Keep Your Best · Deliver the EVP

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MS718 · Week 5

Designing an EVP is one thing. Delivering it is another.

This week, you'll sit across from a member of your coffee shop's team who's just been offered a new role somewhere else. Your job is to hold a conversation with them and make a thoughtful decision.

Set the terms

Your cafe, your call

Your name

Your cafe's name (the one you have been building)

Your cafe's purpose (the reason it matters, carried from your Week 1 value proposition)

Hold onto this. It is the test every people-decision has to pass.

What losing this person would cost (your turnover number from class)

The outside offer

Your team

Who are you managing this week?

Each is a different person. You will not know what is really going on until you sit down with them.

The back office · Tuesday

S

They asked to talk.

That is what they said. Before you answer, read them. Ask what you want. Then decide what is really going on, because the money is rarely the whole story.

Your read: what is actually going on? (in your own words, this is yours to defend)

Deliver

Your move. In your words, and how you say it.

Same moves land differently depending on how you make them, and on whether you read them right. There is no button marked "correct."

1. How do you open?

Open with the person. Ask how things are really going, and listen before you pitch anything. Open with the offer. Get the raise on the table first. Open with the team. Remind them how much everyone is counting on them.

2. Your move. What do you actually offer? (pick the one that fits what you read)

Make the work seen. Name the specific things and make noticing them a habit. Give a path. Shift lead, then trainer, with the training to get there. Fix the schedule. Post it two weeks out and protect the nights that matter. Nothing beyond the money. Let the raise do the talking.

3. Pay

A fair signal: +25 cents now, and you say why. Match it: +50 cents. Beat it, and promise a bigger bump soon (you are not sure you can hold it). Do not move on pay at all.

Now say it. What do you actually tell them? (this is the graded part, in your own words)

How it landed

S

Did they stay?

Your annual cost

Cost of losing them

Net vs. turnover

📋 Your report to the owner

This is what you hand in, built from your words. The tool set the situation; the thinking is yours.