The Four-Sentence Test

Before writing a word of the executive summary, write four sentences. One sentence stating the problem. One sentence stating the proposed solution. One sentence stating the primary reason the solution will work. One sentence stating what you are asking the reader to decide or do.

If you cannot write all four sentences, you do not yet understand your own document well enough to summarize it. If the sentences you write are vague, your document's core argument is vague. The four-sentence test is not a drafting exercise — it is a diagnosis.

1. Sentence 1: The Problem State the specific problem this document addresses. Not the category of problem — the particular version of it affecting this organization, at this time, with these consequences. "Companies face challenges with data quality" fails this test. "Your sales team is working from a CRM with a 34% data integrity rate, which CIPHER's analysis traces to three specific entry points that your current process cannot catch" passes it. The more specific the problem sentence, the more credible the summary.
2. Sentence 2: The Solution State what is being proposed in terms of outcome, not activity. Not "we will conduct a data audit and implement new entry protocols" — that is what you will do. "This engagement will raise CRM data integrity to above 90% within 90 days, eliminating the source of the data quality failures" states what will be true afterward. Executives make decisions based on outcomes, not activities. Give them the outcome.
3. Sentence 3: The Primary Reason It Will Work State the single most compelling piece of evidence that the solution works. Not a list of reasons — the one that carries the most weight. A parallel case study. A proven methodology. A unique insight into the problem's root cause. "We resolved this exact configuration of data quality failures for [comparable organization] in Q3, achieving 94% data integrity within 60 days." One reason, stated concretely, is more persuasive than five reasons stated vaguely.
4. Sentence 4: The Ask State exactly what you are asking the reader to decide or do. "We are asking you to authorize Phase 1 of this engagement, at the investment level described on page 8, with a project start date of [date]." The ask should be specific enough that yes or no means something. "We look forward to your feedback" is not an ask — it is an avoidance of one.