Proof, It’s a Request for Evidence in the Affirmative.
"Show me the proof." No phrase is more likely to raise our defenses, it can feel like an accusation, a challenge to our integrity, a signal of disbelief, or a prelude to a confrontation. But what if that perspective is all wrong? What if a request for proof isn't a sign of doubt, but a genuine request for evidence because the requesting party wants to believe in us? What if it's an invitation for others to rally around our cause? Proof is likely not about suspicion, it's about providing results in the affirmative, the tangible evidence that empowers others to join you and lift you up.
The Journey of Affirmation: Proving Your Way to Success
From a napkin-sketch to a mature, market-leading product, our journey is defined by a series of proofs. At each stage, stakeholders (managers, investors, users, or colleagues) ask for proof. By understanding what they’re truly asking for, we can transform these moments from hurdles into opportunities to build alliances and trust. The journey typically unfolds across four main stages of proof.
The Four Stages of Proof
- • 1. The Proof of Concept: "Is it Possible?" At the very beginning, your idea is pure potential. When a manager or investor asks for a Proof of Concept (PoC), they aren't questioning your vision. They are asking: "Can you give me a tangible reason to dedicate time, budget, and resources to this?" Your PoC, whether it’s a simple script, a clickable prototype, or a market analysis, isn't just a demo. It is the affirmative result that transforms your abstract idea into a concrete possibility, giving them the evidence they need to take the next step and put their confidence in your vision.
- • 2. The Proof of Use: "Is it Useful?" Once your project is live, perhaps in a beta or early release, the request for proof shifts. Now, stakeholders want Proof of Value, They are asking: "Does this actually solve the problem you claimed it would? Do people want it?" Your proof here is user engagement metrics, positive testimonials, and case studies. This affirmative result shows that your concept isn't just possible, but that it matters to real people, giving leadership the confidence to invest in scaling.
- • 3. The Proof of Work: "Is it Repeatable?" As your project matures and you build a team, the focus turns to execution. When leadership asks for Proof of Work, they aren’t micromanaging. They are asking: "Is the team operating efficiently, predictably, and delivering consistent results?" The proof here is in clear documentation, measured team velocity, well-defined processes (like workflow templates), and transparent reporting. This affirmative result demonstrates that your success isn't a fluke, it's the output of a reliable, well-run engine, earning you the autonomy to lead.
- • 4. The Proof of Compliance: "Is it Trustworthy?" Finally, as your product succeeds and scales, the stakes get higher. Now, legal, security, and senior leadership will ask for Proof of Compliance. They aren't trying to slow you down with red tape. They are asking: "Can we trust this product to not put our customers or our company at risk?" The proof here is in security audits, accessibility reports (WCAG), and adherence to regulations (GDPR, SOC2). This final, affirmative result establishes your product as not just valuable, but trustworthy, securing its place in the market for the long term.
Embracing the Ask
At every stage, the ask for proof is the same. It’s a request for a reason to say "yes," a reason to invest, a reason to adopt, a reason to trust, a reason to support. When seen this way, the entire perspective shifts and ceases to be a test we might fail, and becomes an opportunity to build momentum.
The next time someone asks you to "show me the proof," take a breath. Recognize that they aren't questioning you, they are looking for an excuse to join you. Provide them with clear, affirmative results, and you won’t just pass a test, you’ll gain an ally.