Problem Solved: A Powerful System for Making Complex Decisions with Confidence and Conviction by Cheryl Strauss Einhorn

Author:Cheryl Strauss Einhorn [Einhorn, Cheryl Strauss]
Language: eng
Format: epub
Publisher: Career Press
Published: 2017-04-16T22:00:00+00:00

Valuing your sources

Once you’ve identified a list of potential sources to contact, write them down in your AREA journal and rank them in order of the likelihood that they may provide important information about your Critical Concepts. Consider what the sources might help you to better understand and then put them in order from least important, or lowest level, to most important.

The lower-level sources can provide you with background and help you flesh out your understanding of the target, then work your way up to the sources who you think may provide the most critical information.

By contacting lower-level sources first, you have a chance to practice your call pitch, a loose script of what you plan to say to introduce yourself and your task, and to perfect your questions. As you progress up the interview chain, you will be more polished and more knowledgeable. Moreover, by the time you’ve reached your high-level sources you will not only have a good sense of context, but you will also have a “truth-meter” running that can help guide the way you listen to the answers provided and ferret out incomplete or potentially misleading information.

For example, as you read previously, I thought I knew the answer to the question of how the IFC reported its data before I interviewed my sources. But I didn’t want to assume. Having the data enabled me to nicely push back when I received information that I thought might be incomplete. However, it’s not time to make these calls yet. First, you need to develop your Great Questions.

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