Issue, impact, importance equals business results
Using the 4 quadrants to find and resolve critical business issues
Starting with issue, impact and importance can focus you in the right direction
When I first came across the 4 quadrants in the book Same Side Selling by Ian Altman I was immediately struc by the simplicity of this concept yet it had much more impact that I realized. Not only was this a great sales tool, but it was also a great business tool for looking internally at issues in our clients businesses and even our own. Let's look at each quadrant and how it can help you focus in the right areas of your business:
Identify all the issues even the smallest ones. Often businesses are so focused on getting new sales and delivering their product or services that issues do not get the attention they deserve. It is typically the most painful issue that gets first priority instead of looking at the bigger long term picture.
Once issues are identified we can start to look at the impact each one has on the business. A 10 point excersize can determine which ones to focus on now. Do you know which ones should be fixed now vs which ones have the biggest impact and importance?
What results will resolving this issue give us? This is the most important question because without results we are resolving issues we think are important or have the most impact but really they do not. Ask yourself the question "6 months from now when this issue is resolved what results do I expect will have been delivered?". A vision of success is just as important as the issue itself
- Others Impacted
When a project is started or an issue is being fixed often there are people/partners/key players we forget who are also impacted. Let's list them out so they can be included in the ongoing process.
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