Leave them wanting more…

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Returning to the OODA Loop (I guess in the end looping back is a better phrase). I’ve covered the three of the four letters Observe, Orient and Decide. The system being built to reduce the time to good decisions. (its easy to increase the time to bad decisions – just let people decide in a vacuum). The last component is Act.

Its interesting when you consider action. There are people while driving or doing other activities that observe, orient and decide on an action but never complete the action.

People often call action based on a decision reaction. It is still action however. The goal of course is to move the system to a place where it can act quickly.

OODA loops are standard systems with inputs and outputs. The processing occurs in the orient phase and the two phased output is critical (decide then act) as it in the end requires the person to commit to the decision.

They can be infinite as well so it is critical that as you speed up the first three components you have a plan for speeding up the actions as well. For fighter pilots that is often training. For the board room or a presentation/sales meeting its training as well.

Avoiding the Action Freeze

  1. Plan for failure: in cloud computing we call this design for failure but it does require that you consider your endeavor will fail.
  2. Plan for a negative accept: We’ve all been in the meeting that was negative and that our product sucked and then at the end they said yes we will buy when can you start. Be ready for a negative accept.
  3. Plan for the positive rejection: the meeting is a love fest everyone is happy and at the end the customer says no.

There are more but these are the three quickies that I have seen people freeze. It follows along the solution sales rule that I learned many years ago. Never leave a meeting without a to-do. If you have a to-do out of the meting you have something to follow back up for.

The natural tendency of course of technical people is to answer all questions. So if you take a technical person make sure they understand that leaving questions unanswered as long as it doesn’t hurt the view of the produce is a good thing.

More to come…

.doc

Scott Andersen

IASA Fellow