本课目标

学完本课，你能够：

• 用明确路标带听者走完提案结构；
• 用if we were to …, we could／would …提出尚未批准的正式假设方案；
• 区分方案本身、预期收益、风险控制和当前请求；
• 在被细节打断时守住表达顺序，同时保留提问机会；
• 完成一段4分钟提案陈述。

本课边界

Rosa根据第77课路线图整理了一份四次晚间预约试行草案。它仍未获批准；她今天只请求把草案送入资源审查。主对话中的人数、时段、菜单和停止条件都是待评估参数，不是公开承诺，也不能用于接受顾客预约。

场景词汇

• proposal structure 提案结构
• pilot parameter 试行参数
• booking window 可预约时段
• limited menu 限定菜单
• risk control 风险控制
• decision request 决策请求
• cancellation rule 取消规则
• resource review 资源审查

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A proposal is easier to evaluate when every claim has a place

Four weeks later, Rosa presents her draft to Owen and Malik, a café employee who works both closing and early shifts. She asks them to hear the complete structure before deciding whether it is ready for a resource review.

Part A — Problem and proposed design

Rosa: Let me walk you through the proposal in five parts: the problem, the pilot design, the expected benefit, the main risks and the decision I’m asking for today.

Owen: Before you begin, are you asking us to approve evening bookings?

Rosa: No. I need you to hear me out through the risk controls first. I’m asking only whether the draft is complete enough for a resource review.

Malik: That distinction helps. What problem are we actually trying to solve?

Rosa: The problem we’re trying to solve is uncertainty. We receive after-hours inquiries, but we don’t know the real demand, operating cost or effect on the next morning.

Owen: So the proposal is a way to learn, not a promise to create a new revenue line.

Rosa: Correct. The proposal has three operating parts: four Tuesday trials, pre-booked groups of no more than fourteen and a ninety-minute service window with a limited drinks-and-pastries menu.

Malik: Why Tuesdays? Friday inquiries have been more common.

Rosa: Let me finish this part, and then I’ll show the day comparison. Tuesdays reduce conflict with our busiest daytime preparation, but that assumption still needs the resource sheet.

Owen: All right. Continue with the conditions before we debate the preferred day.

Part B — Benefit, risk and decision request

Rosa: If we were to run four bounded trials, we could compare actual setup, service, cleanup and next-morning effects without committing to a recurring schedule.

Malik: The main benefit would be better evidence. What is the main operational risk?

Rosa: The main risk is hidden labor. A ninety-minute booking could become a four-hour burden once preparation, closing and recovery are counted.

Owen: There is also cancellation risk. If a group cancels late, we may have scheduled people and prepared food without useful demand evidence.

Rosa: Agreed. The controls would be a booking deposit, a fixed order deadline, no hot-kitchen service, two named staff members and a stop review after the second trial.

Malik: I would add a next-morning check. If either closer is also on the opening shift, the trial should not go ahead unless the schedule has been adjusted.

Rosa: That might work if the schedule can protect the recovery window. I’ll add it as a condition rather than assume a manager can always find cover.

Owen: What exactly are you asking us to decide at the end of this presentation?

Rosa: I’m not asking you to agree that evening bookings are the right direction; I’m asking you to confirm that the proposal states enough conditions to price and staff honestly.

Malik: Then my answer is yes with two revisions: show the day comparison and make next-morning coverage a required resource, not a hopeful note.

Proposal at a glance

Element	Draft content	Still unresolved
problem	demand, cost and next-morning impact are unknown	quality of current inquiry data
design	four trials; max 14; 90 minutes; limited menu	Tuesday versus another day
benefit	bounded real-world evidence	minimum evidence needed for a decision
risks	hidden labor, cancellation, fatigue	exact cost and schedule capacity
request today	permit resource review after revisions	no pilot approval requested

Check the story

1. What five parts organize Rosa’s presentation?
2. What problem is the proposal designed to solve?
3. Which three operating parts are in the draft?
4. Why does Rosa initially prefer Tuesdays?
5. What hidden cost worries Rosa and Malik?
6. What decision does Rosa actually request?

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路标告诉听者“现在在哪一步”

Let me walk you through the problem, the design, the benefit, the risks and the request.

路标不是装饰。它让听者知道问题何时可以提出，也让表达者发现是否遗漏了关键部分。

有条件提案保留“尚未决定”

If we were to run four trials, we could compare actual costs.

if we were to + 动词原形比直接的when we run更明确地把行动放在假设空间。主句可用could / would / might说明可能能力、预计结果或不确定风险。

风险控制必须对应具体风险

“我们会小心”不是控制。取消风险需要截止时间或订金；疲劳风险需要排班条件；成本风险需要上限和记录。

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本课负荷说明

本课主动掌握6个新词块。CH447—CH450在正式提案轮次中完成近R；第二册CH363—CH368的假设探索语言在练习中远迁移。

1. Let me walk you through the proposal.

邀请听者按结构跟随说明；中性、工作场合常用。

Let me walk you through the proposal before we discuss the budget.

2. The problem we’re trying to solve is …

界定提案针对的问题；分析性。不要把偏好的方案写进问题定义。

The problem we’re trying to solve is uncertainty about real operating cost.

3. The proposal has three parts.

预告结构并控制信息量；中性。

The proposal has three parts: scope, controls and review.

4. The main benefit would be …

说明若采用方案预计得到的主要收益；有条件、评估性。

The main benefit would be evidence from a bounded real setting.

5. The main risk is …

突出最影响决定的一项风险；直接、分析性。

The main risk is hidden labor outside the advertised service window.

6. If we were to …, we could …

提出尚未批准的方案及其可能作用；略正式、探索性。

If we were to run four trials, we could compare actual setup and recovery time.

Don’t Say It That Way

容易说出的句子	问题	更准确的表达
Here is my amazing idea.	只有评价，没有问题结构	The problem we’re trying to solve is uncertainty about demand and cost.
When we launch next month …	把假设写成已决定	If we were to run a pilot, we could begin with four bounded trials.
There are no real risks.	降低可信度	The main risk is hidden labor; the proposed control is a fixed scope and review point.
Please approve everything today.	请求范围不清	Today I’m asking you to confirm whether the draft is ready for resource review.

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1. 正式假设框架：if + subject + were to + base verb

If we were to run four trials, …

它常用于会议或提案，把行动明确放在尚未决定的假设空间。所有人称均可用were to。

2. 主句选择表达结果强度

• we **could** compare …：获得能力或可能性；
• we **would** need …：在该方案下预计必需；
• we **might** discover …：不确定结果。

3. 与真实下一步的第一条件句区分

If the draft passes resource review, we will schedule a decision meeting.

这里的审核是现实可发生的下一步，因此使用一般现在时加will。不要把所有if都机械写成were to。

4. 路标是话语结构，不是第二套语法负荷

first / next / the main risk / finally / today I’m asking负责组织听者注意力。本课只要求一个新的主要语法焦点：正式有条件提案。

快速练习

完成或选择：

1. If we were to ______ the pilot, we could compare real costs. (run / ran)
2. If the plan passed review, we ______ need protected recovery time. (would / will)
3. If the resource sheet is complete tomorrow, we ______ schedule the meeting. (will / would)
4. If we were to add hot food, the hidden labor ______ increase. (would / has)
5. 改写为尚未批准的提案：When we open on Tuesdays, we can test demand.
6. 用一句话说明你现在请求的决定，而不是最终决定。

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列出结构时每项形成一个意群：

Let me walk you through / the PROBLEM, / the DESIGN, / the BENEFIT, / the RISKS, / and the REQUEST.

收益和风险使用对称重音：

The main BENEFIT would be better evidence. / The main RISK is hidden labor.

条件句先读清假设，再落到结果：

If we were to run FOUR TRIALS, / we could compare the ACTUAL COST.

影子跟读

Let me walk you through the proposal.
The problem we’re trying to solve is uncertainty.
The main benefit would be better evidence.
If we were to run four trials, we could compare the actual cost.

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A. 理解检查

判断正误：

1. Rosa asks for final pilot approval.
2. The proposal responds to uncertainty rather than guaranteed demand.
3. The draft includes hot-kitchen service.
4. Rosa treats Tuesday as a confirmed operating day.
5. Malik wants next-morning coverage treated as a required resource.
6. Owen and Malik agree the revised draft can enter resource review.

B. Problem / Proposal / Benefit / Risk / Request

把下列内容放入正确位置，并改写成一句提案语言：

1. late cancellation may waste preparation;
2. real operating cost is unknown;
3. four bounded trials;
4. compare actual work rather than opinions;
5. permission to price and staff the draft.

C. 条件提案改写

1. We add another day. We need two more closers.
2. We keep the menu limited. We can reduce preparation.
3. The draft passes review tomorrow. We schedule a decision meeting.
4. We accept walk-ins. The group-size control may disappear.

前两句使用if we were to；第3句使用真实下一步条件；第4句说明风险。

D. CH363—CH368远迁移

围绕“是否把四次试行缩成两次”完成六步探索：

Suppose we tried … / What if we …? / If we did that, we would … / That might work if … / One possible consequence is … / We could test it by …

不得把探索写成批准。

E. CH447—CH450近R：守住提案轮次

听者在你刚讲完问题时追问菜单价格。你需要：

1. 请求对方先听完整体；
2. 守住当前部分；
3. 说明核心信息；
4. 缩小你要求对方同意的范围。

F. 阅读：one-page proposal extract

Purpose: learn whether bounded evening bookings can operate without weakening daytime service. Draft: four pre-booked trials, maximum fourteen guests, ninety minutes, limited menu. Controls: deposit, order deadline, two named staff members, recovery protection and a review after trial two. Request: approve a detailed resource review; do not accept bookings yet.

找出：purpose、three parameters、two risk controls和decision request。

G. L77路线图语言近R

在提案开场用六句话说明：一年后的目标、一个截止结果、一个阶段中活动、首个里程碑、目标日期和进展指标。必须主动调用L77的六个核心词块，不能照抄咖啡店信息。

H. 四分钟提案陈述

选择一个低风险工作或生活方案，按以下顺序陈述：

problem → three-part proposal → benefit → main risk → control → exact request

听者只能在每个路标结束后记录一个问题，最后再提问。

I. 实用写作：提案附信

写150—190词，告诉收件人：为什么收到该草案、哪些内容仍是假设、希望对方评估什么、何时回复以及什么不在本轮决定范围内。

J. 中译英情境表达

1. 我来带你过一遍提案，然后我们再讨论预算。
2. 我们想解决的问题是对真实运营成本的不确定。
3. 这个提案有三个部分：范围、控制措施和复查。
4. 主要收益将是来自有限真实场景的证据。
5. 主要风险是服务时段之外的隐性劳动。
6. 如果我们试行四次，就能比较实际准备和恢复时间。

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写一张六行提案卡

只写：problem / design / benefit / risk / control / request。任何一行超过18词，都先压缩再说。

做一次“请求范围”检查

把结尾读给不了解背景的人。如果对方以为你要求最终批准，就重写为更小、更明确的当前决定。

三天后的复测

更换方案，不看卡片完成两分钟简版提案。必须正确使用一次if we were to …, we could／would …并主动说出主要风险。

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• 我能用路标清楚组织一份提案。
• 我能用正式条件框架保留方案的未批准状态。
• 我会主动说明主要风险及对应控制。
• 我能在被打断时守住当前部分并承诺后续提问机会。
• 我完成了4分钟陈述、150—190词附信和三天后复测。