DESC — Describe – Express – Specify – Consequences
Structuring a difficult conversation — a request, a correction, a negotiation — into 4 steps that let you say what needs to be said with no aggression and no capitulation.
Saying what needs to be said with no aggression and no capitulation
Why it exists. Most consultants either avoid difficult conversations (too passive) or handle them bluntly and hurtfully (too aggressive). DESC is the middle path: structured assertiveness.
What it does. Makes a clear request, expresses a feeling without attacking, proposes an alternative, and lays out the consequences without threatening.
Separating facts, feelings, needs and consequences
DESC separates facts (Describe), feelings (Express), needs (Specify) and consequences (Consequences). This separation avoids confusing what happened with what you think about it.
Entry-level version
Here are the facts, here's how I experience it, here's what I'm asking of you, and here's what will happen if we don't resolve this.
Senior consultant version
DESC is especially powerful in client negotiations: it lets you state a constraint ("here's the technical reality") and a request ("here's what I need in order to deliver") without damaging the relationship.
The 4 steps of the method
- DDescribe — the facts, with no interpretation.
- EExpress — the feeling, in the first person, without accusing.
- SSpecify — the request, actionable and concrete.
- CConsequences — the positive scenario and the negative one, with no threat.
From correcting a client to escalating a disagreement to a sponsor
Context: a Project Manager who has to correct a client who keeps adding out-of-scope requests.
Describe: Since the start of sprint 4, I've received 7 requests for additional features that weren't in the approved backlog. That's roughly 12 days of unplanned development.
Express: I'm in an uncomfortable position: I want to deliver you a quality product on schedule, but the team is spreading itself across non-priority work.
Specify: what I'm proposing: every new request goes into the backlog and gets prioritised in sprint planning. Nothing enters mid-sprint without your written approval and a schedule adjustment.
Consequences: if we put this in place, I commit to delivering the priority features on the agreed date. If we carry on as we are, I'll have to present you with a 3-week contract amendment as soon as next week.
Context: a Programme Director who has to escalate a disagreement to their sponsor.
Describe: At the November 12 steering committee, the decision was made to cut the architecture budget by 30% to offset an overrun on another workstream.
Express: I'm concerned: this decision was made with no technical impact analysis, and I believe it creates a significant risk for phase 2.
Specify: I'm asking for 2 hours to walk you through the impact analysis before the decision is formalised. If you still stand by it afterwards, I'll implement it.
Consequences: if we take 2 hours now, we potentially avoid 3 months of re-architecture in phase 2. If we don't, I need you to document the decision and the risk it carries.
Common mistakes
- ✕Expressing without Describing — going straight to "I'm frustrated" with no factual context.
- ✕Specifying a vague request — "I need you to be more invested" isn't actionable.
- ✕Consequences as threats — framing the negative consequences as punishment rather than as reality.
- ✕Forgetting the positive consequences — show what both sides gain if the request is honoured.
Quick checklist
- ✓The description is factual (no interpretation).
- ✓The expression of feeling uses "I", not an accusing "you".
- ✓The specification is an actionable, concrete request.
- ✓The consequences include the positive scenario.
DESC in one sentence
DESC = structured assertive communication. Describe the facts + Express your feeling + Specify your request + Consequences. The method for saying what needs to be said without creating needless conflict.
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