Reading people
Leonardo da Vinci
Their list first
Leonardo da Vinci (Italy · 1452–1519) — Their list first.
What actually happened?
Leonardo spent years on a bronze horse for Milan. In 1493 a clay model, about twenty-four feet high, stood on show for a royal wedding. The next year, with the French threatening, the bronze set aside for casting was sent to be made into cannon. In 1499 the French took Milan, and soldiers are said to have used the model for target practice. The horse he had offered in the letter was never cast.
Write their list before yours
Nine of the ten claims in his letter are about war, and painting sits in the last sentence. He led with what the ruler was short of, and left what he loved most to be discovered later.
In a cover letter, open with the problem the company has right now, not with your career history.
Offer a small trial they can judge
He closed by offering to demonstrate any claim that seemed doubtful, in the duke's own park. The buyer's fear is hiring wrong, and a demonstration puts the checking in the buyer's hands.
Offer to show a first page in the meeting, rather than asking them to take your word.
What you promise has to get made
The horse was promised in the letter and never cast. War and the cost of bronze played their part, but the lesson stands: a promise on paper is a thing you will have to produce.
Before you promise delivery in two weeks, check who actually has the time.
How do I use it today?
Write a three-line note to one person you would like to work with: one trouble they have now, one thing you can do about it, and one small piece you would gladly show them in person.
Deep read
Read alongside
Further
Lines to keep
Offer a small trial and let them check it.
A promise on paper is something you have to produce.