In the late 15th century, Christopher Columbus had a bold, transformative, and incredibly risky idea. To get the funding he needed, he had to pitch his vision to one of the most powerful and sceptical audiences in the world: the royal court of Spain. His success was not just a matter of having a good idea; it was a matter of telling a compelling story. His pitch is a masterclass for any modern leader trying to secure investment for a transformative AI project.
This article will show you how to use the same narrative principles as Columbus—framed in the modern Situation-Complication-Resolution (SCR) framework—to structure a persuasive pitch for any AI project.
The most common mistake when pitching a technology project is to focus on the technology itself. Columbus did not win funding by giving a long lecture on naval architecture or the science of navigation. He won by painting a vivid picture of a new world and the immense rewards it would bring. Similarly, your board is not interested in the technical details of AI; they are interested in solving business problems and creating new value.
A great pitch is a story about a journey. It starts with a shared understanding of the current world, introduces a compelling reason to seek a new one, and then presents a clear plan to get there. The SCR framework is the modern business equivalent of this timeless narrative structure.
Situation (The Known World): Start with a simple, factual statement about your business that everyone can agree on.
Columbus's Pitch: "The current trade routes to the East are long, dangerous, and controlled by our rivals."
Complication (The Unseen Opportunity): Introduce the problem or opportunity that creates the urgency to act.
Columbus's Pitch: "This reliance on old routes is costing us a fortune and limiting our influence. But the world is round, which means a faster, more direct route to the riches of the East must exist to the west."
Resolution (The Voyage): Present your project as the clear, logical solution.
Columbus's Pitch: "Fund my expedition. I will sail west to open this new trade route, bringing immense wealth and strategic advantage to Spain."
At MPX, we use the SCR framework not just for our own communications, but to help our clients build the business case for change. It is the most effective way to structure a persuasive argument for any new initiative, especially a transformative technology project.
Use this template to structure your next AI project proposal:
Situation (The Known World)
What is the current, factual state of the business process we are addressing?
What are the key metrics (cost, time, resources)?
Complication (The Opportunity/Threat)
What is the specific problem, risk, or missed opportunity in the current situation?
What is the quantifiable business impact of this complication? Why must we act now?
Resolution (The Voyage)
What is our proposed solution in one clear sentence?
What are the top three measurable benefits?
What is the "ask" (budget, resources)?
By framing your AI project as a strategic journey rather than a technical purchase, you elevate the conversation. You are no longer just pitching a piece of software; you are presenting a clear, compelling vision for a better future and a credible plan to get there. This is the language that leaders understand, and it is the key to securing the investment you need to launch your own voyage of transformation.
At MPX, we specialise in developing tailored technology solutions and helping our clients build the business case for change. Contact us to learn more.
