Who, What, Why, When, Where?
These are five questions kids learn in grade school or when first learning a language. It covers the basics and helps you understand the situation and context. My high school friends can attest to my poor memory, but even I can remember these basic words in french: Qui, Quoi, Quand, Où, Pourquoi. These 5 questions are fairly famous and an often-quoted way to think through problems. They have been repeated by Cicero, Thomas Acquinas, and Rudyard Kipling. Journalists are trained to answer those 5 questions whenever they write an article or press release. It’s a good checklist, yes?
These can also be useful for consultants, with two small additions. How and How Much?
For any consultant eager to see her recommendations implemented, a lot of thought needs to be given to how it will be implemented and how much it might cost. For all the snark-y comments about strategy consultants giving high-minded solutions that are condemned to be “shelfware”, there is a hint of truth that many good ideas die on the hill of implementation and cost.
What kind of problem is it?
There is a good chance that the client’s problem falls into one of these buckets. If it is a strategy project, likely it is a WHAT question. Conversely, if it is a operations-related project, it is really looking at HOW to implement a good idea efficiently. Most seasoned consultants have been on projects that touch these areas.
Answer the right question
It is easy to fall into the trap of addressing the wrong issue. All too often clients hire consultants to solve problem X, only to find out that the problem is actually with Y. On a more personal note, I had dinner with a good friend last night and he adroitly pointed out that I was too focused on answering the HOW on a big decision in my life, instead of taking a step back and answering the WHY and the WHAT. Sanity check.
“Management is doing things right; leadership is doing the right things.” – Peter Drucker
Think broadly about the problem
Once you have targeted the right question, think a bit more laterally and see which of the other questions should be answered too. The level of detail will vary, but you want to be as comprehensive as the time and budget allows. In this example below, this hypothetical project actually covers a lot of ground.
Look for the add-on work
Chances are very good that during the course of solving one problem, you unearth other issues. It is all too common for a $50,000 (loss-leader) diagnostic project to lead to a $750,000 (profitable) project with multiple work streams and larger consultant teams. Clients see that you do good work, and want more help. It is natural and good thing for the client and the consultant. Look for those opportunities.
“My greatest strength as a consultant is to be ignorant and ask a few questions.” – Peter Drucker
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Nice info, i will use as my method to sell my product..
Hi ? Can’t find a name on the blog. Is it too early in the day, not enough coffee?
I’m writing a course for Thompson Reuters and found this blog in my research for Who, What….
Thanks for the additional insight.
Hello Michael – as an active consultant – don’t use my name on the blog. Anything I can do to help? contact me at consultantsmind1 AT gmail.com
Michael –
How did your course turn out? I ask because I just found this site and your message while preparing to speak to a couple entrepreneur classes at PSU about financing their projects. Did the WWWWHH material hold the attention of the attendees?
I have a question for you. WHY does this have to be about business or journalism? These are very good questions to apply to every waking moment of your life!
Agreed. This blog is about consulting, and the link I found was on journalism – you are right, asking good questions is always relevant and a smart way to frame problems – irrespective of the field. Agreed.
As best as question being answered already. Very much helpful and is as a tip for successful for writers to guard stories. I love this.
Thanks for reading.
I was too was looking for information about Journalism. However, I have never been shy about learning where life takes me.
Thanks.
Surely, thanks for “dropping in”.
(Which) is missing
Hello, that’s an interesting observation. I would say that “which” is much further in the process once you have narrowed down alternatives and prioritization actions. Thanks for reading.
Hi, nice to see someone else using the same basic questions. They are fundamental to any initiative’s scope. However, I add HOW LONG (have we got to complete this before it is considered a failure and stopped).
I have even developed a Project Mandate (approx 2-pages) that’s been working well.
Like that. Answers all the major questions – including, how long.
Hello everyone, it’s my first pay a quick visit at this web page, and piece of writing is really fruitful designed for me, keep up posting these types of posts.
Thanks for reading.