It's All About the Data

It's All About the Data
It's All About the Data

Monday, September 15, 2014

Preparation Separation

There is a football player, Russell Wilson (@DangeRussWilson) that has a saying that goes:

The separation is in the preparation

We are used to catchy phrases used by sports teams to rev up their energy, etc.  However, Wilson walks the walk.

Other quotes about preparation

"Preparation is the key to success" - Alexander Graham Bell

"Give me six hours to chop down a tree and I will spend the first four sharpening the axe" - Abraham Lincoln

"Opportunity is a haughty goddess who wastes no time with those who are unprepared" - George S. Clason

So what are the strategies for excellent preparation.

  • Visualization:  Seeing is believing; it is the way the brain processes information.  By visualizing the key parts of the presentation, the game, the outcome and visualizing completion successfully,  you will increase the chance for success.
  • Study:  That is the part that is underestimated.  Nothing beats the studying part of success.  We all have things to learn, some things to study, concepts to absorb.
  • No time to waste:  Procrastination is the enemy to success.  Waiting does not bring success, letting someone else do it does not make success - being an active participant is the only way.  Personal accountability to the success is the grease of the success engine.

Russell Wilson is not the biggest guy, and would probably admit not the smartest, but he has outworked, and outperformed his way to a Super Bowl Championship.  What made him a champion, a success, was preparation - that endless desire to BE BETTER than he was the previous day.

What are we each doing to be more of a success each day and each opportunity?

David Haynes, PMP, is Director of Consulting at Ideate, Inc. (  David's experience is in providing companies with business process analysis and change implementation. @dhaynestech

Tuesday, September 2, 2014

Listen - Analyze - Synthesize: A Business Process

When determining customer needs, there are three areas of concentration:
  • Listening
  • Analyzing
  • Synthesizing

If you are having trouble with figuring out what the customer is trying to say or determining a customer's need, you are probably missing one of the three parts.


In general, we all could do better at listening.  Listening to what the customer:
  • says
  • and more importantly "does not say".

Customers, like most people, do not want to admit to issues until they are way past critical stage.  Some gentle questions, open-ended, will usually get the customer to speak more directly to their pain, and therefore business need.

If you are always convincing people you are right, you are not listening to their needs.  I think lively exchange is the best.  Lively exchange focuses on a conversation that elicits emotion from the customer.  Give the customer every opportunity to express their needs.

Ask open-ended questions (open-ended questions cannot be answered with yes, or no, or one-word answers).  Ask clarifying and follow up questions.  Take excellent notes.  Those notes would include your thoughts, strategies, and tactics too.


The next step is to analyze what you heard.  Sometimes this can happen during the conversation, but I found it is more effective to focus on information gathering during the conversation and it is better to analyze after the conversation.  Why?  Because by reviewing your notes after a bit of time passing, it gives you a better analysis.  Your brain should be working behind the scenes to analyze the information.

Make sure to:
  • Think about what business issues you are trying to solve, including the desired deliverable.
  • Discuss with internal sources (salespeople, internal technical resources, etc).
  • Re-read your notes to reveal key themes.


Synthesize is defined as combining various components into new whole;  to combine different ideas, influences, or objects into a new whole.  So the act of synthesizing is a process of 'connecting the data' you have gathered into a new whole.  What does the 'new whole' consist of:
  • An understanding of the problem to be solved in a clear and definitive way.  What is the business problem to be solved.
  • What is the defined solution to the problem.  As you should note, the solution needs to solve the problem.
  • How will you know when the problem is solved. How will the customer know?  This would correlate with the Conditions of Success.
  • An understanding (even if just in a broad way) the major tasks required to accomplish the solution.

A collogue of mine suggested that this is mostly a vetting process, and I quite agree.  Part of the process may conclude in that you cannot solve the business problem, the customer does not have a compelling event, or there is not adequate schedule or budget to solve the business problem.

David Haynes, PMP, is Director of Consulting at Ideate, Inc. (  David's experience is in providing companies with business process analysis and change implementation.  @dhaynestech.