Veteran Business Launch

Facilitation plan

Begin by naming the four outcomes. For each lesson, model the fictional decision, reveal the method one step at a time, invite an individual attempt, and discuss why the distractors fail. Allow a fresh attempt after feedback. Reserve the final three scenarios for independent practice.

1. Opening and prior knowledge: 5 minutes.
2. Four guided lessons: about 5–7 minutes each, plus discussion.
3. Final check and targeted remediation: 10–15 minutes.
4. Transfer prompt: ask how the method changes with the learner’s industry facts.

Use the text-first study guide as the accessible alternate format. No recorded or live delivery is assumed.

Start with a customer problem

Outcome: Distinguish an observed problem from an assumed solution.

Demonstrate

A veteran founder imagines a travel-ready chocolate gift box. Instead of asking if people like chocolate, she asks military spouses how they currently send graduation gifts, what frustrates them, and what they spent last time.

1. Choose one narrow customer and occasion.
2. Ask what happened the last time the problem appeared.
3. Record the current workaround before proposing a product.

Ask and observe

Which statement is strongest evidence of a customer problem?

Expected choice: Three spouses report missed graduation deadlines.. Specific accounts of a recent problem are stronger than a founder's opinion or branding.

If missed: Explain the calculation or decision aloud; then present “Which discovery note should guide a first test?” Correct choice: A buyer reports a late gift and what it cost..

Discussion prompt: You are testing a gift product for military graduations. Look for evidence of an existing buying problem. Invite a brief verbal explanation. The learner view uses selectable checks and requires no typed submission.

Observe: Can the learner state the decision, identify the relevant facts, and follow the method without cues? A correct guess is not yet evidence of transfer. If a learner misses twice, return to the worked example with new numbers or facts before another attempt.

Ask without leading

Outcome: Choose neutral interview questions that reveal behavior.

Demonstrate

The founder asks, ‘Tell me about the last time you bought a graduation gift. Where did you look and when did you order?’ She writes down the buyer's words before explaining her idea.

1. Ask about the last real event.
2. Probe what the buyer did and paid.
3. Compare notes across buyers without counting compliments as orders.

Ask and observe

Which question best avoids leading a buyer?

Expected choice: What did you do the last time you needed a gift?. A past-behavior question invites concrete evidence without supplying the desired answer.

If missed: Explain the calculation or decision aloud; then present “Which prompt uncovers an actual workaround?” Correct choice: Where did you buy your last gift and why?.

Discussion prompt: You have ten minutes with a potential buyer. Ask about their process before showing a prototype. Invite a brief verbal explanation. The learner view uses selectable checks and requires no typed submission.

Observe: Can the learner state the decision, identify the relevant facts, and follow the method without cues? A correct guess is not yet evidence of transfer. If a learner misses twice, return to the worked example with new numbers or facts before another attempt.

Test a minimum viable offer

Outcome: Pick a small test with a measurable commitment.

Demonstrate

The founder shows a sample to ten relevant buyers with a stated $32 price and realistic shipping window. She tracks who asks for an invoice or joins an explicitly labeled interest list, not just who smiles.

1. Show one concrete offer with a price.
2. Define the signal you will count before the test.
3. Record objections and change one variable at a time.

Ask and observe

Which result best tests willingness to buy?

Expected choice: Five buyers request an order at the listed price. A request to order at a real price is closer to buying behavior than praise or likes.

If missed: Explain the calculation or decision aloud; then present “A sample receives compliments. What is the next stronger signal?” Correct choice: A buyer requests a paid sample at the listed price.

Discussion prompt: A dozen people compliment a mockup. Decide what commitment to test next. Invite a brief verbal explanation. The learner view uses selectable checks and requires no typed submission.

Observe: Can the learner state the decision, identify the relevant facts, and follow the method without cues? A correct guess is not yet evidence of transfer. If a learner misses twice, return to the worked example with new numbers or facts before another attempt.

Decide with startup economics

Outcome: Compare a small launch test with available cash and unit contribution.

Demonstrate

At a $32 selling price and $20 variable cost, contribution is $12. A $240 one-time test cost needs 20 sales to cover that cost: $240 ÷ $12 = 20. An order for 200 units before demand evidence would add inventory risk.

1. Write down the actual selling price and variable cost.
2. Subtract to find contribution per unit.
3. Divide fixed test cost by contribution; test at manageable scale.

Ask and observe

At $32 price, $20 variable cost, and $240 test cost, how many sales cover the test cost?

Expected choice: 20. Each sale contributes $12. $240 ÷ $12 = 20 sales to cover the stated fixed test cost.

If missed: Explain the calculation or decision aloud; then present “At $25 price, $15 variable cost, and $100 fixed cost, how many sales cover fixed cost?” Correct choice: 10.

Discussion prompt: Decide whether to run a small pilot or commit to a large production order. Invite a brief verbal explanation. The learner view uses selectable checks and requires no typed submission.

Observe: Can the learner state the decision, identify the relevant facts, and follow the method without cues? A correct guess is not yet evidence of transfer. If a learner misses twice, return to the worked example with new numbers or facts before another attempt.