If you believe… — by Dan Lynn

By Dan Lynn

When I was a young manager at AT&T, one of my bosses was a former BCG consultant named Bob Napor. Our job was to help AT&T's executives make big decisions by framing the issues clearly. I'd just come out of a Sales role, where I lived and breathed execution — get out there and make it happen. Strategy was a different animal, and honestly, it didn't come naturally to me at first. I had to learn to think in a completely different way.

Bob taught me how. He had one of the most strategic minds I've ever been around — he could take any messy, complicated issue, rise to 30,000 feet, and boil it down to a simple framework that made the decision clear. One of the tools he taught me was the "If You Believe…" slide.

Here's how it works. The slide lays out the key uncertainties about the future and ties each one to a specific course of action. The structure is simple:

If you believe [Assumption A], then you should do [Strategy X]. If you believe [Assumption B], then you should do [Strategy Y].

For example: if you believe the market is shrinking, you play defense — cut costs, prune the portfolio. If you believe it's growing, you invest aggressively in capacity, innovation, and share.

But what made it so powerful in the room wasn't the format — it was what the format did to the conversation. Instead of pushing one "right" answer and hoping the executives fell in line, it separated the analysis from the belief. Everyone could see that the recommendation hinged on one or two key assumptions about the future. Suddenly the debate wasn't political — it wasn't about whose idea won. It was an honest question: what do we actually believe is going to happen? Answer that, and the right action fell out on its own.

It's especially useful when uncertainty is high — which, these days, is always. The impact of AI. A regulatory shift. A change in how customers behave. You don't have to predict the future. You just have to be clear about which future you're betting on.

That's the gift Bob gave me. Not just that one framework — a shift in how my mind worked. He gave me the ability to turn messy problems into decision frameworks. I've used those skills ever since. He was an expert at breaking problems down into bite-sized pieces. Once you learn how to do that naturally, it becomes a superpower.