I Read Your Whole White Paper

Let me say this up front: I like details. Give me everything. Your white paper, your quad charts, your sketches and previous versions, even your manuals. I will happily read through every line and look at every figure. I also enjoy your stick figure drawings, your napkin scribbles, your documents from the depths of the share drive that "might be helpful."

Part of this comes from my background in strategic communications and international security: I’ve spent years translating highly technical or policy-heavy ideas into clear, actionable messages for audiences who make big decisions. I know that the details matter, and I want to understand your concept before we build anything together.

But here’s the challenge we all face: the people you’re pitching to—policymakers, potential clients, stakeholders—often don’t have the time to go through that same level of detail. They need the big picture first: what you’re doing, why it matters, and what the world looks like if you succeed.

Why Clarity Matters

When a pitch dives straight into the weeds, the audience can miss the forest for the trees. It’s not because they aren’t smart or engaged — it’s because they don’t have the same context you do. Without a sense of the big picture, they might walk away thinking:

• “I’m not sure what problem this solves.”

• “Why does this matter now?”

• “What’s the end goal?”

And if they’re asking those questions silently, you’ve already lost momentum.

When We Meet for the First Time

When we meet for the first time, here’s what I listen for:

• The problem you’re solving: in one sentence, if possible.

• Who benefits: the stakeholders, customers, or decision-makers you care about.

• The desired end state: what does “done” look like? More importantly, what does "success" look like?

• Why now: what changed that makes this the right moment to act?

No slides or scripts required. Just talk me through it like you would over coffee. Don't dumb it down, but don't be afraid to explain. Once I’ve heard it in your words, I can start connecting the dots and mapping your concept into something we can communicate visually.

Synthesizing the Details

This is where all the material you gave me comes in. I’ll go back through the white papers, charts, and supporting documentation to pull out the key points that matter most to your audience. The goal isn’t to simplify for the sake of simplicity... it’s to guide the conversation so the right details land at the right time.

Your technical depth is what makes your concept powerful. My job is to make sure that power is clear and compelling in the first five minutes, so the audience stays with you long enough to get to the depth.