In small groups, discuss the following and identify which organizational pattern might work best in each situation. Review Figure 6 for a description and example of each pattern: benefits, issues or goals, order of importance, chronology, problem solving, and elimination of alternatives. You also may consider other patterns or a combination of these patterns.

a. You’re explaining a new procedure for hosts to upload their podcasts.

b. You’re pitching a proposal to a prospective client who has had the same supplier for more than five years.

c. You’re proposing a new way for your student organization to run meetings.

d. You’re concerned about your team’s increased expenses in the past year and decide to talk with them.

e. You’re proposing a particular company to clean the office; you already have approval to have it professionally cleaned.

f. You’re communicating to your team that they can no longer work from home every day.

Figure 6

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ORGANIZATIONAL STRATEGY Benefits Issues or Goals Order of Importance Chronology Problem Solving Elimination of Alternatives DESCRIPTION Describe benefits the company will achieve. Best for proposals or recommendations to ensure that you address given criteria. Address concerns or shared goals and provide evidence for each. Useful as a less direct strategy when you have a hostile or resistant audience. Sequence points according to their importance. You may use this in combination with other strategies. Describe a process or implementation plan by presenting points in time sequence. Identify causes, effects, and possible solutions. Useful for complex problems and collaborative presentations. Present possible options and evaluate each. Useful when many solutions may be viable. EXAMPLE FOR SALESFORCE Present major positive results the company will see from using the software (e.g., a streamlined billing process). Identify major problems (e.g., long customer wait times) or goals (e.g., retaining more customers). Typically, start with your strongest argument-the biggest benefit (e.g., increasing sales revenue) or issue (e.g., cancelled subscriptions). Create a timeline to show necessary steps to purchase, customize, implement, and evaluate the software. Engage the sales associates in identifying problems with the current process and how Salesforces might mitigate each. List Salesforce and competitive products and show how each measures up against your criteria.