Most decisions are settled before anyone walks into the room. Name the decision, name who isn't with you yet, and find the one conversations you need to have first. Twenty minutes, on your own.
Name the decision
What's about to get decided?
One sentence. The decision itself. These are ususally looking for a yes/no or have a limited set of response options. Keep narrowing down until you arrive at a specific decision. Use the 5 Whys framework (opens in new tab), if needed.
List the room
Who decides, or shapes it?
Everyone with real say, or real influence over the decision. Mark where each one stands today.
Close the gap
What do they need from you first?
One line each. Not what you'd say to persuade them in the room. Ths is what they need to know or believe before you're in the room, so the room isn't where you find a miss.
Choose the how
How will you provide the information that they need?
Naming what they need isn't the same as delivering it. Pick a method that fits for each person.
Close the gap
Everyone's already with you.
Your checklist
Close these before the room decides.
In order. Check one off once you've actually done it, not once you've decided to.