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Aligning the Baseline Logic 31
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FIGURE 3.5 Overriding questions, objectives, and desired results for multiple-step engagements s
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likely disagree about where you are at every point in the project. This is the territory
not just of red flags but of blood-red flags. If you don’t know the overriding problem,
that’s a red flag. If you don’t know the overriding question(s), that’s a red flag. If you
know neither, you and I are in for a bloodbath. (By the way, this need for alignment
is one reason that generic or boilerplate proposals are recipes for disaster.)
And even if you know both, they had better be aligned. Their lack of align-
ment causes more cost overruns (on your part) and more dissatisfied clients (on
my part) than perhaps any other aspect of business development.
Are the Deliverables Aligned with the Desired
Result(s)? (Logics Worksheet, Cell 5)
I have defined deliverables as the outcomes you produce along the way toward
achieving my desired result, and since many people have trouble understanding
what deliverables are, here’s an example. Assume that your child is a college
3
student in her senior year and that she wants to attend graduate school. Like
