Comprehensive
Your unique framework conveys your service envelope; it should inspire confidence that you will deliver a resolved, holistic solution.
The scope of your framework elements will influence the authority you’re awarded and the latitude you’re afforded. There is a Goldilocks breadth that demonstrates the areas you want to work in, without appearing too generalist, or reaching beyond your demonstrable expertise.
Each of your framework elements needs to reinforce its parent value principle, as well as its immediate sibling elements. To make this editing or curation process easier, start with a tree-of-threes branched structure. Beneath your headline message, try three value principles, each supported by three framework elements. Flesh out each of these nine elements with three explanatory bullet points or subheadings.
Structuring your expertise into levels, and limiting your prospect’s choices to three at each branch or decision-point, encourages easier decisions and removes analysis paralysis from what is – at a glance – a comprehensive and complex menu of services.
Read all steps for adaptability
