Improve Your Communication Skills, 2nd Edition

What’s the question? 
Situation 
Problem 
Question
Stable, agreed Something’s gone 
What do we do?
status quo 
wrong
Something could go 
How do we
wrong 
stop it?
Something’s
How do we
changed 
adjust to it?
Something could 
How do we
change 
prepare for it?
Something new has 
What can we do?
arisen
Someone has a
Who’s right?
different point of view
We don’t know what 
What do we do? 
to do 
or
How do we 
choose?
There are a
Which course do
number of things we 
we take?
we could do
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82 Improve your Communication Skills
Response 
Your Response or answer to the Question is your message. In 
other words, the message should naturally emerge as the logical 
and powerful answer to the Question raised in the listener’s mind 
by the Problem! 
SPQR is a classic story-telling framework. It is also well known as 
a method management consultants use in the introductions to 
their proposals. The trick is to take your listener through the four 
stages 
quickly
. Don’t be tempted to fill out the story with lots of 
detail. As you use SPQR, remember these three key points: 
1. SPQR should remind the listener rather than persuade 
them. Until you get to the message, you shouldn’t include 
any idea that you would need to prove. 
2. Think of SPQR as a story. Keep it moving. Keep the 
listener’s interest. 
3. Adapt the stages of the story to the needs of the listener. 
Make sure that they agree to the first three stages without 
difficulty. Make sure that you are addressing their needs, 
values, priorities. Put everything in their terms.