Part X

PART X: Q&A

Chapter 20: Q&A is Part of the Presentation

The presentation isn’t finished when the slides end. Q&A is where judges test whether your team actually owns the solution. They may challenge:

• your assumptions;
• your numbers;
• your recommendation;
• your alternatives;
• your implementation;
• your risks;
• your knowledge of the case.

This is not necessarily an attack. It is an opportunity.

The Q&A Mindset

• Don’t think: “How do I defend myself?”
• Think: “How do I help the judge understand our thinking?”

That changes your tone. You don’t need to become defensive. You need to become clear.

The Answer Structure

A useful approach is:

• Answer
  • Answer directly.
• Evidence
  • Explain why.
• Implication
• Connect it back to the recommendation.

For example: “Yes, we believe the investment is justified. The reason is that the initiative generates an estimated $4.2 million in incremental annual contribution, giving us a projected payback of under two years. More importantly, it addresses the root cause of the retention problem rather than simply acquiring more customers.”

Answer first. Then explain.

When You Don’t Know

Don’t bluff. You can say: “We don’t have enough information in the case to answer that definitively. Our assumption was X, and if that assumption changed, we would revisit Y.” This demonstrates judgment.

The Q&A Preparation Grid

Prepare likely questions across:

• Strategy: Why this strategy?

• Alternatives: Why not option B?

• Financial: How did you calculate this?

• Assumptions: What if your assumption is wrong?

• Implementation: Can the organisation actually do this?

• Risk: What is the biggest threat?

• Stakeholders: Who might oppose this?

• Timing: Why now?

• Measurement: How will you know it worked?

• Future: What happens next?