# SAFE-BOLD Framework

Participants map pitch or proposal ideas across four linear spectrums: Small vs Big, Achievable vs Outperforming, Following vs Leading-Edge, and Easy vs Difficult. The team negotiates placements and collaborates to reframe conventional ideas into bolder value propositions.

**Time:** 60 minutes. Source specifies 1 hour for 5 to 8 people. Maintained at 60 minutes and extended to up to 24 people using parallel subgroups of 3 to 6.
**People:** 4 to 24. Subgroups of 3 to 6 people working on identical charts (groups of 4 to 6 for 8+ people; a single group for 4 to 6 people; a trio and a quartet for 7 people)

## Choose this exercise

**Purpose:** Evaluate and shift commercial or project proposal ideas from conventional, predictable claims toward distinctive, provocative concepts.
**Use it when:** Use when sales, marketing, or strategy teams need to refine a presentation, client pitch, or product message that feels too generic.
**Skip it when:** Skip when the immediate task requires low-risk compliance, operational standardization, or uncontroversial basic updates.

## Materials and tools

- 1 large poster board or whiteboard section per subgroup
- 1 pad of sticky notes per participant
- 1 pad of contrasting colored sticky notes per subgroup for rewritten ideas
- 1 fine-tip marker per participant
- Dry-erase markers or painter tape for drawing scale lines
- Printed participant handout or reference cards showing scale definitions

## Before participants arrive

1. Prepare one poster board or whiteboard per subgroup with four horizontal linear scales: Scale (Small vs Big), Risk (Achievable vs Outperforming), Innovativeness (Following vs Leading-Edge), and Difficulty (Easy vs Difficult).
2. Ensure each table has adequate wall or table space for their chart, markers, and sticky notes.

## Say this to open

Welcome. We often default to pitching safe, familiar ideas that clients have already heard. Today we will evaluate our message points along four spectrums: Small to Big, Achievable to Outperforming, Following to Leading-Edge, and Easy to Difficult. Your task is to write out your potential message points, place them honestly on the chart, and then work together to reframe safe ideas into bolder ones.

## How to run it

### 1. Introduce framework and prompt (10 minutes)

Speak the opening script. Explain the four scales on the chart. Present the specific client, offering, or problem being pitched. Give a neutral example: 'Upgrading your spreadsheet template' sits at Small, Achievable, Following, and Easy. In contrast, 'Restructuring your data supply chain to eliminate inventory blind spots' sits at Big, Outperforming, Leading-Edge, and Difficult. Allow brief clarifying questions.

### 2. Draft pitch ideas individually (10 minutes)

Working silently, each person writes 3 to 6 pitch ideas or message angles on separate sticky notes. Participants may write both modest claims and ambitious proposals.

### 3. Post and arrange on spectrums (10 minutes)

Within subgroups of 3 to 6, participants place their sticky notes along the four linear scales. Each note should be placed on the single most relevant spectrum. If a participant wants an idea evaluated across multiple spectrums, they write a fresh note for each specific scale.

### 4. Negotiate and calibrate placements (15 minutes)

Subgroups review the board together. Teammates challenge placements: Is that idea truly Leading-Edge, or have competitors offered it for years? Adjust positions until the team reaches consensus on where each note belongs.

### 5. Transform SAFE ideas into BOLD ones (10 minutes)

Select 2 or 3 ideas clustered on the SAFE end (Small, Achievable, Following, Easy). Brainstorm rewrites or scope adjustments to shift them toward the BOLD end (Big, Outperforming, Leading-Edge, Difficult). Write revised concepts on contrasting colored sticky notes and place them next to the originals.

### 6. Debrief and select core pitch themes (5 minutes)

Bring the full room together. Invite one spokesperson from 2 or 3 subgroups to share one idea they successfully shifted from SAFE to BOLD. Review final takeaways.


## Debrief questions

- Which spectrum was hardest to push from SAFE to BOLD without becoming unrealistic?
- What makes an idea genuinely 'Difficult for the customer to do alone' versus simply complicated?
- Which bold idea from today should be tested in our next actual conversation?

**Finished output:** A mapped matrix of pitch claims with at least two concrete ideas transformed from conventional statements into bold commercial angles.

## Remote

Replicate the four horizontal lines on a shared digital whiteboard. Break participants into breakout rooms of 3 to 6 people, each with their own pre-drawn board. Use breakout chat and voice for negotiation, then return to the main room for the final 5-minute debrief.

## Hybrid

Form in-person groups at physical charts and assign remote participants to a dedicated digital board subgroup. Pair a room laptop to the digital board so remote teams can share their shifted ideas during the whole-room debrief.

## Access and participation choices

- Participants may contribute ideas orally to a designated scribe if writing on sticky notes is a barrier.
- Anyone may pass on speaking during the final whole-room debrief or choose to observe group negotiation without defending a personal note.

## If the session gets stuck

**Participants place every idea on the far right (BOLD) out of optimism.**

Remind the group that the baseline must be the customer's current reality. Ask: 'Would the buyer say they have heard this before?' If yes, physically slide the note back toward Following or Small.

**Ideas on the BOLD side sound reckless or impossible to deliver.**

Clarify that 'Outperforming' and 'Difficult' mean challenging and distinctive, not fraudulent. Anchor the idea back to what your team can credibly support.


## Terms used here

- SAFE: Acronym for conventional ideas: Small, Achievable, Following, Easy to implement without external help.
- BOLD: Acronym for differentiated ideas: Big, Outperforming, Leading-Edge, Difficult for the customer to do on their own.

## Participant material: SAFE-BOLD Reference Guide

SCALE 1: Scale
- Small (S): Ideas that do not surprise or intrigue customers; they already know this.
- Big (B): Ideas that customers view as far-reaching and transformative.

SCALE 2: Risk
- Achievable (A): Safe ideas with minimal operational or political risk.
- Outperforming (O): Risky, innovative ideas that push customers outside their comfort zone to beat competitors.

SCALE 3: Innovativeness
- Following (F): Conventional, predictable ideas that match current market norms.
- Leading-Edge (L): Novel concepts requiring customers to embrace a fresh perspective.

SCALE 4: Difficulty
- Easy (E): Solutions customers can implement by themselves without hiring external support.
- Difficult (D): Challenging solutions requiring specialized partner expertise to succeed.

## Sources and adaptation

Observed on Gamestorming.com, which credits Matthew Dixon and Brent Adamson (Corporate Executive Board / The Challenger Sale), who reference a diagram by Neil Rackham and KPMG.

Retained the four defining SAFE-BOLD linear spectrums and negotiation mechanic from Gamestorming. Structured group arithmetic to accommodate sizes from 4 to 24 by permitting subgroups of 3 to 6. Clarified sticky note placement rules across multiple scales to prevent duplicate placement ambiguity.

[Gamestorming](https://gamestorming.com/safe-bold-framework)

[Gamestorming](https://gamestorming.com/safe-bold-framework/)

Current run sheet: https://unitedwetransform.com/exercises/safe-bold-framework/