The demo with the wrong person in the room

You prepared for the ops lead. Her CFO joined at the last minute and he has one question, which he will not ask directly.

You are

A solutions consultant at an expense-management vendor, running a 30-minute demo.

The situation

You have run discovery with Farah Idris, Head of Finance Operations. She told you two things matter: reconciliation takes her team four days a month, and policy violations are found weeks late. This morning she forwarded the invite to her CFO, who has joined and said almost nothing.

What you want out of it

Demo to the two stated problems, find out what the CFO actually came for, and leave with a next step both of them own.

What you already know

• — Two stated problems: four-day reconciliation, late policy violations.
• — The CFO joined at the last minute and was not part of discovery.
• — You have 30 minutes and roughly nine things you could show.

3 things they won't volunteer, one of them buried.