A Voice Brief is a short document, typically two to four pages, that defines how a specific business communicates: its vocabulary, its register, its personality, what it would and wouldn’t say, and how it explains complex things in plain language.

Part of a longer story about how all of this got built. Read it here.

It’s a practical writing reference, not a brand guidelines document or a mission statement. It tells anyone, a human copywriter, a new team member, or an AI tool, exactly how this business sounds when it’s at its best.

The Voice Brief session gives your business a documented voice it can use immediately, for AI tools, for new team members, for agencies, and for anywhere your brand speaks.

See how we work together

Why this wasn’t necessary before AI

When all marketing copy was written by a person who knew the business well, voice consistency happened naturally. The same person who wrote the website also wrote the emails. The same partner who wrote the white paper also reviewed the case study. The voice was consistent because the source was consistent.

When AI tools enter the workflow, and for most businesses now, they have, that consistency breaks unless something replaces it. AI has no memory of how you spoke last time. Every prompt starts from the same default: a median of professional writing drawn from across the internet, competent and inoffensive and belonging to no particular business. The tool doesn’t know what makes your firm distinct. It doesn’t know what you care about, what you’d never say, or what your clients mean when they describe you as unusually direct or refreshingly plain-spoken. Without a Voice Brief, all of that gets replaced with the default.

What a Voice Brief contains

A working Voice Brief is specific, not aspirational. It doesn’t say “we are professional and approachable”. That’s meaningless as a writing instruction. It says: “We use short sentences. We use the word ‘we’ more than ‘our team’. We never use ‘solutions’ or ‘synergies’. We explain technical things with analogies to everyday situations. We don’t apologise for having a direct opinion.”

A brief typically covers:

  1. Vocabulary, specific words and phrases the business uses, and words it actively avoids
  2. Sentence and paragraph rhythm. Short and punchy, or longer and considered? Does the business vary pace deliberately?
  3. Register. Formal or informal? First-person plural or third-person firm? How does it address the reader?
  4. Positions held. What does the business actually believe? What does it push back on in its sector that most competitors stay silent about?
  5. What it sounds like in specific contexts, an email, a LinkedIn post, a proposal, a review response. The voice should be consistent; the register adjusts by channel.

Generic brief. Voice Brief. Same market. Different pipeline.

Generic brief
Brief: ICP framework for a Series B diagnostics company targeting procurement leads and lab directors across the UK.

Target audience: procurement managers and laboratory directors in mid-to-large pharmaceutical and clinical research organisations across the UK who are responsible for sourcing diagnostic solutions.

Key pain points: need for reliable, cost-effective diagnostic tools that meet regulatory standards. Decision criteria include product performance, compliance, vendor reliability and total cost of ownership.

Recommended channels: LinkedIn, email campaigns, trade publications, conference presence.

The Voice Brief applied
Veridian Diagnostics, voice brief loaded

The buying conversation starts in one of three places: a failed audit, an IVDR compliance deadline, or a new lab director in their first 90 days. Two of those are time-bounded and externally visible. The third is detectable on LinkedIn within 48 hours of the appointment.

The procurement lead signs the contract. The lab director blocks it. Neither responds to “reliable, cost-effective diagnostic tools.” The procurement lead wants a vendor who won’t create a compliance problem. The lab director wants to validate the decision scientifically, not commercially.

Marketing that works addresses both blockers before the first sales conversation, not after.

  • ✕Describes a category, not a company
  • ✕Pain points apply to any diagnostics vendor
  • ✕No buying trigger. When does the decision happen?
  • ✕Generic channels with no rationale for this buyer
  • ✕Sales won’t recognise their actual buyers in this
  • →Names three specific triggers, two of them detectable
  • →Separates signer from blocker. Different messages needed
  • →Explains why generic pain point language fails
  • →Built around when the conversation starts, not what the product does
  • →Sales will recognise every buyer described here
what The Voice Brief captures

How it gets used

A Voice Brief gets pasted into the context window before any AI content generation task. “Here is how we speak. Now write a LinkedIn post about [topic] in this voice.” The output changes substantially. Not because the AI model has improved, but because it now has a specific constraint to work within rather than falling back on its default.

This is what we’re describing in our piece on how AI makes brand voice consistency harder. The Voice Brief is the practical solution. Without one, every piece of AI-generated content is a fresh negotiation with a tool that has no memory of how you sounded before.

It also applies in the smallest places, like review responses. Our piece on why generic AI review responses damage reputation is one example of a context where a Voice Brief changes the output meaningfully, the difference between a response that sounds like every other firm’s and one that sounds like it came from a specific person at a specific practice.

The Voice Brief session

We build Voice Briefs with clients through a structured session, usually 90 minutes. It starts with listening: how do you talk about what you do when you’re not on script? What do your clients say back to you that you didn’t originally say to them? What phrases do you wince at when you see them on competitor websites?

Those questions surface voice characteristics the business doesn’t consciously know it has. Most businesses have a stronger, more distinct voice than they realise. It shows up in how the principal talks to clients, in the phrasing in old emails, in the words that get used consistently across the team without anyone deciding to use them. The session finds those things and turns them into a document.

The output is a brief the business can use immediately and keep updating as its thinking develops. You can find out more about how the Voice Brief session works on the homepage.

It's also the starting point for how a fractional marketing consultancy gets up to speed quickly on a business it hasn't worked with before, a documented reference for how the business actually sounds, rather than a guess made in the first few weeks.

Common questions

Is a Voice Brief the same as brand guidelines?

No. Brand guidelines typically cover visual identity, logos, colours, typography, photography style. A Voice Brief is specific to language: how the business speaks in writing, across all channels. The two documents can coexist and often should. They cover different things.

How long does a Voice Brief take to produce?

We produce them in a single 90-minute session with the business owner or leadership team. The session produces a working document on the day. We refine it based on a review of existing content, emails, website copy, proposals, and the final brief is usually ready within a week.

Can I build a Voice Brief without outside help?

Yes, though it tends to be harder to do objectively when you’re inside the business. The most useful part of the session is the questions. What do you never say, what makes you wince, how would you say this out loud rather than in writing? Those questions surface voice characteristics the business doesn’t consciously know it has. A self-built brief is still useful; it just tends to be more aspirational and less specific than one built from direct questions.

The Voice Brief session gives your business a documented voice it can use immediately, for AI tools, for new team members, for agencies, and for anywhere your brand speaks.

See how we work together