by Randall CraigFiled in: Blog, Business Development, Communication, Make It Happen Tipsheet
While PAR 3 might have special meaning for golfers, it is actually the name of a great framework for describing your experience. It can be used in sales presentations, group status meetings, brochures and web sites. PAR stands for Problem, Action, Results.
Rather than describing what you did (the “Action”) in isolation, it answers the question why (the Problem), and what happened (the Result), putting context and relevance around what you say. And it shifts the focus from something that they don’t care about (you) to something that they do care about (solving their problem).
Consider these example statements:
Problem: Sales were down, and there was uncertainty as to why.
Action: We conducted a client audit, and discovered that they needed more technical data before committing to the engagement.
Result: Our team now uses tech data during the business development process, resulting in a sales increase of 20%.
Problem: Quality issues were affecting delivery schedules.
Action: We changed the delivery process to allow our team to spend more time on higher-risk tasks.
Result: Our client satisfaction scores and quality index have both improved by 20% and 25%, respectively.
PAR 3 can be used just as effectively at the personal level, whether you are selling a concept to co-workers, prepping for a performance review, or interviewing for a new role. Before you send out today’s emails, and before your next presentation, do a quick check for PAR 3 opportunities: don’t just tell others what you did – let them know why, and what happened.
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