Stop Being A Process Thinker!

Most of our conversations are about processes. "We have done this, and were working on that, and finally we arrived at this point." Process telling can be like storytelling. We like hearing stories. So what is wrong with process oriented thinking? Nothing – unless you want results.

The opposite of process thinking is results thinking.

When we want to change things or need to make decisions we should stop process talk and switch to results talk. Examples:

• In most meetings people discuss processes. 90% of this is waste of time. Instead, focus on achieved, planned or envisioned results. Discuss processes only if you keep the end results in mind.
• One of the biggest mistakes in sales is to focus on processes instead of results. This applies to product or service sales ("You can switch this fridge on and off..."), as well as to your job application ("I was working as financial advisor..."). ALWAYS put results first, i.e. what you achieved vs. what you did.
• When starting a project – in particular when engaging with external consultants – agree on the planned results (objectives) instead of describing processes or "deliverables" to get there.

Why is it so difficult for most of us to use results talk?

Because we are well trained in process thinking – at school and on the job, over years and years. If you want to make a difference you must replace process thinking by results thinking. You will literally see the results.

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Comments

[Andreas Spiess]

Volkmar
I think, it should not be either or. Our world consist of what and how. A strategy which says: We want 20% growth without answering the question "how do we want to get it done?" is not worth the paper where it is printed on.
So, my suggestion is: Do not forget the results and the processes (and, of course, the often forgotten "structure" of the whole thing).

Andreas

[Volkmar Völzke]

Thanks for you comment, Andreas.
Sure, we need both. However, I think in too many conversations and meetings there is by far too much focus on the process and too little focus on the goals, objectives, or results.
Many organizations and people could benefit a lot by shifting their focus from the former to the latter.
Volkmar