How To Add Value By Unleashing Your Inner Three-Year- Old

Have you ever been around a three- or four-year-old who continually asks you, “Why?” How many times do they have to ask you before you give up and say, “Because” or “Why not?”

One of the most prevalent answers to the “Why?” question and the one you get most often when talking to customers (internal or external) is some form of, “Because that is the way it is.”

In order to be a key member involved in the success of the business, it is imperative to understand the business as well as any subject matter expert (SME). It is not enough to build to some requirements document or specification. To achieve that level of knowledge, you must spend most of your time exercising your inner three year old.

“Why are the users asked for that information?”

“Why is the data delivered to that system?”

“Why is that screen laid out like that?”

By asking the “Why?” question over and over until you have a reasonable business requirement, you can deliver a solution that is impactful and clutter-free.

You must use this same methodology in every endeavor. Take architecting a new platform for an existing industry. Many algorithms, data designs, data presentations, roles, etc. all seem to get migrated from one platform to the next with what appears to be very little deep examination of whether they still address any of the current business issues. This migration amounts to evolution when you should be looking for revolution.

As an example, I was consulting on the requirements of a new platform and I was given an example of a chart whose data was “required” to be a part of the new platform. I studied the chart prior to a conversation with the SME and could not understand how the chart applied to the business. During the conversation I asked for an explanation of how the data and chart helped run the business. The answer was very telling - a stammering attempt at an answer and then silence.

Using this constant questioning technique allows you to unearth the real problems and build solutions that truly deliver answers to the users. A revolution to many of our customers is the ability to get answers they can use to solve real business issues. Asking many “Why?” questions also allows you to learn the industry that you are working in and converse with SMEs very close to their level and in a meaningful way. It engenders the “trusted advisor” feeling with the customer as well. This makes you one of the most valuable members of the team, as generally you are the only person at the table that understands both the business and the technology.

Unleash your inner three-year-old. Ask “Why?” until you really understand the pain your customers are in and what constitutes a usable answer. You will end up delivering solutions or platforms that perform beyond anyone’s expectations.