Category Archives: High Gain Questions

How consultants ask questions is critical in establishing a basis for effective communication. High Gain Questions open the door to new knowledge and understanding through their probing quality. We will collect postings here that focus on questions and the art and science of dialogue.

Consulting Questions for Current Conditions

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Posted by Kathleen on May 15, 2009 – 2:36 pm
Filed under Change, High Gain Questions, Promising Practices, Uncategorized

We belive in the power of questions.  Dialogue is the basis of every healthy client relationship, and every successful business partnership.  And good questions are at the heart of effective dialogue.  So what are some of the questions we are asking now?

As consultants we have to be mindful of the changing environment, and be prepared to share our expertise to help others through the uncertainty that is associated with every economic recession.  Here is a list of  six high-gain questions for consultants to consider as they review their work plans and other project plans with their customers.

  1. Do I have the right approach to help this business thrive in current circumstances?
  2. What assumptions are no longer valid for our decision-making efforts?
  3. How have our roles and responsibilities changed?
  4. How has the current volatility affected our data?
  5. Are we communicating a coherent future direction?
  6. How are we evaluating and adapting change strategies?

Anxiety and uncertainty drive decision-making in difficult situations like these.  Decisions about how to achieve goals of reduced total costs, increased productivity/quality, and enhanced efficiency have to be tempered with thoughtful consideration of how to develop necessary flexibility, foster innovation and creativity, and continue to improve communications.  Planning for the long-term requires a careful analysis of the implications of current conditions on plans and activities.  Use these questions to begin that dialogue, and then let us know if you develop any additional valuable High Gain Questions for current conditions.

Negotiation for Internal Consulting

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Posted by Kathleen on January 16, 2009 – 3:36 pm
Filed under Engagement, High Gain Questions, Promising Practices

Internal consultants need to be skillful negotiators.  Our work within organizations is about creating outcomes that benefit all interested parties.  In order to be successful, we need to be prepared. 

Effective negotiation requires clarity about the specific objectives of our discussions.  We also need to understand the benefits of those objectives to individuals and others that may have different (and sometimes competing) agendas.  As you prepare to negotiate, good high-gain questions to consider are:

  1. In this negotiation, what are my objectives?
  2. What are the objectives of other parties involved in these negotiations?
  3. What are the benefits of the objectives?

While the specific details of any situation will dictate how consultants need to prepare, all negotiations share some similar characteristics that require consideration and planning for successful outcomes.  We have offered high-gain questions here for self-reflection to help you prepare:

  1. Get your facts straight–Have I done all my homework?
  2. Assess the power dynamic–Who has the organizational power in these discussions?  What steps can I take to level the field for negotiation?
  3. Plan the discussion–Have I identified the benefits, considered all the alternatives and worst-case scenarios? Have I organized an agenda with input from all parties to focus on action-planning and decision-making?
  4. Share information thoughtfully–What information is most valuable to this negotiation?
  5. Maintain control of the discussion–What are the parameters of this discussion?  What is in-scope, and out-of-scope now?

But perhaps most importantly, successsful negotiation depends upon effectively communicating–articulating ideas, actively listening, and asking good questions.  So, our communication style, our experience, and our emotional intelligence all affect our ability to negotiate. 

The words we choose, our ligusitic behavior, and our body language can be as important as what we say.  As you prepare for negotiations, consider how you will plan to manage the anxiety that accompanies stressful conversations.  Ask yourself:

  • How do I react in stressful situations?
  • What emotional triggers are present in this negotiation that may side-track my focus? 
  • How will I manage my anxiety in this negotiation? 
  • How can I plan ahead to demonstrate flexibility, and sensitivity to improve negotiation outcomes. 

 Consultants can improve their negotiation outcomes by planning carefully and approaching discussions with self-awareness.  Try using these questions to help you prepare for your next consulting negotiation.  Share your results with us in comments, and then share your own tips and techniques for successful negotiation.

What’s in a Question?

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Posted by Kathleen on September 4, 2008 – 2:06 pm
Filed under High Gain Questions, Promising Practices

Recently I found myself helping a stranger in a US Passport Agency office.  The experience reminded me again about the importance of asking good questions. 

As a young man got in line behind me, I couldn’t help but notice his haggard appearance.  And then he began to cry.   My immediate impulse was to ask, “Are you alright?”   But  I considered my options and asked instead, “Is there anything I can do to help you?”  His answer involved continued assistance, but after I heard his story, I wanted to help.

He had driven all night from Detroit to Chicago upon hearing that his beloved grandfather had passed away in the Middle East.   He was completely unprepared for the trip and couldn’t find his passport.  By asking how I might help I learned more about his situation and helped him solve his immediate problems of identification and forms.  That solution enabled him to achieve his goal which was a new passport.

Consultants are often in situations that resemble the one I experienced.  The quality of our questions, and they way we present our assistance can have a big impact on the results we can achieve together. 

Roles and Responsibilities

  • For consultants, the desired outcome should always be to help clients succeed, and in doing so create mutually beneficial solutions 
  • To do that effectively and consistently we have to develop our skills at asking thoughtful questions
  • Asking thoughtful questions helps us develop more understanding our interactions with others.
  • Better questions result in more precise evaluation,  and more effective, creative solutions. 

High Gain Questions Worth Asking!

What will happen if we don’t do anything?

Who else will be affected by this situation?

What is the bottom-line impact of this issue? 

Is there data that demonstrates the bottom-line impact? 

What will success look like?

Where will we see the indicators of success?

SHARE YOUR FAVORITE HIGH GAIN QUESTION!

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