The reflex
The discussion and the decision fit into one conversation. The founder would rather sell the offer annually. He says so in the first minute. Product, finance and sales each had an objection. They suddenly become details to sort out afterwards.
The builder’s reflex
“First we understand, then somebody calls it. Those aren’t the same five minutes.”
Why
Being right and calling it are two different jobs. Someone may know a use, a cost or a constraint the decision owner does not. If the decision lands before that information arrives, it is made blind, however talented the decision owner.
A preference voiced early by someone senior closes the discussion. Nobody contradicts the founder in the first minute. The objections become details, then problems.
Separate the two phases. First the facts, the options and the objections. Then the designated person calls it, and explains why. An argument delivered with confidence gets checked like any other.
In an emergency, each phase lasts five minutes. For a choice that is hard to undo, give the first one more time.
Try this
For an upcoming decision, say who calls it, when, and on what criteria. Ask for the facts, the options and the objections first. If you are the one deciding, give your preference last.
Then explain the choice and what is still uncertain. Note what would justify revisiting it.
To discuss
In our last serious meeting, at what moment did we move from exploring to deciding?