What decision should this memo ask the CEO to make?
The CEO wants a recommendation on entering a new customer segment.
The question
Kestrel Workflows is a fictional US-based B2B software company. Use only this case packet.
- Sales leadPlease announce the launch this month. Five customer interviews show mixed needs.
- Engineering leadThe integration estimate has not been reviewed.
- Project sponsorI assume Support can absorb the work; I have not checked with its lead.
The CEO can announce the launch, approve limited discovery, or decline the segment this quarter. The CEO has not committed to a launch.
“Choose your next move and explain the decision it supports.”
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A strong answer, step by step
Open each step in turn. This is one strong answer, not the only one.
Step 1: Name the choice
What would you do here? Open the move you’d make.
Ask for a bounded discovery decision
The strong move. The current evidence does not establish readiness for a launch.
Write a long activity update
Tempting, but it misses something. An update can describe the work without resolving the choice.
See how a strong candidate says it
“The memo should ask whether to approve limited discovery before committing to a launch.”
Why it works: The current evidence does not establish readiness for a launch.
Step 2: Make the recommendation usable
What would you do here? Open the move you’d make.
Treat the sponsor’s support assumption as approval
Tempting, but it misses something. The functional owner has not agreed it.
State the option, evidence and open assumptions
The strong move. The memo connects an option to evidence and the unknowns it must resolve.
See how a strong candidate says it
“Recommend discovery, name the mixed customer needs and unreviewed integration estimate, and ask Support to check capacity.”
Why it works: The memo connects an option to evidence and the unknowns it must resolve.
Step 3: Update: Support says discovery uses staff needed for a fixed customer migration
What would you do here? Open the move you’d make.
Revise the discovery scope or timing
The strong move. The new evidence changes whether the recommended option is feasible.
Keep the recommendation and add an appendix
Tempting, but it misses something. The main recommendation would still rely on a failed assumption.
See how a strong candidate says it
“Move or narrow discovery after checking the migration constraint. Do not approve both on the same untested capacity assumption.”
Why it works: The new evidence changes whether the recommended option is feasible.
Step 4: End with the decision request
What would you do here? Open the move you’d make.
End with “let me know your thoughts”
Tempting, but it misses something. The executive must infer what decision you need.
Give a specific approval request and return point
The strong move. A decision-ready memo says what approval releases and what happens next.
See how a strong candidate says it
“Ask the CEO to approve the revised discovery scope after the migration, with a named lead and a return date for a launch decision.”
Why it works: A decision-ready memo says what approval releases and what happens next.
The answer, in short
- Decision
- Seek approval for a feasible discovery plan before a launch commitment.
- Because
- Customer needs, integration effort and support capacity remain unresolved.
- What would change it
- Validated demand and an agreed delivery plan could support a launch decision.
Common traps
- A polished update does not replace an agreed decision and owner.
Check your answer
- I named the decision.
- I separated evidence from assumptions.
- I revised the option when capacity changed.
- I ended with an owner and an ask.
Last reviewed Nov 10, 2026