Test Your Assumption with If Matrix

Recently I had an interesting discussion with an executive in charge of Sales and Distribution. It goes like this:

Me: So, what is your biggest problem right now?
Exec: We need to find out a way on how we can integrate our IT system
Me: Why would you want to integrate your IT system?
Exec: We need to get a more real time sales data, on demand.
Me: So, are you actually looking for a way to integrate your IT system, or are you looking for a more real time sales data?
Exec: Well... Both...
Me: Assume you find out a way to integrate your IT system, but it does not give you real time, on demand sales data. Are you satisfied?
Exec: Of course not, but the only way to get on demand, real time data is by integrating IT system.

At this point, he suddenly had a revelation that he had made a big assumption.

Me: Assume you find a way to get real time sales data, on demand, do you still worry about IT integration?
Exec: No - So I guess what I need is not IT integration, I need on demand, real time sales data!

It is an interesting exercise to test your understanding of your problems by going back and forth what I called the If Matrix.



If you walk through the steps, you will find out your true headache that you need to address and get rid of your assumptions.

Good luck!