Lesson 8 · 20 min
The workshop is the cheapest way in and the one that generates the most work afterward: the team learns, the manager sees you in action, and the next conversation is the diagnosis. This lesson shows the 1-hour workshop in 5 parts, the small community of companies, and your plan with dates.
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Goal: design a 1-hour workshop in 5 parts and the ladder from free to monthly advisory, with a dated plan.
Parts 1, 2 and 3 fit in the first five minutes.
Teaching is a skill of repetition and feedback, not talent. The structure stands in for talent until it comes.
Four decisions that change the room.
An analyst wants the detail; the executive team wants the design and the return. Ask the client beforehand who will be in the room.
Required room: open with demos. Voluntary room: they want the fundamentals. Name the fear about jobs in the first few minutes.
If one hour fits 30 slides, prepare 50: most of them are extra examples of the same idea.
Decide beforehand what to skip if the room talks a lot, and keep two backup blocks.
Ask the question and wait. Whoever gives in after three seconds teaches the room not to answer.
If nobody answers, make a light joke and move on. Don't push: your energy doesn't depend on the audience.
I can stay quiet for the next few minutes, or you can give me a hint so I can adapt the examples to your work.
Whoever uses examples from one industry attracts clients from that industry. Use the real vocabulary: enrollment, policy, appraisal report, deed.
If the clients who show up are from the wrong industry, look at your examples.
Seven to ten companies, not seven hundred people. Ranges are orders of magnitude: adapt to your market.
Basic templates, a monthly bulletin with what changed, questions answered in public, and the open office hours.
It needs to be good enough for someone to recommend it without ever having paid.
Advanced guides, real cases, long sessions with live building, members-only office hours.
A group of companies usually lands in the US$ 100 to 500 per company per month range. With 7 to 10, you know each one's problem.
A defined response window, with rules, not unlimited access to your life.
Whoever moves up has already proven, on the previous step, that they extract value.
After the call: "instead of filling your inbox, I have a space where I answer questions like the ones we discussed".
After the workshop: "if you want to bring your own company's case, this is the space".
The 1-hour script with the minutes in view.
WORKSHOP · <topic> · <company> · <date> Audience: <roles> · mandatory or voluntary: <which> Destination (1 sentence): after this hour, you will be able to <do what>. 00-05 OPENING - Hook: <image or demo running> - So what: <what changes for those who pay attention> - Path and flight plan: <warn about the technical stretch> - Name the fear: <sentence> 05-20 MODULE 1 · foundation (light, lots of examples) - Concept → when to use → before and after → example from the industry - Question for the room (wait 15 s): <question> 20-40 MODULE 2 · the densest (at peak attention) - <technical content warned about in the flight plan> - Question for the room: <question> 40-55 MODULE 3 · applied (attention has already dropped) - Day-to-day example: <what changes tomorrow morning> - Vision example: <what changes in 12 months> 55-60 LANDING - Recap 3 points · how to apply on Monday · what comes next - Questions · invitation: <community or office hours> BACKUP (if the room goes quiet): <block A>, <block B> SKIP (if the room talks a lot): <block>
The four deliverables you take to the client. Click an exercise to see the "done when".
Script and simulated call
2 exercises
Call script with the 3 questions and the brake.
View the lessonA number for the executive
2 exercises
One-page report for the decision maker.
View the lessonThe foundation of everything: the discovery call with scale, stack and knowledge, and the line for hitting the brakes. Practice in the simulation until you reach the top score.
Requires the call. Measure the baseline before promising and offer three ways of working together.
Requires the proposal. Turn the vague into a number and deliver the decision on one page.
Requires the previous three: the workshop opens the door and leads to the diagnosis, which leads to the proposal and the report.
The workshop opens the door, the call does the diagnosis, the proposal has a baseline and the report carries the decision. Lessons 1, 4, 6 and 7 go into the plan generated below.
Positioning (lesson 1), autopsy (lesson 4), technology choice (lesson 6) and office hours (lesson 7) go into the plan with dates.
Choose the start date and how much time you have per week. The plan includes the course's 16 exercises.
Close the course with your workshop and your plan.
Fill in the 1-hour script for a real company or for your niche, with examples from the industry you want to serve.
Done when: the script has the 5 parts (destination, route, flight plan, in-flight service, landing), the minutes marked, and 2 buffer blocks.
Write your free tier (3 items) and your paid tier (3 items). Then use the generator above and save the plano.md and the .ics.
Done when: the ladder is written from the free offer to the monthly advisory, and the dated plan is saved in your calendar.
4 questions. The explanation appears after your attempt.
Question 1 of 4
The room was forced to attend your workshop. How do you open?
Question 2 of 4
You asked a question and the room went silent. What do you do?
Question 3 of 4
Where do you put the most technical part of the workshop?
Question 4 of 4
Why a community of 7 to 10 companies, and not hundreds of people?
Pick an answer. The explanation shows up after you try.