 ++- .../tutorial-03.md | 232 +++++++++++---- 8 files changed, 689 insertions(+), 183 deletions(-) diff --git a/src/modules/wds/course/course-explainers/module-03-NOTEBOOKLM-PROMPT.md b/src/modules/wds/course/course-explainers/module-03-NOTEBOOKLM-PROMPT.md index 1d82044e..cc0fc9da 100644 --- a/src/modules/wds/course/course-explainers/module-03-NOTEBOOKLM-PROMPT.md +++ b/src/modules/wds/course/course-explainers/module-03-NOTEBOOKLM-PROMPT.md @@ -30,11 +30,28 @@ Start with The Hesitant Designer expressing their discomfort: "I just want to de The Strategic Professional responds with empathy: "I get it. I used to feel exactly the same way. But here's what I learned the hard way: skipping alignment and signoff doesn't make you generous - it makes you unprofessional. And ultimately, it hurts the client even more than it hurts you." -The Strategic Professional continues: "In the next 40 minutes, you'll understand why alignment isn't about being pushy - it's about serving your client with clarity. You'll learn when you actually need this (hint: not always), and how to create alignment documents and contracts that protect both you and your client. This is about building sustainable, healthy working relationships." +The Strategic Professional continues: "In the next 40 minutes, you'll discover something that changes everything: when you genuinely understand what success looks like for your client - when you can clearly specify their desired outcomes - pitching stops feeling like selling and starts feeling like helping. You'll learn when you actually need this (hint: not always), how to ask the questions that reveal what they truly need, and how to create alignment documents and contracts that protect both you and your client. This is about building sustainable, healthy working relationships where everyone wins." + +The Hesitant Designer: "Okay, but what's the actual process? What are the steps?" + +**The Clear Workflow:** + +The Strategic Professional: "Here's the entire workflow from first conversation to project start: + +1. **Listen** - Discovery meeting with client to understand their goals and what's important for success +2. **Create** - Build a pitch (alignment document) based on what they told you they need +3. **Present** - Share your proposal in a second meeting showing you understood them +4. **Negotiate** - Adjust and refine together until you find the perfect match +5. **Accept** - They say yes to the pitch +6. **Contract** - Generate a short, clear contract based on the accepted pitch +7. **Sign** - Both parties sign +8. **Brief** - Use the pitch and contract as the backbone of your project brief + +The pitch and contract aren't throwaway documents - they become the foundation that guides everything that follows." --- -### 2. Understanding Alignment (6 min) - When You Need It (And When You Don't) +### 2. Understanding Alignment (8 min) - When You Need It (And When You Don't) The Hesitant Designer asks: "Okay, but do I really need this? Can't I just have a conversation and then start working?" @@ -73,7 +90,84 @@ The Strategic Professional emphasizes: "In all three scenarios, you're bridging --- -### 3. The 6 Elements of Alignment (8 min) +### 3. Understanding Their Outcomes First (6 min) - The Foundation of Every Pitch + +The Hesitant Designer asks: "Okay, so I need to pitch. But where do I start?" + +**The Mindset Shift: Understanding Before Pitching** + +The Strategic Professional: "Here's the secret that makes pitching easier: start by understanding THEIR outcomes, not your solution. When you can clearly specify what success looks like for THEM, pitching stops feeling like selling and starts feeling like helping." + +The Hesitant Designer: "But don't I need to have a solution first?" + +The Strategic Professional: "No. That's backwards. If you start with your solution, you're guessing what they need. Then you're trying to convince them your solution is right. That's exhausting and it feels like selling. But when you start by genuinely understanding what they're trying to achieve, what success looks like in their eyes, what problems keep them up at night - then your pitch becomes a clear articulation of how you'll help them get there." + +**The Discipline: Don't Solve in the Same Meeting** + +The Strategic Professional emphasizes: "And here's the discipline that separates professionals from amateurs: even if you're the best designer in the world and you immediately see the solution - DON'T present it in the same meeting. Resist the urge to flood them with solutions." + +The Hesitant Designer: "Wait, but won't they want to hear my ideas?" + +The Strategic Professional: "Remember: the carpenter measures twice before cutting once. The doctor diagnoses before writing a prescription. You're not there to impress them with how fast you can solve their problem. You're there to understand the problem deeply first." + +**Discovery Questions That Reveal Outcomes:** + +The Strategic Professional shares: "Saga the Analyst helps you ask the right discovery questions. Keep asking until you find the real pain point:" + +- **What does success look like for you?** (Their desired outcome) +- **What's not working right now?** (The pain they're experiencing) +- **Tell me more about that - what specifically happens?** (Digging deeper into the pain) +- **How does that impact your business/team/users?** (Understanding consequences) +- **What happens if we don't solve this?** (The cost of inaction) +- **What have you tried before?** (What didn't work and why) +- **How will this impact your business/team/users?** (The value they expect) +- **What would make this a home run?** (Their definition of exceptional) + +The Strategic Professional: "Notice - you're not asking about features or budget yet. You're understanding THEIR world. Their problems. Their definition of success. And you keep asking questions until you find the pain point, then you enquire deeper about that pain point, and you confirm it actually exists." + +**Discovery Questions That Reveal Risks:** + +The Strategic Professional adds: "But here's what most designers miss - you also need to understand what's important to them for the project to succeed. Ask constructive questions about planning and confidence:" + +- **Is there something specific you're concerned about?** (Their worries, gently) +- **What would help you feel confident about moving forward?** (What they need to feel secure) +- **What lessons have you learned from past projects?** (Learning from history) +- **What would make you feel this is going well as we proceed?** (Positive indicators) +- **What dependencies or external factors should we plan for?** (External factors) +- **What would be important to include in our agreement?** (Their priorities) +- **How would you like us to handle changes or unexpected situations?** (Proactive planning) + +The Hesitant Designer: "That feels much better - I'm helping them plan, not dwelling on what could go wrong." + +The Strategic Professional: "Exactly. And here's the key - what they tell you becomes the basis for mutually beneficial contract provisions. Not generic boilerplate, but thoughtful protections that give them confidence." + +The Strategic Professional gives an example: "Say they mention 'In our last project, communication dropped off and we felt out of the loop.' Now you know to include regular check-ins and status updates in the contract. They say 'We want to make sure we can adjust if priorities change'? You include a clear change order process that respects both parties' time. What's important to them guides you to contract clauses that build confidence." + +**Take Notes, Confirm Understanding, Then Stop** + +The Strategic Professional shares: "Here's what you do in that first meeting: listen, take notes, ask clarifying questions, and summarize back what you heard. 'So if I understand correctly, you're looking to achieve X, which will deliver Y, and you'd like us to plan for Z. Is that right?' When they say yes, you say: 'Thank you for sharing this - your goals and what's important to you for this to succeed. Let me think about how I can help you achieve what you need while addressing what you've mentioned, and I'll come back to you with a thoughtful proposal.'" + +The Hesitant Designer: "So I don't share any ideas in that first meeting?" + +The Strategic Professional: "Not full solutions. You can acknowledge the problem: 'Yes, I see why this is critical.' You can validate their concerns: 'That makes complete sense.' But you don't solve it on the spot. Why? Because the carpenter measures twice. The doctor runs tests before diagnosing. You need time to think through the right solution, not the first solution that comes to mind." + +**From Understanding to Helping:** + +The Hesitant Designer: "So when I understand what they actually need..." + +The Strategic Professional: "Then you go away, create a thoughtful proposal using Saga, and come back with a clear articulation: 'Here's what you said you need. Here's how I'll help you get there. Here's what success looks like. Here's the investment required.' When they see their own words reflected back with a clear path forward, they say yes. But that happens in a SECOND meeting, after you've had time to think." + +The Hesitant Designer: "So I'm genuinely focused on helping them, not impressing them with how fast I can solve things?" + +The Strategic Professional: "Exactly. And here's the beautiful part - when you take the time to genuinely understand before proposing solutions, they FEEL that. They feel heard. They feel understood. The energy shifts from 'This person is trying to sell me something' to 'This person actually gets what I'm trying to do.' That's worth more than any clever solution you could have blurted out in the first meeting." + +**Making Every Interaction More Valuable:** + +The Strategic Professional adds: "This approach makes every conversation more valuable. Whether it's a discovery call, a pitch meeting, or a negotiation - when you're focused on understanding and clarifying their outcomes, you're serving them. You're helping them think more clearly about what they actually need. Even if they don't hire you, you've added value. And you've shown them you're someone who diagnoses before prescribing." + +--- + +### 4. The 6 Elements of Alignment (8 min) The Hesitant Designer asks: "Okay, so I need to convince someone. But how do I structure that conversation? What do they need to hear?" @@ -122,15 +216,23 @@ The Hesitant Designer: "So it's not about making it sound impressive. It's about The Strategic Professional: "Exactly. Decision-makers don't care how cool your design is. They care if it's worth the investment. Answer these six questions clearly, and you make it easy for them to say yes." +**The Critical Link: Their Outcomes Drive Everything** + +The Strategic Professional adds: "But here's what makes these elements powerful - each one should connect back to THEIR desired outcomes. When you write The Why, you're articulating the outcome they told you they want. When you write The What, you're showing how it delivers that outcome. When you write The Budget, you're showing why that outcome is worth the investment." + +The Hesitant Designer: "So I'm not making up the value. I'm reflecting back what they already said they need?" + +The Strategic Professional: "Exactly. That's why the discovery conversation is so important. When you genuinely understand what they're trying to achieve, writing the pitch is just documenting that understanding." + --- -### 4. Creating Your Alignment Document (7 min) +### 5. Creating Your Alignment Document (7 min) The Hesitant Designer asks: "This makes sense. But how do I actually create this document? What's the structure?" **The 10-Section Alignment Document:** -The Strategic Professional explains: "Saga the Analyst guides you through creating an alignment document with 10 sections. But here's the key - you don't have to fill them in order. Start with what you know, explore what you're unsure about, and iterate until it's complete." +The Strategic Professional explains: "Saga the Analyst guides you through creating an alignment document with 10 sections. But here's the key - you don't have to fill them in order. Start with what you know, explore what you're unsure about, and iterate until it's complete. And Saga helps you discover what you don't know yet by asking those outcome-focused questions." The 10 sections: @@ -151,15 +253,15 @@ The Strategic Professional emphasizes: "Saga doesn't force you through these in **Extracting from Existing Materials:** -The Strategic Professional adds: "Often, you already have this information scattered across emails, conversations, meeting notes. Saga can help you extract and synthesize it. Upload your notes, share conversation summaries, and Saga structures it into a compelling pitch." +The Strategic Professional adds: "Often, you already have this information scattered across emails, conversations, meeting notes. Saga can help you extract and synthesize it. Upload your notes, share conversation summaries, and Saga structures it into a compelling pitch. But more importantly, Saga helps you identify what's MISSING - what questions you haven't asked yet about their outcomes." The Hesitant Designer: "So I don't have to start from scratch?" -The Strategic Professional: "Not at all. You're synthesizing what you already know into a document that makes it easy for decision-makers to say yes." +The Strategic Professional: "Not at all. But here's the key - if you realize you don't actually know what success looks like for them, Saga will help you craft discovery questions to find out. Don't guess. Ask. Understanding their outcomes makes writing the pitch 10x easier." --- -### 5. Negotiation & Iteration (5 min) +### 6. Negotiation & Iteration (5 min) The Hesitant Designer asks nervously: "Okay, I've created the document. Now I have to share it? What if they reject it?" @@ -184,9 +286,13 @@ The Hesitant Designer: "So negotiation isn't about being defensive. It's about f The Strategic Professional: "Exactly. You're serving them by helping them make a good decision." +**Discovery Never Stops:** + +The Strategic Professional adds: "And here's something important - negotiation is also discovery. Their feedback tells you more about what they actually need. 'We only have $50K' tells you about their constraints. 'We're concerned about timeline' tells you their priorities. Use their feedback to understand them better, then refine the proposal to serve them better." + --- -### 6. Signoff Documents - External Contracts (8 min) +### 7. Signoff Documents - External Contracts (8 min) The Hesitant Designer asks: "Okay, they've said yes. Now what? Do I need a contract?" @@ -206,19 +312,21 @@ The Strategic Professional explains: "If money is changing hands between differe **What's in the Contract:** -The Strategic Professional details: "Saga helps you create a contract that includes:" +The Strategic Professional details: "Saga helps you create a contract based on the pitch they already accepted. Here's the key principle: short and concise. Long contracts are hard to understand, and it's easier to hide strange provisions in dense text. Keep it clear and brief." Key sections: -- **Scope of Work** - What's included (and explicitly what's NOT) -- **Deliverables** - Tangible outputs with links to examples -- **Timeline** - Milestones and deadlines -- **Payment Terms** - Cost, payment schedule, late fees +- **Scope of Work** - What's included (and explicitly what's NOT) - reference the accepted pitch +- **Deliverables** - Tangible outputs from the pitch +- **Timeline** - Milestones from the pitch +- **Payment Terms** - Cost and payment schedule from the pitch - **Change Management** - How scope changes are handled (change order process) -- **Acceptance Criteria** - When work is considered complete +- **Acceptance Criteria** - When work is considered complete (from their definition of success) - **Intellectual Property** - Who owns the code, designs, content - **Termination Clause** - How either party can exit - **Warranties & Limitations** - What you guarantee (and don't) +The Strategic Professional emphasizes: "The contract comes FROM the accepted pitch. You're not writing it from scratch - you're formalizing what they already agreed to. This makes it much shorter and clearer. Everything references back to the pitch they said yes to." + **Business Models:** The Strategic Professional explains different payment structures: @@ -236,11 +344,15 @@ The Strategic Professional emphasizes: "The most important section is 'What's NO The Hesitant Designer: "So the contract isn't about being defensive. It's about protecting the project?" -The Strategic Professional: "Exactly. It protects you AND the client. It ensures everyone knows what to expect. That's serving them with clarity." +The Strategic Professional: "Exactly. It protects you AND the client. It ensures everyone knows what to expect. That's serving them with clarity. And because it's based on the pitch they already accepted, it's short, clear, and references what they already agreed to. No surprises. No dense legal text hiding strange provisions." + +The Hesitant Designer: "Wait - the contract is based on the accepted pitch?" + +The Strategic Professional: "Yes! That's the key. The pitch becomes the foundation. The contract formalizes it with legal protections. Then both documents - pitch and contract - become the backbone of your project brief. Everything connects. Listen, create, present, negotiate, accept, contract, sign, brief. It's a flow, not separate documents." --- -### 7. Signoff Documents - Internal Signoff (5 min) +### 8. Signoff Documents - Internal Signoff (5 min) The Hesitant Designer asks: "What if I'm not a consultant? What if I work for a company and need approval for an internal project?" @@ -269,42 +381,54 @@ The Strategic Professional: "Exactly. The thinking is the same - The Idea, Why, --- -### 8. Real Examples - What Good Looks Like (4 min) +### 9. Real Examples - What Good Looks Like (4 min) The Hesitant Designer asks: "This all sounds great in theory. But what does a good alignment document actually look like?" **Example 1: SaaS Dashboard Redesign** -The Strategic Professional shares: "A designer pitched a dashboard redesign for a SaaS company. Here's how they structured it:" +The Strategic Professional shares: "A designer pitched a dashboard redesign for a SaaS company. Here's how they structured it - but notice how they started by understanding the outcome the company wanted:" - **The Idea:** Redesign the analytics dashboard to make data actionable -- **The Why:** Current dashboard overwhelms users - 80% don't use it. Lost opportunity for data-driven decisions. +- **The Why:** Current dashboard overwhelms users - 80% don't use it. Lost opportunity for data-driven decisions. **(Client's stated problem: "Our users aren't getting value from our analytics")** - **The What:** New dashboard with 5 key metrics, drill-down capability, mobile responsive - **The How:** 8-week timeline, user research → prototypes → implementation - **The Budget:** $45K (ROI: 30% increase in feature adoption = $200K annual value) - **The Commitment:** Approval by March 1st, access to 10 users for research -The Strategic Professional: "Notice the ROI calculation? They didn't just say 'better dashboard.' They quantified the impact: 30% increase in adoption equals $200K value. That's how you get a yes." +The Strategic Professional: "Notice the ROI calculation? They didn't just say 'better dashboard.' They quantified the impact: 30% increase in adoption equals $200K value. But that number came from understanding the CLIENT'S definition of success. The client said 'We need users to adopt this feature' - so the designer built the entire pitch around that outcome." **Example 2: Internal Tool for Support Team** -The Strategic Professional shares another: "An employee pitched an internal tool to their manager:" +The Strategic Professional shares another: "An employee pitched an internal tool to their manager. But first, they had a discovery conversation with their manager about what 'good support' looks like:" - **The Idea:** Build a knowledge base search tool for support team -- **The Why:** Support reps spend 15 minutes per ticket searching for answers. 100 tickets/day = 25 wasted hours. +- **The Why:** Support reps spend 15 minutes per ticket searching for answers. 100 tickets/day = 25 wasted hours. **(Manager's stated outcome: "I need my team spending time on customers, not searching for documentation")** - **The What:** AI-powered search, integration with existing knowledge base, Slack bot - **The How:** 6-week build, beta test with 5 reps, full rollout after validation - **The Budget:** $8K (ROI: 25 hours/day saved = $150K/year in productivity) - **The Commitment:** Approval this week, 5 reps for beta testing -The Strategic Professional: "Again, notice the quantification. They didn't say 'support reps are frustrated.' They said '25 wasted hours per day = $150K annually.' That's the language decision-makers understand." +The Strategic Professional: "Again, notice the quantification. They didn't say 'support reps are frustrated.' They said '25 wasted hours per day = $150K annually.' That's the language decision-makers understand. But the key is - they learned this from ASKING the manager what success looked like. The manager told them 'I need efficiency' - so they built the entire pitch around efficiency gains." --- -### 9. Common Mistakes & How to Avoid Them (5 min) +### 10. Common Mistakes & How to Avoid Them (5 min) The Hesitant Designer asks: "What are the biggest mistakes designers make with alignment and contracts?" +**Mistake 0: Not Understanding Their Outcomes First** + +The Strategic Professional: "Actually, the BIGGEST mistake happens before you even write anything - it's pitching before you understand what they actually need. Designers get excited about a solution and start writing without genuinely understanding what success looks like for the client. Then they wonder why the pitch doesn't land." + +The Hesitant Designer: "So understanding comes first?" + +The Strategic Professional: "Always. If you can't clearly articulate what they're trying to achieve in their words, you're not ready to pitch yet. Ask more questions. Understand their world. Then the pitch writes itself." + +**Mistake 0.5: Presenting Solutions in the Discovery Meeting** + +The Strategic Professional adds: "And here's the related mistake - flooding them with solutions in the first meeting. You ask a few questions, and suddenly you're excited and start presenting ideas. Stop. The carpenter measures twice before cutting once. The doctor diagnoses before prescribing. Take notes, confirm understanding, and say 'Let me think about this and come back with a thoughtful proposal.' That discipline separates professionals from amateurs." + **Mistake 1: Vague Scope** The Strategic Professional: "The biggest mistake is being vague about scope to seem flexible. 'We'll design a great website' - that's meaningless. Great in whose opinion? How many pages? What functionality? Be specific. Define boundaries." @@ -331,42 +455,52 @@ The Strategic Professional: "Exactly. Clarity serves everyone." --- -### 10. Closing - Your Professional Foundation (4 min) +### 11. Closing - Your Professional Foundation (4 min) The Strategic Professional brings it home: "You've just learned how to create alignment and protect your projects with clear agreements. This isn't about being pushy or defensive. It's about serving your clients and stakeholders with clarity." -The Hesitant Designer reflects: "I see it now. Alignment isn't about selling. It's about making sure everyone understands what we're building and why it matters. And contracts aren't about mistrust - they're about protecting the project so it can succeed." +The Hesitant Designer reflects: "I see it now. Alignment isn't about selling. It's about understanding first - genuinely understanding what they're trying to achieve - and THEN articulating how I can help them get there. And I need to resist the urge to impress them with quick solutions. The carpenter measures twice. The doctor diagnoses first. I understand, take notes, come back with something thoughtful. When I know what success looks like for them, everything gets easier. And contracts aren't about mistrust - they're about protecting the project so it can succeed." The Strategic Professional: "Exactly. Here's what you now know:" **What You've Learned:** - **When you need alignment** (and when to skip it) +- **The discipline to understand before solving** - carpenter measures twice, doctor diagnoses first +- **Separate discovery from solution** - don't present in the same meeting +- **Understanding their outcomes first** - the foundation that makes pitching easier +- **Discovery questions** that reveal what success looks like for them +- **Keep asking until you find the real pain point** - then confirm it exists +- **Take notes, confirm, then stop** - come back with a thoughtful proposal - **The 6 elements** every alignment document needs - **How to create** a compelling pitch that makes it easy to say yes - **Negotiation as iteration** - refining until everyone agrees - **External contracts** - protecting consultant/client relationships - **Internal signoff** - navigating company approval processes - **What good looks like** - real examples with quantified ROI -- **Common mistakes** - and how to avoid them +- **Common mistakes** - and how to avoid them (especially solving too quickly) **Your Action:** -The Strategic Professional: "Now, here's what you do. If you need stakeholder alignment, move to the tutorial. Work through it with Saga the Analyst. Create your alignment document. Share it with your stakeholder. Negotiate. Get approval. Formalize it with a contract or signoff document." +The Strategic Professional: "Now, here's what you do. Before you write anything, understand what they need. Have that discovery conversation. Ask those outcome-focused questions. Keep asking until you find the real pain point. Take notes. Confirm understanding. Then STOP. Say 'Let me think about this and come back with a thoughtful proposal.' Don't flood them with solutions in that first meeting." + +The Strategic Professional continues: "Then - and only then - work with Saga the Analyst to create your alignment document. Take the time to think it through. The carpenter measures twice before cutting once. The doctor diagnoses before prescribing. You understand before solving." + +The Strategic Professional: "When you come back with that thoughtful proposal, share it. Negotiate. Refine it based on their feedback. Get approval. Formalize it with a contract or signoff document. That's the professional process." The Strategic Professional continues: "But if you're building something yourself - if you have full autonomy and don't need approval - skip this entirely. Go straight to Module 04: Project Brief and start designing. Don't waste time on alignment when you don't need it." **Building Your Professional Foundation:** -The Strategic Professional emphasizes: "This module is about building your professional foundation. You're learning to operate as a strategic professional, not just a designer who executes orders. You're learning to bridge the gap between idea and execution, between vision and commitment." +The Strategic Professional emphasizes: "This module is about building your professional foundation. You're learning to operate as a strategic professional, not just a designer who executes orders. You're learning to bridge the gap between idea and execution, between vision and commitment. And it all starts with the discipline to understand deeply before you solve quickly." -The Hesitant Designer: "I'm ready. What's next?" +The Hesitant Designer: "Understand first. Resist the urge to impress with quick solutions. Take time to think. Help second. I'm ready. What's next?" The Strategic Professional: "Next is Module 04: Project Brief - where you transform that alignment into a detailed blueprint for what you're building. But before you move forward, make sure you have commitment. Don't start detailed work until stakeholders have said yes." -The Hesitant Designer: "Alignment first. Design second." +The Hesitant Designer: "Discovery meeting first. Understanding deeply. Then proposal. Then alignment. Then design." -The Strategic Professional: "Exactly. Now let yourself be known. Have that uncomfortable conversation about money. Define clear scope. Create a contract that protects everyone. That's how professional designers operate." +The Strategic Professional: "Exactly. Measure twice, cut once. Diagnose, then prescribe. Now let yourself be known. Have that uncomfortable conversation about money. Define clear scope. Create a contract that protects everyone. But most importantly - take the time to genuinely understand what they need before you propose how to help. That's how professional designers operate." --- @@ -376,6 +510,10 @@ At the end of the podcast, The Strategic Professional should mention these resou **Key Concepts:** +- **Understand before you solve** - the carpenter measures twice, the doctor diagnoses first +- **Separate discovery from solution** - don't present in the same meeting +- **Understanding their outcomes first** - the foundation that makes everything easier +- **Discovery questions** that reveal what success looks like - The 6 elements of alignment (Idea, Why, What, How, Budget, Commitment) - When to skip this module (doing it yourself) - Alignment document structure (10 sections) @@ -404,14 +542,35 @@ At the end of the podcast, The Strategic Professional should mention these resou **Tone:** - Empathetic about discomfort with business/money conversations +- Transformative about the mindset shift from selling to helping +- Emphasize the discipline and patience to understand before solving +- Use the carpenter and doctor analogies with respect and gravity +- Emphasize that understanding their outcomes makes everything easier - Direct about the importance of professional boundaries - Practical with real examples and specific numbers - Empowering about serving clients through clarity - Normalize the discomfort - everyone feels this way - Balance business protection with serving the client +- Show genuine curiosity and interest in understanding their needs +- Celebrate the restraint to not present solutions in the discovery meeting **Key messages to emphasize:** +- **The clear workflow** - Listen → Create → Present → Negotiate → Accept → Contract → Sign → Brief +- **Pitch and contract become project brief backbone** - not throwaway documents +- **Contract based on accepted pitch** - formalizing what they already agreed to +- **Short and concise contracts** - long text is hard to understand and can hide strange provisions +- **Understanding before pitching** - know what they need first, pitch second +- **Separate discovery from solution** - don't present solutions in the same meeting +- **The carpenter measures twice** - take time to understand before solving +- **The doctor diagnoses first** - understand the problem before prescribing the solution +- **Ask until you find the pain point** - keep digging deeper to understand the real issue +- **Ask what's important for success** - understand what gives them confidence +- **Planning together builds trust** - asking about dependencies and preferences shows you care +- **What's important to them informs the agreement** - provisions that give them confidence +- **Take notes, confirm, then stop** - resist the urge to flood them with solutions +- **Clearly specify their outcomes** - makes pitching feel like helping, not selling +- **Discovery questions** - ask what success looks like in their words - **When to skip** - if you're doing it yourself, skip this module - **When you need it** - consultant/client, business/suppliers, manager/stakeholders - **The 6 elements** - Idea, Why, What, How, Budget, Commitment @@ -423,6 +582,7 @@ At the end of the podcast, The Strategic Professional should mention these resou - **Contracts protect everyone** - not defensive, protective - **Talk about money upfront** - avoiding it doesn't make you generous - **Professional foundation** - operating as a strategic professional +- **Understanding makes pitching easier** - when you genuinely know what they need, writing is effortless **Avoid:** @@ -432,6 +592,8 @@ At the end of the podcast, The Strategic Professional should mention these resou - Focusing too much on worst-case scenarios - Assuming everyone is a consultant (some are employees) - Being too vague about pricing and scope +- **Skipping the discovery/understanding phase** - don't jump to solutions without understanding outcomes first +- **Presenting solutions in the discovery meeting** - resist the urge to impress with quick solutions --- @@ -439,18 +601,26 @@ At the end of the podcast, The Strategic Professional should mention these resou A natural, engaging conversation that: +- **Emphasizes understanding their outcomes first** as the foundation that makes everything easier +- **Shows the discipline of separating discovery from solution** - don't present in the same meeting +- **Uses the carpenter and doctor analogies** to illustrate professional patience +- **Shows how to ask discovery questions** that reveal what success looks like +- **Demonstrates keeping asking until you find the real pain point** +- **Shows the discipline: take notes, confirm understanding, then stop** - come back with a thoughtful proposal +- **Demonstrates the mindset shift** from selling to helping through genuine understanding - **Clarifies when this module is needed** (and when to skip it) - **Explains the 6 elements of alignment** clearly and practically - **Shows how to structure an alignment document** (10 sections) - **Demonstrates negotiation as iteration** - not rejection - **Details external contracts** with clear sections and business models - **Explains internal signoff** for employees and managers -- **Provides real examples** with quantified ROI -- **Highlights common mistakes** and how to avoid them +- **Provides real examples** with quantified ROI that came from understanding client outcomes +- **Highlights common mistakes** and how to avoid them (especially solving too quickly) - **Empowers designers** to operate as strategic professionals - **Normalizes discomfort** about money and contracts - **Emphasizes serving through clarity** - not being defensive -- **Ends with clear action** - create alignment, get signoff, move to Project Brief +- **Shows how understanding makes pitching easier** - when you know what they need, writing feels effortless +- **Ends with clear action** - understand first, create alignment, get signoff, move to Project Brief - Takes 35-40 minutes to listen to --- @@ -461,6 +631,14 @@ If generating video instead of audio, add these visual elements: **On-screen text:** +- "The Carpenter Measures Twice" +- "The Doctor Diagnoses First" +- "Understand Before You Solve" +- "Don't Present in the Discovery Meeting" +- "Take Notes, Confirm, Then Stop" +- "Ask Until You Find the Pain Point" +- "What Does Success Look Like for Them?" +- "Discovery Questions That Reveal Outcomes" - "When to Skip This Module" - "The 6 Elements of Alignment" - "Idea, Why, What, How, Budget, Commitment" @@ -470,12 +648,22 @@ If generating video instead of audio, add these visual elements: - "Clarity Serves Everyone" - "Quantify Your Value" - "ROI = Easy Yes" +- "Understanding Makes Pitching Easier" +- "Helping, Not Selling" - "Professional Foundation" - "Next: Module 04 - Project Brief" **B-roll suggestions:** -- Designer presenting to stakeholders +- Discovery conversation - asking questions, listening intently +- Designer taking detailed notes during client meeting +- Designer resisting the urge to jump to solutions +- Carpenter measuring twice with a ruler +- Doctor examining patient before diagnosis +- Understanding what success means to them +- Designer saying "Let me think about this and come back" +- Designer working alone, thinking through the proposal +- Designer presenting thoughtful proposal in SECOND meeting - Negotiation and iteration process - Contract signing - Budget calculations and ROI @@ -484,6 +672,9 @@ If generating video instead of audio, add these visual elements: - Professional designer-client relationship - Internal approval workflow - Transformation: hesitant → confident +- Light bulb moment: "Oh, they need THIS" +- Genuine helping vs. pushy selling +- The patience to understand before solving --- diff --git a/src/modules/wds/course/course-explainers/module-03-YOUTUBE-SHOW-NOTES.md b/src/modules/wds/course/course-explainers/module-03-YOUTUBE-SHOW-NOTES.md index 4c10b1f5..a2c30008 100644 --- a/src/modules/wds/course/course-explainers/module-03-YOUTUBE-SHOW-NOTES.md +++ b/src/modules/wds/course/course-explainers/module-03-YOUTUBE-SHOW-NOTES.md @@ -326,3 +326,4 @@ Start operating as a strategic professional. This module helps designers overcome their discomfort with the business side and operate as confident, strategic professionals! 💼✨ + diff --git a/src/modules/wds/course/deliverables/project-pitch.md b/src/modules/wds/course/deliverables/project-pitch.md index 6a53849e..9ac6f24f 100644 --- a/src/modules/wds/course/deliverables/project-pitch.md +++ b/src/modules/wds/course/deliverables/project-pitch.md @@ -1,6 +1,6 @@ # Deliverable: Project Pitch -**Persuade stakeholders your project is worth the investment** +**Persuade stakeholders your project is worth the investment - AFTER understanding what they need** --- @@ -8,94 +8,127 @@ **WDS (Whiteport Design Studio)** is an AI agent framework module within the BMAD Method that transforms how designers work. Instead of creating documentation that gets lost in translation, your design work becomes **powerful prompts** that guide AI agents and development teams with precision and intent. -**The Project Pitch** is where it all begins. Before any design work starts, you need stakeholder buy-in. This deliverable helps you articulate your vision in business language that decision-makers understand, demonstrating clear ROI and strategic value. +**The Project Pitch** comes after discovery. You've had the conversation. You've asked the questions. You understand what success looks like for them. Now you articulate that understanding in business language that decision-makers recognize as their own needs reflected back with a clear path forward. + +**The professional discipline:** The carpenter measures twice before cutting once. The doctor diagnoses before prescribing. You discover before pitching. --- ## What Is This Deliverable? The Project Pitch is your persuasive document that: -- Articulates your project vision in business language stakeholders understand -- Demonstrates clear ROI and strategic value -- Shows you've thought through the approach -- Convinces decision-makers to say "yes" +- Reflects back what they told you they need +- Articulates their desired outcomes in their language +- Demonstrates clear ROI based on their definition of success +- Shows you've understood their pain points and business context +- Presents a thoughtful solution (not a hasty guess) +- Convinces decision-makers to say "yes" because they feel truly understood **Created by:** Saga the Analyst -**When:** Phase 1 (Module 03) - Before you have formal commitment +**When:** Phase 1 (Module 03) - AFTER discovery, before you have formal commitment **Format:** Markdown document, often converted to PDF/presentation --- ## Why This Matters -**Without a compelling pitch:** -- ❌ Decision-makers don't understand the value +**Without discovery and genuine understanding:** +- ❌ You guess what they need (and guess wrong) +- ❌ Decision-makers feel you're trying to sell them something - ❌ Projects get stuck in "let me think about it" limbo -- ❌ You can't articulate ROI clearly +- ❌ You can't articulate ROI in terms they care about - ❌ Stakeholders dismiss it as "nice to have" -**With a strong pitch:** -- ✅ Clear business case for investment -- ✅ Stakeholders excited about the vision -- ✅ Decision happens quickly (yes or no) -- ✅ Foundation for alignment on goals +**With discovery-driven pitch:** +- ✅ You understand their actual desired outcomes +- ✅ Clear business case using their language and priorities +- ✅ Stakeholders feel heard and understood +- ✅ Decision happens quickly (yes or no) because you're aligned +- ✅ Foundation for healthy collaboration +- ✅ Pitching feels like helping, not selling --- ## What's Included -- **Project Overview:** Clear statement of what you're building and why -- **Business Value:** ROI, cost savings, or strategic benefits -- **Problem Statement:** What pain points does this solve? -- **Approach:** High-level methodology and timeline -- **Investment Required:** Budget, resources, time commitment -- **Success Criteria:** How we'll know if it worked +- **Their Realization:** Clear statement of what THEY said needs attention (using their evidence) +- **Why It Matters to Them:** Business value in their terms - ROI, cost savings, strategic benefits they mentioned +- **Problem Statement:** Pain points they described experiencing +- **Your Recommended Solution:** Approach based on understanding their needs +- **The Path Forward:** High-level methodology and timeline +- **Investment Required:** Budget, resources, time commitment (justified by their desired outcomes) +- **Success Criteria:** How we'll know if it worked (using their definition of success) - **Next Steps:** What happens if they say yes +**Key principle:** Every section connects back to what they told you in discovery. You're synthesizing their needs, not inventing them. + --- ## The Dialog with Your Thinking Partner: Saga the Analyst -**The Process (30-45 minutes):** +**The Process (45-60 minutes total):** -Saga the Analyst helps you craft a compelling pitch: +**Phase 1: Discovery Preparation (with Saga)** ``` -Saga the Analyst: "Let's build your pitch. What's the core problem you're solving?" +Saga the Analyst: "Before you pitch, you need to understand what they need. + Let's prepare your discovery questions." -You: "Our sales team wastes 10 hours a week on manual reporting." +You: "I think they have a problem with manual reporting." -Saga the Analyst: "Excellent. So if we automate that, what's the ROI?" +Saga the Analyst: "That's your hypothesis. What questions will you ask to + confirm that and understand the real impact?" -You: "10 hours × 5 reps × $50/hour × 52 weeks = $130K/year saved." +You: "I'll ask how much time they spend, what that costs them, + what happens when reporting is late..." -Saga the Analyst: "Perfect! That's your business value. Now, what's the vision - beyond cost savings?" +Saga the Analyst: "Perfect. Ask until you find the real pain point. + Take detailed notes. And resist the urge to solve + in that first meeting. ✅ Questions ready." +``` + +**Phase 2: You Conduct Discovery Meeting (20-30 min)** + +You meet with the stakeholder, ask questions, listen, take notes, confirm understanding, and say "Let me think about this and come back with a thoughtful proposal." + +**Phase 3: Creating the Pitch (with Saga)** + +``` +Saga the Analyst: "Tell me what you learned in discovery. What did they say?" + +You: "Their sales team wastes 10 hours a week on manual reporting. + They're frustrated and it's costing $130K/year in lost productivity." + +Saga the Analyst: "Excellent - you found the pain point and quantified it. + What does success look like for them?" You: "Sales reps focus on selling, not spreadsheets. Happier team, - better results." + better results. They want to see time savings and team morale improve." -Saga the Analyst: "Beautiful. Let me capture that..." +Saga the Analyst: "Beautiful. Now I can create a pitch that reflects + their needs back to them..." ``` -As you talk, Saga the Analyst creates: -- ✅ Clear problem statement -- ✅ Quantified business value -- ✅ Compelling vision -- ✅ Investment breakdown -- ✅ Success metrics +As you share what you learned, Saga the Analyst creates: +- ✅ Problem statement (using their words) +- ✅ Quantified business value (using their numbers) +- ✅ Vision aligned with their desired outcomes +- ✅ Investment breakdown (justified by their ROI) +- ✅ Success metrics (their definition) Then you review together: ``` -Saga the Analyst: "Here's your pitch. Does this sell the vision?" +Saga the Analyst: "Here's your pitch. Does this reflect what they told you?" -You: "Yes! But add that competitors are ahead of us on automation." +You: "Yes! But add that their competitors are ahead on automation - + they mentioned that three times." -Saga the Analyst: "Added to competitive context. ✅ Pitch is ready." +Saga the Analyst: "Added to competitive context. ✅ Pitch is ready for + your presentation meeting." ``` -**Result:** Project Pitch saved and ready for stakeholder presentation +**Result:** Project Pitch that shows you genuinely understood their needs, ready for stakeholder presentation in your second meeting --- @@ -110,10 +143,18 @@ See the [WDS Presentation Project - Pitch](#) *(Coming soon)* To start creating your Project Pitch: ``` -@saga I need to create a Project Pitch for [Your Project Name]. +@saga I need to prepare for a discovery meeting with [Stakeholder Name] +about [Project Topic]. Help me craft discovery questions. ``` -Saga the Analyst will begin the conversation and guide you through the process. +After your discovery meeting: + +``` +@saga I completed discovery with [Stakeholder Name]. Let me share my notes +and create the Project Pitch based on what they told me they need. +``` + +Saga the Analyst will guide you through the entire process - from discovery preparation to final pitch. --- diff --git a/src/modules/wds/course/deliverables/service-agreement.md b/src/modules/wds/course/deliverables/service-agreement.md index d919f4b2..ade4838b 100644 --- a/src/modules/wds/course/deliverables/service-agreement.md +++ b/src/modules/wds/course/deliverables/service-agreement.md @@ -1,6 +1,6 @@ # Deliverable: Service Agreement -**Formalize stakeholder commitment with a clear contract** +**Formalize stakeholder commitment with a clear contract - protecting the outcomes they care about** --- @@ -8,17 +8,18 @@ **WDS (Whiteport Design Studio)** is an AI agent framework module within the BMAD Method that transforms how designers work. Instead of creating documentation that gets lost in translation, your design work becomes **powerful prompts** that guide AI agents and development teams with precision and intent. -**The Service Agreement** formalizes the commitment you secured with your Project Pitch. It protects both parties, defines clear scope, and establishes the foundation for a healthy working relationship. +**The Service Agreement** formalizes the commitment you secured with your Project Pitch. It protects both parties, defines clear scope around the outcomes they told you they need, and establishes the foundation for a healthy working relationship where everyone's expectations are explicitly aligned. --- ## What Is This Deliverable? The Service Agreement is your formal contract that: -- Defines scope of work (what's included, what's not) -- Establishes clear deliverables and timeline +- Defines scope of work around the outcomes they need (what's included, what's not) +- Establishes clear deliverables that serve their desired results - Protects both parties with terms and conditions - Provides legal foundation for the project +- Makes explicit what success looks like (their definition) **Created by:** Saga the Analyst **When:** Phase 1 (Module 03) - After pitch is accepted, before work begins @@ -29,28 +30,30 @@ The Service Agreement is your formal contract that: ## Why This Matters **Without a formal agreement:** -- ❌ Scope creep becomes unmanageable -- ❌ Payment becomes contentious ("that's not what I meant") +- ❌ Scope creep around "I thought you meant..." becomes unmanageable +- ❌ Payment becomes contentious when outcomes aren't clear - ❌ No protection if client stops paying - ❌ Unclear who owns the final work +- ❌ The outcomes they care about aren't explicitly protected **With a service agreement:** -- ✅ Protected scope and budget +- ✅ Protected scope tied to their desired outcomes - ✅ Clear payment terms - ✅ Legal recourse if needed - ✅ Professional credibility - ✅ Foundation for healthy client relationships +- ✅ Both parties know exactly what success looks like --- ## What's Included -- **Scope of Work:** What's included (and what's explicitly not) -- **Deliverables:** Tangible outputs you'll produce (with links to examples) +- **Scope of Work:** What's included (tied to outcomes they need) and what's explicitly not +- **Deliverables:** Tangible outputs you'll produce that serve their desired results (with links to examples) - **Timeline:** Key milestones and completion dates - **Payment Terms:** Cost structure, payment schedule, late fees -- **Change Management:** How scope changes are handled (change order process) -- **Acceptance Criteria:** When work is considered complete +- **Change Management:** How scope changes are handled (change order process) - protecting focus on agreed outcomes +- **Acceptance Criteria:** When work is considered complete (based on their definition of success) - **Intellectual Property:** Who owns what (code, designs, content) - **Termination Clause:** How either party can exit the agreement - **Warranties & Limitations:** What you guarantee (and don't) @@ -61,46 +64,52 @@ The Service Agreement is your formal contract that: **The Process (30-45 minutes):** -Saga the Analyst helps you formalize the agreement: +Saga the Analyst helps you formalize the agreement based on what they told you they need: ``` -Saga the Analyst: "Let's protect this project with a solid agreement. - What exactly is in scope?" +Saga the Analyst: "Let's protect this project with a solid agreement that + serves the outcomes they care about. What exactly is in scope?" -You: "Landing page redesign, mobile responsive, 5 pages total." +You: "Landing page redesign, mobile responsive, 5 pages total. They need + to reduce cart abandonment by making checkout clearer." -Saga the Analyst: "Good. What's explicitly OUT of scope?" +Saga the Analyst: "Good - scope tied to their desired outcome. What's explicitly + OUT of scope?" -You: "No backend work, no e-commerce, no third-party integrations." +You: "No backend work, no e-commerce functionality changes, no third-party + integrations. We're focused only on the clarity improvements they need." -Saga the Analyst: "Perfect - that clarity prevents scope creep. - Now, what are your deliverables?" +Saga the Analyst: "Perfect - that clarity prevents scope creep and keeps focus + on the outcomes they told you matter. Now, what are your + deliverables?" You: "Page specifications, design system, WordPress-ready content, - interactive prototype." + interactive prototype - all focused on checkout clarity." -Saga the Analyst: "Great! What's your timeline and payment structure?" +Saga the Analyst: "Excellent! What's your timeline and payment structure?" ``` As you talk, Saga the Analyst creates: -- ✅ Clear scope boundaries -- ✅ Specific deliverables list +- ✅ Clear scope boundaries (protecting their desired outcomes) +- ✅ Specific deliverables list (tied to what they need) - ✅ Milestone timeline - ✅ Payment terms -- ✅ Change order process +- ✅ Change order process (protecting focus on agreed outcomes) - ✅ IP ownership terms +- ✅ Acceptance criteria (based on their definition of success) Then you review together: ``` -Saga the Analyst: "Here's your Service Agreement. Does this protect you?" +Saga the Analyst: "Here's your Service Agreement. Does this protect both + of you and keep focus on the outcomes they care about?" -You: "Add a 50% deposit requirement before work starts." +You: "Yes! But add a 50% deposit requirement before work starts." Saga the Analyst: "Added to payment terms. ✅ Agreement is ready." ``` -**Result:** Service Agreement ready for client signature +**Result:** Service Agreement that protects both parties and keeps everyone focused on the outcomes that matter to them --- diff --git a/src/modules/wds/course/module-03-alignment-signoff/lesson-01-understanding-alignment.md b/src/modules/wds/course/module-03-alignment-signoff/lesson-01-understanding-alignment.md index 01e6a06d..61ebf545 100644 --- a/src/modules/wds/course/module-03-alignment-signoff/lesson-01-understanding-alignment.md +++ b/src/modules/wds/course/module-03-alignment-signoff/lesson-01-understanding-alignment.md @@ -1,11 +1,43 @@ # Lesson 1: Understanding Alignment -**Why alignment matters before starting work** +**Why alignment matters before starting work - and why understanding comes first** **Time:** 10 minutes --- +## The Foundation: Understand Before You Solve + +Before we talk about alignment documents and contracts, let's talk about the discipline that makes everything else work: **understanding before solving**. + +**The carpenter measures twice before cutting once.** +**The doctor diagnoses before writing a prescription.** +**You understand deeply before proposing solutions.** + +This isn't about being slow. It's about being professional. + +--- + +## The Two-Meeting Approach + +**Meeting 1: Discovery** +- Ask questions +- Find the real pain points +- Take notes +- Confirm understanding +- Say: "Let me think about this and come back with a thoughtful proposal" +- **Do NOT present solutions yet** + +**Meeting 2: Presentation** +- Present your thoughtful alignment document +- Show you understand their needs +- Negotiate and iterate +- Get acceptance + +**Why this matters:** When you resist the urge to solve immediately and take time to understand deeply, stakeholders FEEL that you genuinely care about their success, not just about showing off your cleverness. + +--- + ## Why Alignment Matters When you're building something that makes the world a better place, and you need others involved, you need alignment first. @@ -34,6 +66,41 @@ When others are involved, you need alignment on: 5. **Budget** - What resources are needed? 6. **Commitment** - What are we willing to commit to make it happen? +**But here's the key:** These elements come from discovery. You learn what they need FIRST, then you articulate these elements based on that understanding. You're not making this up - you're reflecting back what they told you matters to them. + +--- + +## Discovery Questions That Reveal What They Need + +Before you can create an alignment document, you need to understand what success looks like for THEM: + +**Understanding Their Desired Outcomes:** +- **What does success look like for you?** (Their desired outcome) +- **What's not working right now?** (The pain they're experiencing) +- **Tell me more about that - what specifically happens?** (Dig deeper) +- **How does that impact your business/team/users?** (Understanding consequences) +- **What happens if we don't solve this?** (The cost of inaction) +- **What have you tried before?** (What didn't work and why) +- **What would make this a home run?** (Their definition of exceptional) + +**Understanding Their Concerns & Risks:** +- **Is there something specific you're concerned about?** (Their worries) +- **What would help you feel confident about moving forward?** (What they need to feel secure) +- **What lessons have you learned from past projects?** (Learning from history without dwelling on failures) +- **What would make you feel this is going well as we proceed?** (Positive indicators) +- **What dependencies or external factors should we plan for?** (External factors, neutral framing) +- **What would be important to include in our agreement?** (Their priorities for protection) +- **How would you like us to handle changes or unexpected situations?** (Proactive planning) + +**Keep asking until you find the real pain point AND the real risks.** Then enquire deeper about both. Confirm they actually exist before you even think about solutions. + +**Why ask about risks?** Because understanding their concerns helps you: +- Create contract provisions that actually protect against real risks +- Set realistic expectations +- Build trust by showing you're thinking about problems, not just opportunities +- Design solutions that mitigate their specific concerns +- Include mutually beneficial protections in the agreement + --- ## Different User Scenarios @@ -71,17 +138,34 @@ When others are involved, you need alignment on: ## The Alignment Process -1. **Create alignment document** - Work through 10 sections -2. **Share & negotiate** - Present to stakeholders, gather feedback -3. **Iterate** - Make changes until everyone is on board -4. **Get acceptance** - Once everyone agrees, you have alignment -5. **Secure commitment** - Generate signoff document to formalize +**The complete workflow from first meeting to project start:** + +1. **Discovery meeting** - Listen: Ask questions, find pain points, take notes, confirm understanding +2. **Stop & reflect** - "Let me think about this and come back with a thoughtful proposal" +3. **Create alignment document** - Based on what you learned in discovery +4. **Presentation meeting** - Present: Share with stakeholders, show you understood them +5. **Iterate** - Negotiate: Adjust and refine together until you find the perfect match +6. **Get acceptance** - Accept: They say "Yes, this is exactly what we need" +7. **Generate signoff document** - Contract: Create short, clear contract based on accepted pitch +8. **Sign** - Both parties sign +9. **Create project brief** - Brief: Use pitch and contract as the backbone + +**Key principle:** The pitch and contract aren't throwaway documents. They become the foundation that guides your entire project. Everything connects. --- -## Key Takeaway +## Key Takeaways -**WDS helps with alignment** - getting everyone on the same page before starting work. The alignment phase is collaborative and iterative. Once approved, the signoff document formalizes that commitment. +**The discipline of professional patience:** +- The carpenter measures twice before cutting once +- The doctor diagnoses before prescribing +- You understand before solving + +**The mindset shift:** +- When you genuinely understand what they need, pitching stops feeling like selling and starts feeling like helping +- You're not trying to impress them with quick solutions - you're serving them with thoughtful understanding + +**WDS helps with alignment** - getting everyone on the same page before starting work. But it starts with the discipline to understand deeply first. The alignment phase is collaborative and iterative. Once approved, the signoff document formalizes that commitment. --- diff --git a/src/modules/wds/course/module-03-alignment-signoff/lesson-02-creating-alignment-document.md b/src/modules/wds/course/module-03-alignment-signoff/lesson-02-creating-alignment-document.md index 439daf26..cf4052aa 100644 --- a/src/modules/wds/course/module-03-alignment-signoff/lesson-02-creating-alignment-document.md +++ b/src/modules/wds/course/module-03-alignment-signoff/lesson-02-creating-alignment-document.md @@ -1,20 +1,45 @@ # Lesson 2: Creating Your Alignment Document -**The 10 sections that ensure everyone understands and agrees** +**The 10 sections that ensure everyone understands and agrees - AFTER you've done discovery** **Time:** 20 minutes --- +## Before You Create: The Discovery Phase + +**You are NOT ready to create an alignment document until you've completed discovery.** + +Remember: +- **The carpenter measures twice** before cutting once +- **The doctor diagnoses** before writing a prescription +- **You understand deeply** before creating your pitch + +**Have you:** +- ✅ Had a discovery conversation with your stakeholder? +- ✅ Asked questions until you found the real pain point? +- ✅ Confirmed that pain point actually exists? +- ✅ Taken notes on what success looks like for THEM? +- ✅ Said "Let me think about this and come back"? + +**If NO to any of these:** Go back and complete discovery first. Don't guess what they need. + +**If YES:** Now you're ready to create a compelling alignment document based on real understanding. + +--- + ## What is an Alignment Document? An alignment document (also called a "pitch") is a clear, brief document that: -- Makes the case for why the project matters -- Presents your idea in the best possible light +- Reflects back what you learned in discovery +- Makes the case for why the project matters (in their words) +- Presents your solution based on understanding their needs - Gets stakeholder buy-in before starting detailed work - Can be read in 2-3 minutes - Allows for negotiation and iteration +**Key principle:** You're not making this up or guessing. You're synthesizing what they told you they need into a clear, compelling document. + --- ## The 10 Sections @@ -207,11 +232,13 @@ Work through these sections **in whatever order makes sense** for your thinking: ## Flexible Exploration **You can start anywhere:** -- Start with something you've realized needs attention -- Start with a solution you have in mind -- Start with why it matters +- Start with something you've realized needs attention (from discovery) +- Start with a solution you have in mind (based on understanding their needs) +- Start with why it matters (using what they told you) -**Saga will guide you** through all sections in whatever order makes sense for your thinking. +**Saga will guide you** through all sections in whatever order makes sense for your thinking. But everything should be grounded in what you learned during discovery. + +**If you realize you don't actually know something:** Don't guess. That's a signal you need to go back and ask more discovery questions. Saga will help you identify what's missing. --- @@ -219,15 +246,17 @@ Work through these sections **in whatever order makes sense** for your thinking: **If you have existing communications or documents:** - Share emails, chats, or documents with stakeholders +- Share notes from your discovery meeting - Saga will extract key information: - Realizations or observations mentioned - Requirements discussed - Concerns raised + - What success looks like for them - Context and background - Timeline or urgency - Budget or constraints -**This helps inform** your alignment document sections. +**This helps inform** your alignment document sections with real evidence from your conversations. --- @@ -243,10 +272,14 @@ Work through these sections **in whatever order makes sense** for your thinking: ## Key Principles +- **Discovery first** - Understand before you create the document - **Collaborative** - You and Saga build it together +- **Grounded in their needs** - Based on what they told you matters - **Iterative** - You can refine and improve - **Clear** - Readable in 2-3 minutes -- **Compelling** - Makes the case for the project +- **Compelling** - Makes the case for the project using their language + +**Remember:** When you genuinely understand what they need and can clearly specify their desired outcomes, writing the pitch becomes 10x easier. You're not guessing or convincing - you're articulating back to them what they said they need with a clear path forward. --- diff --git a/src/modules/wds/course/module-03-alignment-signoff/module-03-overview.md b/src/modules/wds/course/module-03-alignment-signoff/module-03-overview.md index a774f9ed..25a180e1 100644 --- a/src/modules/wds/course/module-03-alignment-signoff/module-03-overview.md +++ b/src/modules/wds/course/module-03-alignment-signoff/module-03-overview.md @@ -17,7 +17,10 @@ This module teaches you how to create alignment around your idea and secure form ## What You'll Learn -- How to articulate your idea clearly (The Idea, Why, What, How, Budget, Commitment) +- **The discovery discipline** - how to understand their outcomes before proposing solutions +- **The two-meeting approach** - separate discovery from solution presentation +- **Professional patience** - the carpenter measures twice, the doctor diagnoses first +- How to ask discovery questions that reveal what success looks like for them - Creating a compelling alignment document that gets everyone on the same page - Negotiating and iterating until stakeholders accept - Generating appropriate signoff documents (external contracts or internal signoff) @@ -32,6 +35,8 @@ This module teaches you how to create alignment around your idea and secure form **Time:** 10 minutes - Why alignment matters before starting work +- **The discovery discipline**: Understanding before solving +- **Professional patience**: The carpenter measures twice, the doctor diagnoses first - The 6 elements of alignment (Idea, Why, What, How, Budget, Commitment) - Different user scenarios (consultant, business owner, manager/employee) - When to skip alignment (doing it yourself) @@ -40,6 +45,8 @@ This module teaches you how to create alignment around your idea and secure form **Time:** 20 minutes +- **The discovery phase**: Ask questions until you find the real pain point +- **Resist solving in the discovery meeting**: Take notes, confirm, then stop - The 10 sections of an alignment document - How to explore sections flexibly - Extracting information from existing communications @@ -88,7 +95,14 @@ Step-by-step hands-on guide to creating your alignment document and securing sig ## Key Concepts +**The Discovery Discipline:** +- **Understand before you solve** - The carpenter measures twice, the doctor diagnoses first +- **Separate discovery from solution** - Don't present solutions in the first meeting +- **Ask until you find the pain point** - Keep digging deeper to understand the real issue +- **Take notes, confirm understanding, then stop** - Come back with a thoughtful proposal + **Alignment Document (Pitch):** +- Created AFTER discovery phase - Makes the case for why the project matters - Gets stakeholders aligned on Idea, Why, What, How, Budget, Commitment - Readable in 2-3 minutes @@ -104,7 +118,17 @@ Step-by-step hands-on guide to creating your alignment document and securing sig - Both include scope, investment, timeline, deliverables **The Flow:** -1. Create alignment document → 2. Share & negotiate → 3. Get acceptance → 4. Generate signoff → 5. Proceed to Project Brief +1. **Discovery meeting** - Listen: Ask questions, understand their goals and what's important for success +2. **Stop & reflect** - "Let me think about this and come back with a thoughtful proposal" +3. **Create alignment document** - Create: Build pitch based on what they told you +4. **Presentation meeting** - Present: Share proposal showing you understood them +5. **Iterate** - Negotiate: Adjust and refine together to find the perfect match +6. **Get acceptance** - Accept: They say yes to the pitch +7. **Generate signoff** - Contract: Create short, clear contract based on accepted pitch +8. **Sign** - Both parties sign +9. **Proceed to Project Brief** - Brief: Use pitch and contract as the backbone + +**Key:** Pitch and contract become the foundation for your project brief - not throwaway documents. --- @@ -112,8 +136,11 @@ Step-by-step hands-on guide to creating your alignment document and securing sig By the end of this module, you will: +- ✅ Understand the discipline of discovery before solution +- ✅ Know how to ask questions that reveal what success looks like for them +- ✅ Be able to separate discovery meetings from solution presentation - ✅ Understand when you need stakeholder alignment -- ✅ Know how to create a compelling alignment document +- ✅ Know how to create a compelling alignment document based on real understanding - ✅ Be able to negotiate and iterate until acceptance - ✅ Generate appropriate external contracts or internal signoff documents - ✅ Know when to skip this module and go straight to Project Brief diff --git a/src/modules/wds/course/module-03-alignment-signoff/tutorial-03.md b/src/modules/wds/course/module-03-alignment-signoff/tutorial-03.md index 8fd4d8d3..74f69edb 100644 --- a/src/modules/wds/course/module-03-alignment-signoff/tutorial-03.md +++ b/src/modules/wds/course/module-03-alignment-signoff/tutorial-03.md @@ -1,23 +1,26 @@ # Tutorial 03: Alignment & Signoff -**Hands-on guide to getting stakeholders aligned and securing commitment** +**Hands-on guide to discovering needs, getting stakeholders aligned, and securing commitment** --- ## Overview -This tutorial walks you through creating an alignment document (pitch) and securing formal signoff from stakeholders before starting your project. +This tutorial walks you through the professional process of understanding what your stakeholders need, creating an alignment document (pitch) based on that understanding, and securing formal signoff before starting your project. -**Time:** 45-60 minutes +**Time:** 60-90 minutes (including discovery meeting) **Prerequisites:** Module 02 completed (WDS installed) -**What you'll create:** Alignment document and signoff document +**What you'll create:** Discovery notes, alignment document, and signoff document --- ## What You'll Learn -- How to articulate your idea clearly (Idea, Why, What, How, Budget, Commitment) -- Creating a compelling alignment document +- **The discovery discipline** - how to understand their outcomes before proposing solutions +- **The two-meeting approach** - separating discovery from solution presentation +- **Professional patience** - the carpenter measures twice, the doctor diagnoses first +- How to ask discovery questions that reveal what success looks like +- Creating a compelling alignment document based on real understanding - Negotiating and iterating until acceptance - Generating appropriate signoff documents - Understanding contract clauses and best practices @@ -28,64 +31,143 @@ This tutorial walks you through creating an alignment document (pitch) and secur **You'll need:** - A project idea that needs stakeholder alignment -- 45-60 minutes of focused time -- Access to stakeholder information (if available) +- **Access to a stakeholder for a discovery conversation** +- 60-90 minutes of focused time (including meeting time) - Optional: Existing communications/documents from stakeholders **AI Support:** - **Saga WDS Analyst Agent** will guide you through the process -- She'll help you clarify your situation -- Guide you through creating the alignment document +- She'll help you prepare for discovery +- Help you craft discovery questions +- Guide you through creating the alignment document AFTER discovery - Help generate the signoff document after acceptance +**Critical mindset:** You are NOT ready to pitch until you understand what they need. Discovery comes first. + --- -## Step 1: Understand Your Situation (5 min) +## Step 1: Prepare for Discovery (5 min) **First, clarify your scenario:** -- **Consultant proposing to client** → You'll create a Project Contract -- **Business hiring suppliers** → You'll create a Service Agreement -- **Manager/employee seeking approval** → You'll create a Signoff Document +- **Consultant proposing to client** → Discovery will help you understand their business needs +- **Business hiring suppliers** → Discovery will help you clarify what you're buying +- **Manager/employee seeking approval** → Discovery will help you understand stakeholder priorities - **Doing it yourself** → Skip this tutorial, go to Module 04: Create Project Brief **Your scenario:** [Write your scenario here] +**With Saga, prepare your discovery questions:** +- What do you want to learn? +- What questions will reveal what success looks like for them? +- What pain points do you suspect exist (to be confirmed)? + --- -## Step 2: Extract Information (Optional - 10 min) +## Step 2: Conduct Discovery Meeting (20-30 min) -**If you have existing communications or documents:** +**This is the most important step. Do NOT skip this.** -Share emails, chats, or documents with stakeholders. Saga will extract: -- Realizations or observations mentioned -- Requirements discussed -- Concerns raised +**Your goal:** Understand what they need, NOT pitch your solution. + +**In the discovery meeting:** + +1. **Ask questions** - Use the questions you prepared with Saga + + *Understanding their outcomes:* + - "What does success look like for you?" + - "What's not working right now?" + - "Tell me more about that..." + - "How does that impact your business/team/users?" + - "What happens if we don't solve this?" + - "What have you tried before?" + - "What would make this a home run?" + + *Understanding their risks and concerns:* + - "Is there something specific you're concerned about?" + - "What would help you feel confident about moving forward?" + - "What lessons have you learned from past projects?" + - "What would make you feel this is going well as we proceed?" + - "What dependencies or external factors should we plan for?" + - "What would be important to include in our agreement?" + - "How would you like us to handle changes or unexpected situations?" + +2. **Listen deeply** - Take detailed notes on what they say (both opportunities AND concerns) + +3. **Find the pain point AND the risks** - Keep asking until you understand both what they want to achieve and what they're worried about + +4. **Confirm both exist** - "So if I understand correctly, you're looking to achieve X, which will deliver Y, and you'd like us to plan for Z?" + +5. **Resist the urge to solve** - Even if you see the perfect solution, DON'T present it yet + - The carpenter measures twice + - The doctor diagnoses first + - You understand before solving + +6. **End with commitment to return** - "Thank you for sharing this - your goals and what's important to you for this to succeed. Let me think about how I can help you achieve what you need while addressing what you've mentioned. I'll come back to you with a thoughtful proposal." + +**Why discover risks?** Understanding what's important to them for the project to succeed helps you: +- Create contract provisions that give them confidence +- Set realistic expectations together +- Build trust by showing you're thinking about how to make this successful +- Design solutions that address what matters to them +- Include mutually beneficial protections in the agreement + +**Take detailed notes** during or immediately after the meeting. + +--- + +## Step 3: Extract Information & Reflect (10 min) + +**Now work with Saga to synthesize what you learned:** + +Share your discovery notes with Saga. She will help you extract: +- Realizations or observations they mentioned +- Their definition of success +- Pain points they're experiencing +- **Concerns and risks they raised** (these will inform contract provisions) +- **Past project problems they mentioned** (what went wrong before) +- Requirements they discussed +- What happens if they don't solve this - Context and background - Timeline or urgency - Budget or constraints +- **Dependencies and constraints** +- **What would make them uncomfortable** -**If you don't have communications:** That's fine! Move to Step 3. +**Critical check:** Can you clearly articulate: +1. What success looks like for THEM in their own words? +2. What specific concerns and risks they mentioned? + +- **If YES to both:** You're ready to create the alignment document AND design contract provisions that address real concerns +- **If NO to either:** You need another discovery conversation or follow-up questions + +**The risks you discover become contract protections:** For example: +- They mention "past contractors disappeared mid-project" → Include milestone-based payments and regular check-ins in contract +- They mention "we've had scope creep before" → Include detailed "What's NOT included" section and change order process +- They mention "we got stuck waiting on vendor access" → Include dependency management and pause clauses +- They mention "timeline is critical for launch date" → Include time-based milestones and delay penalties/protections --- -## Step 3: Explore Alignment Sections (20-30 min) +## Step 4: Explore Alignment Sections (20-30 min) -**Work through these 10 sections** (in whatever order makes sense): +**Work through these 10 sections** (in whatever order makes sense) **based on what you learned in discovery:** -1. **The Realization** - What we've realized needs attention -2. **Why It Matters** - Why this matters and who we help -3. **How We See It Working** - Brief overview of the solution approach -4. **Paths We Explored** - 2-3 solution options we considered -5. **Recommended Solution** - Preferred approach and why +1. **The Realization** - What they've said needs attention (use their evidence) +2. **Why It Matters** - Why this matters to THEM and who they help (use their words) +3. **How We See It Working** - Your solution approach (based on understanding their needs) +4. **Paths We Explored** - 2-3 solution options you considered +5. **Recommended Solution** - Preferred approach and why it serves them 6. **The Path Forward** - How the work will be done (WDS phases and practical approach) -7. **The Value We'll Create** - What happens if we DO build this -8. **Cost of Inaction** - What happens if we DON'T build this +7. **The Value We'll Create** - What happens if they DO build this (their desired outcomes) +8. **Cost of Inaction** - What happens if they DON'T build this (their stated consequences) 9. **Our Commitment** - Resources needed and potential risks -10. **Summary** - Summary of key points +10. **Summary** - Summary reflecting back their needs **Saga will guide you** through each section, asking one question at a time and reflecting back what she hears. +**Key principle:** Everything should connect back to what they told you in discovery. You're not making this up - you're synthesizing their needs into a clear proposal. + ### Best Practice: Realization Section with Evidence **When exploring "The Realization" section**, Saga will help you: @@ -113,33 +195,38 @@ Share emails, chats, or documents with stakeholders. Saga will extract: --- -## Step 4: Synthesize Alignment Document (5 min) +## Step 5: Synthesize Alignment Document (5 min) **Saga will help you create:** `docs/1-project-brief/pitch.md` - Clear, brief, readable in 2-3 minutes -- Makes the case for the project -- Ready to share with stakeholders +- Makes the case for the project using their language +- Reflects back what they told you they need +- Ready to share with stakeholders in your SECOND meeting -**Review together:** Does this capture your idea? Anything to adjust? +**Review together:** Does this capture what they said they need? Does it show you understand their desired outcomes? --- -## Step 5: Share & Negotiate (Variable time) +## Step 6: Presentation Meeting - Share & Negotiate (Variable time) + +**Now schedule your SECOND meeting with the stakeholder:** -**Share with stakeholders:** - Present the alignment document +- Show you understood what they need - Gather feedback - Make changes and iterate - Update until everyone is on board -**Remember:** This phase is collaborative - negotiate and iterate until everyone is aligned. +**This is negotiation, not rejection:** Their feedback helps you refine the proposal until it serves them perfectly. + +**Remember:** You're not defending your idea - you're collaborating to find the version that works for everyone. --- -## Step 6: Get Acceptance (Variable time) +## Step 7: Get Acceptance (Variable time) **Once stakeholders accept:** - Everyone is aligned on Idea, Why, What, How, Budget, Commitment @@ -148,7 +235,7 @@ Share emails, chats, or documents with stakeholders. Saga will extract: --- -## Step 7: Generate Signoff Document (15-20 min) +## Step 8: Generate Signoff Document (15-20 min) **After acceptance, Saga will help you create:** @@ -158,29 +245,50 @@ Share emails, chats, or documents with stakeholders. Saga will extract: 3. **Signoff Document** - For internal company projects - *Optional: Upload your company's signoff format* +**Key principle: Short and concise contracts** + +The Strategic Professional emphasizes: "Long contracts are hard to understand, and it's easier to hide strange provisions in dense text. Keep it clear and brief. The contract is based on the pitch they already accepted - you're formalizing what they agreed to, not writing from scratch." + **Saga will guide you through:** -- Scope of work -- Investment and timeline -- Payment terms (with upfront payment guidance for fixed-price contracts) -- Confidentiality clause -- Not-to-Exceed clause (prevents scope creep) -- Legal jurisdiction and contract language -- Work initiation terms -- Change order process -- Termination clause -- Intellectual property ownership -- Dispute resolution +- **Scope of work** - References the accepted pitch (what's in, what's explicitly out) +- **Deliverables** - From the pitch +- **Timeline** - Milestones from the pitch +- **Payment terms** - Cost and payment schedule from the pitch (with upfront payment guidance for fixed-price contracts) +- **Change order process** - How scope changes are handled +- **Acceptance criteria** - When work is considered complete (from their definition of success in the pitch) +- **Intellectual property ownership** - Who owns what +- **Termination clause** - How either party can exit +- **Confidentiality** - If needed +- **Legal jurisdiction and contract language** - If needed +- **Work initiation terms** - When work begins +- **Dispute resolution** - If needed +- **Warranties & limitations** - What you guarantee (and don't) + +**The contract references the pitch** - Everything points back to the accepted alignment document. This keeps it short, clear, and aligned. **Output:** `docs/1-project-brief/[contract/service-agreement/signoff].md` --- -## Step 8: Finalize & Proceed (5 min) +## Step 9: Finalize & Proceed (5 min) **Once signoff document is finalized:** - ✅ Alignment achieved - ✅ Commitment secured - ✅ Foundation established +- ✅ Pitch and contract ready to become backbone of project brief + +**The connection:** The pitch and contract aren't throwaway documents. When you move to Module 04 to create your Project Brief, these documents become the foundation. The brief builds on the alignment and legal framework you've established. + +**Workflow complete:** +1. ✅ Listen - Discovery meeting +2. ✅ Create - Pitch based on understanding +3. ✅ Present - Shared proposal +4. ✅ Negotiate - Refined together +5. ✅ Accept - They said yes +6. ✅ Contract - Short, clear, based on pitch +7. ✅ Sign - Both parties committed +8. ➡️ **Next:** Brief - Use pitch and contract as backbone **Next:** [Module 04: Create Project Brief](../module-04-project-brief/tutorial-04.md) @@ -189,7 +297,10 @@ Share emails, chats, or documents with stakeholders. Saga will extract: ## Success Criteria You've completed this tutorial when: -- ✅ Alignment document created and shared +- ✅ Discovery meeting completed with detailed notes +- ✅ Can clearly articulate what success looks like for them +- ✅ Alignment document created based on real understanding +- ✅ Alignment document shared in presentation meeting - ✅ Stakeholders have accepted (everyone aligned) - ✅ Signoff document generated and ready for signature - ✅ Ready to proceed to Project Brief @@ -198,6 +309,15 @@ You've completed this tutorial when: ## Common Questions +**Q: Can I skip the discovery meeting?** +A: No - that's where you learn what they actually need. Without it, you're guessing. + +**Q: What if I think I already know what they need?** +A: The carpenter still measures twice. Confirm your assumptions with real discovery questions. + +**Q: Can I present a solution in the discovery meeting?** +A: Resist that urge. Take notes, confirm understanding, say "Let me think about this." Come back with something thoughtful. + **Q: Do I always need this?** A: No - skip if you're doing it yourself or have full autonomy. @@ -205,10 +325,10 @@ A: No - skip if you're doing it yourself or have full autonomy. A: Yes - the alignment document might be enough. Signoff formalizes the commitment. **Q: What if stakeholders want changes?** -A: That's normal! Iterate and negotiate until everyone is on board. +A: That's normal! Iterate and negotiate until everyone is on board. Their feedback makes the proposal better. -**Q: How long does negotiation take?** -A: Variable - could be hours or days. The alignment document helps speed this up. +**Q: How long does the whole process take?** +A: Variable - discovery meeting (30-60 min), document creation (30-60 min), presentation & negotiation (variable, could be hours or days). The time invested in understanding saves weeks of misalignment later. ---