One question to ask before your next meeting

Confirm the leader’s top metric, then watch decisions move faster

Author

Jacqueline Twillie
August 20, 2025

METRICS
THAT MATTER

Statistics aren't everything, but they are a mirror of a well-targeted strategy.

Jacqueline V. Twillie for ZeroGap.co

Hey y'all,

Picture this: I'm three months into a global project with teams across four time zones. We've built something brilliant—truly game-changing work. But our senior leader? Every Monday brought a new angle. Tuesday, a completely different focus. Wednesday, yet another priority. The goalposts weren't just moving—they were doing laps around the field.

My team was exhausted. I watched talented people start to question their own judgment. One person actually said, "Maybe we're just not understanding what they want." I was furious—not at my team, but at the situation. Here we were, delivering excellence, and it felt like shouting into the void.

That's when I went back to our notes with fresh eyes. Through my LATTE framework, I finally saw the thread I'd been missing. This leader wasn't scattered—he was laser-focused on ONE metric and ONE timing window. Every pivot was him stress-testing whether we could deliver meaningful results by his deadline.

The next meeting, we led with that number, outlined our risk mitigation in exactly six words, and offered a pilot that aligned with his timeline. Approval in 48 hours. The same project that had been "under review" for months.

Here's what I learned: The gap isn't in your solution quality—it's in your translation.

The Missing Link

People build strong solutions, then present them in their own language. Leaders decide in metrics, timing, and risk. That translation gap is the quiet reason great proposals stall.

This works because you're literally speaking their decision language.

My Framework: LATTE

L

→ Look: Research their world

→ Name their single objective

→ List their exact weekly metrics

→ Confirm budget timing or freezes

A

→ Anticipate: Prep for pushback

→ Write their first objection + your data-backed response

→ Note legal, policy, technical limits

→ Outline a 90-day quick win they can report

T

→ Think: Quantify everything

→ Dollars saved, revenue added, time reduced vs. clear baseline

→ Compare to status quo cost

T

→ Talk: Lead with their language

→ Open with their top metric

→ State solution in one sentence

→ Name risks + neutralization plan

→ Offer two paths (they keep control)

E

→ Evaluate: Close the loop

→ Debrief within 24 hours

→ Log every question, rate alignment

→ Plan next touch

Speaking of translations that matter...

Roles I'm flagging this week:

I've been posting open roles across sectors in the $180K-$400K range. Check my LinkedIn profile to review them and apply directly. Add me, then go straight to the listings and submit your application. [https://www.linkedin.com/in/jacquelinetwillie/]

The 50% rule for applications:

If you meet about half of the must-have requirements, apply. Let the company decide. Focus on core scope and main skills, not every nice-to-have you can learn in 90 days. Translate your experience into their metrics, timing, and risk—then hit submit.

Important exception:

If the role requires a license or certification to practice, meet that bar first. Examples: nursing, securities, aviation, law.

Copy, paste, and tailor these questions:

"Which carries more weight this month—metric A or metric B—so I can optimize the plan?"

"Who needs to sign off at each stage, so I can prepare the right summary?"

"What additional information do you need to approve this as outlined?"

Want to practice this live?

Bring your toughest ask to my free Maven session on August 21st: Get a Yes Faster: Pinpoint What Decision Makers Value. We'll build your one-page negotiation map together and practice the exact language that gets decisions moving.

Grab your spot here — then forward this to someone stuck in proposal purgatory.

Register for Maven Session

See you in the room,
Jacqueline