Quite often we as leaders are faced with problems or challenges that need to be carefully thought through before a final decision. One of the tools many leaders use is to sketch out the problem on a page, flipchart , white-board or even these days an iPad or PC using mind-mapping software. It is a bit like the second stage of brain storming where one groups together like concepts into categories, except one only does this after a thinking stage, not a random brain dump so it is a bit more focused.
For example if the challenge is to find a new customer (assuming you are not using a prospect pipeline process) you will probably jot down a sequence of activities along the lines of:
* What's the outcome you want (metric)?
* What product?
* Who are likely customers ?
* What is their purchasing criteria?
* Where and how are they likely to shop for it ?
* How do I contact them before they decide ?
* What is the competition to my product ?
* How much will the market bear as a price?
The layout will provide a road map type flow for your problem that often helps to trigger additional thoughts and links. In the example above it will lead to a focus on more defined groups of possible customers, that with further refinement will give a target market segment to concentrate on in finding your next customer.
Once the key points are laid out it becomes easier to spot links and gaps so that as a decision maker one can work towards a well thought out solution and at the same time ensure all the key aspects have been considered.
Till next week
Key take-outs:
Be clear on the desired outcome
Use visual layout to create a map of any problem
Look for relationships and links that need consideration or addressing
Revisit your layout with a fresh pair of eyes occasionally.