Argumentation-Triangle – Efficiency

The methodology should include the following five steps of structuring:

1. Position (long-term)
   It is best to first work out the central position. What is the mission, the differentiating value creation for the company, product or project? An inside-out view often plays a role here. The conviction that one’s own company, project or product has a unique position. Therefore, the following two steps are important to prove this from the perspective of the outsider.
2. Arguments (medium term)
   At this supporting level, 3-5 arguments are necessary as the foundation of the positioning. The best perspective is always that of the potential user. The pains/gains of the respective business environment are also very well suited. What drives the potential user? Where do they see dangers, where opportunities?
3. Evidence (short-term)
   Below the level of argumentation, the evidence must now be supplemented. These are cases, technical explanations, user quotes, references, etc. Coming from position (1), supported by an argument (2), the equivalent in a proof is found here. Each argument should have at least one proof, so that a conclusive overall history is created.
4. Cleaning up (steady)
   The challenge lies above all in omitting the other arguments in sales and marketing. Better 3-5 arguments plus proofs, which can be reliably called up in the team, than ad hoc constructions. Less is more.
5. Review (annually)
   At least check the proof level annually. Whether this applies to the proof level depends on the context. Better check here as well.