Focus our research and analysis
Ensure thorough investigation of a problem
Plan our work effort
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This approach to solving client problems emphasizes attention to the issues involved.
Hypothesis/Specific Question
Analysis Required
Data Required/Sources
Need for Change (Complication):
Key Question: B U Y E R S Sponsors: Criteria for Quality:
Problem Definition Worksheet
Client: C O N T E X T Key Facts: Relevant information about the client’s situation Need for Change: Why the client needs to change now—implications, burning platforms, etc.
Key Question: The business question to answer B U Y E R S S C O P E Sponsors: Who brought Accenture in Key Decision Makers: Who will resolve critical issues Criteria for Quality: The client’s criteria for a quality product or result
Key Question: B U Y E R S Sponsors: Criteria for Quality:
Key Decision Makers:
Desired Outcomes of the Project: S C O P E
In Scope:
Out of Scope:
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Pitfalls lurk beyond defining the key questions on the worksheet.
Client: C O N T E X T Key Facts (Situation):
Need for Change (Complication):
Problem/Issue
Sub-issues
Sub-subissues
Total market size? Revenue potential?
Will 1st time buyers be profitable for us?
Our likely market share?
Should we pursue the 1st time buyer market in PCs?
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Decomposition of the key question into its component issues is the essence of issue mapping.
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Mapping issues on a tree ensures thoroughness and focus.
Where the client is
Define the problem
Solve the problem
Communicate the answer
Where the client wants to be
Generate ideas
Analyze findings
Structure the ideas
Strategy Core SkillBuilder Issue-Based Problem-Solving: Antidote to Mental Messing Around
Why do people need IBPS – and training to use it effectively?
©Accenture 2004
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Exercise: Problem Definition
How fully does this key question meet the criteria for success? How, if at all, should BigCar enter the online automotive business to improve its profitability?
©Accenture 2004
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ቤተ መጻሕፍቲ ባይዱ
Not all key questions are created equal.
Criteria for a Strong Key Question Is a simple, not a compound, question Is phrased clearly and accurately Focuses attention on the most important issues Addresses the need to change
Yes
Is a simple question?
Is phrased clearly and accurately? Focuses attention on most important issues? Addresses the need to change?
INSTRUCTIONS: Please respond by using the blue check mark
Key Decision Makers:
Desired Outcomes of the Project: S C O P E
In Scope:
Out of Scope:
Allocation by Source Work Days by Skill Type Executive Mgmt. Executive Mgmt. Analysis Client Analysis Accenture Analysis
“I still don’t have all the answers, but I’m beginning to ask the right questions.”
©Accenture 2004
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The first step is to define the problem that will focus and set boundaries for the engagement.
To Counter Tendency Toward Mental Messing Around
The case of the leaking water bed
How high can a giraffe fly?
©Accenture 2004
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IBPS is a structured approach to solving problems, with several important benefits.
Is a 1st time buyer strategy aligned with our corporate strategy?
Project Mgmt.
Project Mgmt.
Project Mgmt.
TOTAL
Expert
Task
Elapsed Time
©Accenture 2004
Expert
4
The IBPS approach and tools are rooted in asking and answering questions.
Desired Outcomes: What the client would like to have at the end of the project In Scope: Deliverables, target dates, and issues
Out of Scope: Issues, effort beyond project boundaries
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Exercise: Problem Definition
Define the key question for Project Woodstock.
Accenture has been hired by the Executive VP of Marketing of a successful software firm to assist with the launch of a new software product. Although the company is a leader in its field, it recognizes that its core market is beginning to slow and that new technology is beginning to erode its market share. The company’s new product (code named Woodstock) is its attempt to enter this newer, higher growth market. Although the target launch date is rapidly approaching, the VP of Marketing is concerned that his team’s launch plan is not ready for prime time. He has asked Accenture to analyze the launch plan, determine the company’s capability to execute a successful launch, and recommend steps to improve the likelihood of a successful launch. The launch plan incorporates both a marketing approach and a sales initiative. The marketing approach aims to create awareness and enthusiasm in current customers and other potential buyers. The sales initiative details an approach to deploying the company’s sales force. The company was acquired by a large telecom company 18 months ago, due in some part to the potential of this new software product. The parent company is keeping a watchful eye on developments at the software firm and has recently reassigned several of its executives into leadership positions at the software firm.