What, So What, Now What
For any update or answer, say what happened, why it matters, and what to do next.
A simple structure taught at Stanford and in reflective practice; useful but not tested against other structures.
Why it works
It gives you a ready shape when you have to speak without notice. Listeners get the fact, the meaning and the action in under a minute. It stops you rambling.
How to do it
- What: the fact in one or two sentences.
- So what: why it matters to this listener.
- Now what: the next step or decision needed.
- Practise it on everyday updates first.
What to say
What: two of our five candidates dropped out. So what: we risk missing your June start. Now what: I'll send two more profiles by Wednesday.
What: sales fell in Vidarbha. So what: the dealer gap is growing. Now what: we fill the two empty territories first.
Avoid
Spending all your time on the what and never reaching the now what.
Example
Asked for a surprise update in a client review in Pune, Aarti used the three steps. The client said it was the clearest status he had heard that week.
Practise it
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