How To Lead Meetings That Actually Matter
Have you ever led a meeting that went nowhere? Or worse, a discussion that devolved into unproductive arguments?
As a BD leader, I've experienced firsthand how not being thoughtful about teeing up discussions can lead to awkward silences with my executives -- which is painful for all parties.
Today, I'm sharing a powerful framework I've learned via trial and error to lead effective discussions, align teams, and drive decision-making. I've not yet seen anyone teach an approach that goes as in-depth as what I'm about to share.
Let's dive into the SCDQ framework.
What is SCDQ?
SCDQ stands for Situation, Complication, Desired Outcomes, and Question. It's a structured approach to teeing up productive discussions, ensuring everyone is on the same page and focused on the right issues.
Let's break it down:
Situation (S)
Start by providing context. In 3-4 sentences, describe the background information necessary for understanding the topic at hand. Here's a hypothetical example from one of my students:
"Over the past three years, we have significantly expanded our integration offerings, growing from 30 to over 75 integrations across our product suite. This growth has coincided with increasing complexity in our product ecosystem and the impending launch of our first partner marketplace."
Complication (C)
Next, outline the challenges or events that necessitate this discussion. Use 3-4 sentences to describe why the group needs to come together to find a resolution. For example:
"Despite our progress, we're facing a challenge: we're not building and maintaining integrations fast enough to meet our business goals. This issue is particularly pressing with Project X's launch on the horizon. We're at risk of losing deals to our biggest competitors due to integration gaps, especially in our Product Pealy, which has only about 30% of our competitor's integrations. Additionally, we're constrained by limited resources dedicated to integration development and maintenance."
Desired Outcomes (D)
In 1-2 sentences, clearly articulate what you want to achieve from this discussion. Be specific and concrete. For example:
"Our primary goal is to maximize the number of deals won by December. For today's discussion, we aim to align on the process we should follow to identify priority integration gaps."
Question (Q)
End with one key question to kick-start the dialogue. This question should be open-ended (meaning it can't be answered in just a few words like "yes" or "no"). It should also be targeted at a specific person in order to avoid the awkward silence of people not responding. For example:
"Given these challenges and goals, we know that gathering customer feedback from our GTM teams regarding the priority integrations is crucial, but we don't have a great way of tracking that feedback today. Donny, given how close you are to this, is this a top priority for you too? And if so, how would you recommend that we partner with your teams to gather this information?"
Pro Tips for Using SCDQ:
- Keep desired outcomes small and concrete. Avoid ambiguous or overwhelming goals.
- If possible, "plant the seed" with key stakeholders before the meeting. This prevents them from being caught off guard by your questions.
- Direct your question to either:
- A senior-level stakeholder whose voice holds weight
- An IC who made significant contributions to the effort
- Your manager who is there to support you
Progressing the Conversation
Once you've kicked off the discussion with SCDQ, use these techniques to keep it productive:
- Summarize key points that have been raised
- Follow up by seeking clarification or probing what you've just heard
- Transition to a new topic when necessary
- Propose concrete next steps
Example:
"Thank you, Donny, for that insight. It sounds like we all agree on the importance of gathering customer feedback. To summarize, the key points raised were [list points].Sarah, given your experience with our CRM system, how might we integrate this feedback gathering process into our existing workflows?"
This Week's Action Step:
Identify an upcoming meeting or discussion you'll be leading. Use the SCDQ framework to prepare:
- Write out your Situation, Complication, Desired Outcomes, and Question
- Share your SCDQ with a colleague for feedback
- Practice delivering your SCDQ opener out loud
If you found this helpful, the Impromptu Speakers Academy is my 3-week bootcamp to help you become a clear and confident speaker at work. Reserve your spot today while they're still available.
Talk soon,
Preston
