Pyramid Principle StrategieHelden DWNLD 05

The Pyramid Principle
Training module
Dit document is onderdeel van een set ondersteunend materiaal dat ter
download wordt aangeboden aan kopers van Strategiehelden door Jeroen
De Flander (ISBN Belgi 978 90 4860 959 8 - ISBN Nederland 978 90 4700
410 3).
The Pyramid Principle is Barbara Mintos powerful and compelling process for
producing everyday business documents.
All rights are reserved to Minto Books International, Inc.
For more information see http://www.barbaraminto.com.
www.the-performance-factory.com/nl/strategiehelden
Header > Subheader
2
The Pyramid Principle is Barbara Mintos powerful and compelling

process for producing everyday business documents.
Download # 05: The Pyramid Principle For more information see http://www.barbaraminto.com.
A pyramid structure establishes a question-answer dialogue and is easier to

comprehend
Pigs should be Rules

kept as pets
Why? Ideas at any level
They could be bred should be
They are beautiful to fascinating
variations summaries of the
How?
In what ideas below
way?
They are They are In perso- Ideas in each
In types In size
nality
marvelously fat typically English grouping should
How is fat be of the same
beautiful?
kind
Ideas in each
Symbolizes that
Present lovely
Create Are linked to the power is not
So English they grouping should
modesty in deserve to be the
land inconsistent with
curves to the
onlooker
the kindness
national symbol be logically
possessor
ordered
Header > Subheader
3

At any level in the pyramid, there is a choice between deductive versus

inductive reasoning
Deductive Inductive
Poland is about to be
Because I am a invaded by tanks
bird, I fly
French tanks are at German tanks are at Russian tanks are at

Birds fly I am a bird Therefore I fly
the Polish border the Polish border the Polish border
Main disadvantage is that the conclusion is Is very easy to follow as a reader since the
not clear from the beginning conclusion is clear from the beginning
Is bullet proof once the subelements are Is less strong as deductive reasoning but
generally accepted also more difficult to challenge
More difficult to follow as a reader, Recommended to be used in the top line(s)
therefore not in the top line(s) but more
below in the pyramid as things are getting
more and more focussed
4

An introduction serves as a means to establish the relevance of the

question/answer put forward
The pyramid permits to carry on a question-answer dialogue with your reader

but the starting statement needs to be relevant
Therefore make sure your document is of interest by directing it towards a
questions that exists in the readers mind and that is relevant
The classic pattern of story telling (situation, complication, question, answer)
permits you to make sure you and the reader are standing in the same place
before you lead him through your thinking
In summary, the introduction tells the reader, in story form, what he already
knows about the subject youre discussing, and thus reminds him of the
question he has
Once the introduction is clear, youre free to concentrate on the ideas at lower
levels of the pyramid
5

Problem solving is a fundamental skill use the issue analysis approach to

solve problems that do not lend themselves to ready-made solutions
The question >> Issue
Sub-Issue Sub-Issue Sub-Issue
Sub-Issue Sub-Issue
Hypothesis Hypothesis
Hypothesis Hypothesis
Evidence Evidence Evidence Evidence Evidence
Evidence Evidence
Task Task Task
Task Task Task
www.the-performance-factory.com/nl/strategiehelden Work Plan for Problem Solving

6

This course covers how to use issue analysis to solve problems that do not
lend themselves to ready-made solutions
Identify the key question to determine which approach to use
If issue analysis is the right approach, build it in six steps
7

Use the Situation-Complication-Question (SCQ) framework
Fill it in with information available
Always get agreement on the key question, since your analysis could raise a
different question
8

Use the Situation-Complication-Question (SCQ) framework to identify the

key question
Situation where we are now, and

where we want to go
whats the background everybody agrees ons
Complication whats stopping us from getting there

whats unsatisfactory in this situation, what
would be satisfactory instead
which triggers
...
Question ... the key question on our mind
9

Example SCQ
Situation We are active in several European markets, and

want to expand further.
We are contemplating acquiring XYZ, a local
manufacturer in a new market.
Complication We are uncertain about the risks involved,

given the volatility of the market, and arent
sure about the fit with XYZ.
Question Should we acquire XYZ?
10

Fill in the SCQ with information derived from research, team discussion,
and meeting(s) with stakeholders
Prepare for meeting

Read available documents
Share insights among team members
Set up a meeting with the stakeholders

Ask a balance of closed and open-ended questions
Remain alert to hidden agendas
Summarize comments to ensure youve understood correctly
11

Always agree on the key question, since your analysis could raise a different
question
Situation Complication Question Question

raised by analysis
We want to enter Uncertain whether How should we What should be our

phosphates-free to do it alone or acquire a company entry strategy?
cleaners market by acquisition in this market?
We want to enter Concerned about What should be Should we enter the

phosphates-free the risks our entry strategy? market?
cleaners market
We want to launch Lead time is long Should we launch How can we shorten
new product and increasing this product? time to market?
12

This course covers how to use issue analysis to solve problems that do not
lend themselves to ready-made solutions
13

1. Identify the key question
2. Turn the agreed key question into an issue that captures the concerns
3. Break down the issue into sub-issues
4. Generate hypotheses and identify the evidence to ask for
5. Develop the work plan
6. Test and revise the work plan when necessary
14

Turn the agreed key question into an issue that captures the concerns
Agreed key Issue

Situation Complication Question
question
We want Concerned What Should we Will investing $XX million

to enter about the risks should be enter the in production,
phosphates our entry market? distribution, marketing of
Uncertain
-free strategy? phosphates-free cleaners
whether entry
cleaners help achieve strategic
will help meet
market growth targets for 2015?
strategic growth
targets for 2015
15

By reformulating the question as an issue, the analysis will be more

efficient
Focuses attention on what stops us to get where we want to go

Is aimed at the feasibility and measurability of the solutions
Avoids repetition when we formulate hypotheses and gather evidence
16

Phrasing the question as an issue helps us focus on what is preventing

us from getting where we want to be
Key Question Issue Statement
What level of inventory do we Should we decrease our

need? inventory level?
What should we do about that Should we replace that plant?

plant?
Should we transfer our Will transferring our technology

technology to our new joint to our new joint venture increase
venture? our earnings?
17

Break down the issue into sub-issues
Should we
replace that plant to regain
traditional 30% market share?
Does it give a
Does it give a
Do we have the sustainable
sustainable cost
money? product
advantage?
advantage?
Lower Lower
Better More Faster Higher plant
purchase distribution
quality? uniformity? delivery? productivity?
costs? costs?
Tip: limit the number of sub-issues at any level to seven or fewer

18

Test the sub- issues to see whether they are MECE (mutually exclusive and
collectively exhaustive)
Should we
traditional 30% market share?
Vertically
exhaustive: Mutually
Does it give a
Does it give a exclusive
capture all Do we have the sustainable
sustainable cost
money? product
significant advantage?
advantage?
sub-issues
Lower Lower
Better More Faster Higher plant
purchase distribution
quality? uniformity? delivery? productivity?
costs? costs?
Horizontally exhaustive: include all sub-issues needed to provide answer to overall issue
19

Ensure all sub-issues are relevant
Should we
traditional 30% market
share?
Does it give a
Do we Does it give a
sustainable
have the sustainable cost
product
money? advantage?
advantage?
Will the unions

accept the
change?
20

Generate hypotheses and identify the evidence to ask for
Sub-issues Hypotheses Evidence
What would
What would
What are the be realistic
prove or disprove
most important answers to
these
questions? the
hypotheses?
questions?
Productivity
Will the new plant of old plant
achieve higher Yes
productivity? Productivity
of new plant
21

When you know what evidence you need, you can develop the work plan
Assign tasks to gather the evidence
Estimate the time required for team members to perform their tasks
Draft the work plan
Test it to ensure it is efficient and understandable
22

Test the work plan
Test for efficiency

Avoids overlapping tasks
Exploits synergies resulting from clustered tasks
Schedules interdependent tasks in the proper sequence
Test the work plan to ensure that all team members understand clearly
The overall objective of the work
What evidence they are expected to collect and where to look for it
How their tasks relate to the overall objective
When they are expected to provide their results
How much time and effort they can expend

Pyramid Principle StrategieHelden DWNLD 05

Transféré par

Informations du document

Titre original

Copyright

Formats disponibles

Partager ce document

Partager ou intégrer le document

Options de partage

Avez-vous trouvé ce document utile ?

Ce contenu est-il inapproprié ?

Droits d'auteur :

Formats disponibles

Pyramid Principle StrategieHelden DWNLD 05

Transféré par

Droits d'auteur :

Formats disponibles

The Pyramid Principle

The Pyramid Principle is Barbara Mintos powerful and compelling

A pyramid structure establishes a question-answer dialogue and is easier to

Pigs should be Rules

The Pyramid Principle is Barbara Mintos powerful and compelling

At any level in the pyramid, there is a choice between deductive versus

French tanks are at German tanks are at Russian tanks are at

The Pyramid Principle is Barbara Mintos powerful and compelling

An introduction serves as a means to establish the relevance of the

The pyramid permits to carry on a question-answer dialogue with your reader

The Pyramid Principle is Barbara Mintos powerful and compelling

Problem solving is a fundamental skill use the issue analysis approach to

The question >> Issue

Sub-Issue Sub-Issue Sub-Issue

Task Task Task

www.the-performance-factory.com/nl/strategiehelden Work Plan for Problem Solving

The Pyramid Principle is Barbara Mintos powerful and compelling

Identify the key question to determine which approach to use

If issue analysis is the right approach, build it in six steps

The Pyramid Principle is Barbara Mintos powerful and compelling

Identify the key question to determine which approach to use

Use the Situation-Complication-Question (SCQ) framework

Fill it in with information available

The Pyramid Principle is Barbara Mintos powerful and compelling

Use the Situation-Complication-Question (SCQ) framework to identify the

Situation where we are now, and

Complication whats stopping us from getting there

Question ... the key question on our mind

The Pyramid Principle is Barbara Mintos powerful and compelling

Situation We are active in several European markets, and

Complication We are uncertain about the risks involved,

Question Should we acquire XYZ?

The Pyramid Principle is Barbara Mintos powerful and compelling

Prepare for meeting

Set up a meeting with the stakeholders

The Pyramid Principle is Barbara Mintos powerful and compelling

Situation Complication Question Question

We want to enter Uncertain whether How should we What should be our

We want to enter Concerned about What should be Should we enter the

The Pyramid Principle is Barbara Mintos powerful and compelling

Identify the key question to determine which approach to use

If issue analysis is the right approach, build it in six steps

The Pyramid Principle is Barbara Mintos powerful and compelling

If issue analysis is the right approach, build it in six steps

1. Identify the key question

3. Break down the issue into sub-issues

4. Generate hypotheses and identify the evidence to ask for

5. Develop the work plan

6. Test and revise the work plan when necessary

The Pyramid Principle is Barbara Mintos powerful and compelling

Agreed key Issue

We want Concerned What Should we Will investing $XX million

The Pyramid Principle is Barbara Mintos powerful and compelling

By reformulating the question as an issue, the analysis will be more

Focuses attention on what stops us to get where we want to go

The Pyramid Principle is Barbara Mintos powerful and compelling

Phrasing the question as an issue helps us focus on what is preventing

Key Question Issue Statement

What level of inventory do we Should we decrease our

What should we do about that Should we replace that plant?

Should we transfer our Will transferring our technology

The Pyramid Principle is Barbara Mintos powerful and compelling

Break down the issue into sub-issues