Drilling Down & Adding Value

"As iron sharpens iron, so one man sharpens another." Proverbs 27:17

The scripture paints a stunning picture of two hard surfaces coming together. Tough enough to cut through but still malleable enough to be honed and sharpened for more effectiveness. It's not a "soft" process. There's friction; heat; pressure all working for the greater good of bringing about a sharper edge that has been dulled by repetitive use.

Over the years I've had the privilege to work for some remarkable people who have added tremendous value to my life and growth as a leader. I've also worked for a couple of "negative examples" from whom I learned how NOT to lead...that's another blog. Today, I want to focus on what I've gleaned from those "iron sharpeners" who have added the needed pressure and expertise to make me better.

Thankfully, I'm working for three such men in my current job who each have done some serious honing as I've reported to them. Each of the three bring decades of knowledge, wisdom, and experience to the process. However, their styles and personalities are very different. There's a mix of focused intensity; persistent curiosity; reasonable autonomy; dry wit; and lots of healthy skepticism. That healthy skepticism is what I want to focus on today. These men know how to ask the tough questions. Socrates had nothing on them!

Though the questions they ask are specific to the subject being reviewed, I have seen some themes emerge that can be useful not only to me but to any leader who wants to "drill down" and add value.

Drilling Down ("Que est Veritas" - What is truth?)
As any good leader should, each of these men start by seeking the facts. When poring through financial data and operational facts one of them will literally say from time to time: "We're just trying to get to truth." Hence my quote in Latin above. Though they don't ask in the exact verbiage below, here are the themes I've seen emerge:

1. Tell me more…specifically - They peel the layers of the onion by asking more questions and seeking specifics until they are satisfied they have found the "core" issues and facts. This is challenging whether or not you've turned over every rock.
   
2. How do you know it is the truth? Remember: “We just need to find truth.” Have you verified the facts? Colin Powell once said: "Never believe the first thing you hear." I would add: "Or what you heard from the last person who gave you their side of the story." Here these men challenge the accuracy of your information.
3. How did you come to that conclusion? - Can you defend what you attest? Are you firm in your convictions? If so, what led you there? They challenge your thought process.

Adding Value

If there were only questions and challenges this would be nothing but an intellectual exercise in debate. Here is where years of wisdom and distance from the problem combine to help you solve the problems.

1. They will ALWAYS ask you something you had not prepared for. Deal with it! Though I subscribe to the 5 "Ps" of "Prior Preparation Prevents Poor Performance"; the fact is you are always so close to the problem that the proverbial "forest and trees" phenomenon kicks in. Distance from the problem breeds fresh ideas and approaches.
2. They will generally suggest an idea or a twist to your idea that hadn't occurred to you. This is where years of wisdom from their own experiences brings value to the problem. Only time (and past mistakes) can provide this. Years of experience and hard lessons breeds a different perspective.
3. They will ask "why not?" These are questions that lead you from "we can't" to "how can we?"
   

My summary goes back to a term I used above: "healthy skepticism".

The Take Away:

• When approaching a problem with your people ask the questions above in various ways.
• Make it a disciplined part of your routine (print this out and have it handy before that next meeting).
• Don't get so excited about your questioning that you fail to allow for that "reasonable autonomy" I mentioned. Be Socrates not Stalin!
  
• Always think: "Drill Down" and "Add Value"