Credibility with the business
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10 min read

Key findings
A useful problem statement names the decision, who takes it, the criteria, the constraints, the accuracy required and the date.
In Block's retention case, three fixes built on the supervisors' account left turnover unchanged, and interviews with employees redefined the problem.
Splitting a problem along different lines shows where it sits, and each cut points to a different owner.
Performance problems more often come from missing data, tools or incentives than from a gap in the individual's knowledge.
The first three interventions rested on the supervisors' account alone, and the employees were not interviewed until the second attempt.
Root cause analysis in HR starts by rewriting the request as a problem statement.
The statement names the decision, who takes it, the criteria, the constraints, the accuracy required and the date.
The practitioner then splits the problem into parts until one cut shows where it sits, and tests each candidate cause against evidence before anyone agrees a solution.
A technology director says attrition is too high and asks for a retention strategy.
A practitioner who accepts that wording starts designing a strategy for a cause that nobody has identified.
Peter Block calls the client's first description the presenting problem, and says he never accepts it as the real problem without his own discovery and analysis.
Why Requests Arrive As Solutions
A manager who feels pain in a function starts to explain its cause, and then asks for the remedy that follows from the explanation.
Block observes that when the manager's account of the cause is accurate, the manager's own attempts at a solution usually succeed.
By the time a request reaches HR those attempts have usually failed, which suggests that the account of the cause was wrong.
Harless observed that organisations facing a problem look for solutions before the problem is defined or any alternative has been considered.
Kaufman and Guerra-Lopez define a need as a gap between current results and desired results, and stress that the gap lies in results and not in processes, methods or means.
A workshop, a retention strategy and a new appraisal form are all means, so the first task is to find the result each one is meant to change.
Conn and McLean list four common failures in problem solving, and the first two happen before any analysis starts.
Weak problem statements. They lack specificity, the decision maker's criteria and constraints, the action that follows if the problem is solved, and a time frame and required accuracy
Asserting the answer. The answer rests on experience or analogy, and is shaped by availability, anchoring or confirmation bias
Conn and McLean call rushing into analysis with a vague statement a clear formula for long hours and frustrated clients.
A Retention Request Redefined
Block describes a large technical organisation that could not keep new employees beyond two or three years.
Managers asked the first-line supervisors why the younger people left, and the supervisors gave three reasons.
Salaries did not match the local cost of living, housing was scarce and expensive, and young people wanted too much too soon.
Top management accepted all three, adjusted pay for short-service employees, opened a housing section in the personnel department and held workshops on the realities of a business career.
A year and a half later turnover was no lower, and in some sections it was higher.
Management then asked the company's training group, acting as internal consultants, to look at the problem.
The training group interviewed first-line supervisors and short-service employees, and the employees gave a different account of why people left.
An orientation on company vision, mission and culture
No responsible assignment for almost a year
No accurate feedback from supervisors on how they were doing
Supervisors with no time for new hires under pressure to deliver perfect work
The training group redefined the problem as one of insufficient support, attention, meaningful tasks and feedback for new hires.
Block points out that this moved the cause from one that no one in management held responsibility for to one where management was a player.
He describes it as a move from the language of innocence, which blamed salary, housing and expectations, to the language of accountability.
Supervisors and new hires then agreed how much time they would spend together, which tasks the new hire would carry and when feedback would come.
Management supported supervisors in giving that time.
Turnover levelled off over the following year and began to fall in the second year.
The first three interventions rested on the supervisors' account alone, and the employees were not interviewed until the second attempt.
What A Problem Statement Contains
Conn and McLean list six characteristics of a good problem statement.
Focused on outcomes, not activities or outputs
Specific and measurable wherever possible
Clearly bound in time
Explicit about the decision maker's values and boundaries, including the accuracy needed
Wide enough to allow unexpected answers
Solved for the whole organisation and not one part of it
They add that one sentence rarely holds all six, so their teams use a worksheet that captures the whole context.
For an HR request, the practitioner can complete an equivalent worksheet in the meeting with the sponsor, with six entries.
The decision the work informs, and who takes it
The criteria the decision will be judged against
The constraints, including budget and timing
The action that follows if the problem is solved
The accuracy required
The date the answer is needed
The accuracy entry sets the effort, because a choice between two options needs less precision than a decision on how much to spend.
For example, the technology director's request could be rewritten as follows.
Decision. Whether to change pay bands, progression rules or manager practice for engineers, taken by the technology director with the finance director
Criteria. Regretted exits among engineers fall, at a cost below the replacement cost of the exits avoided
Constraint. No increase in the total salary budget before April
Action. One funded change agreed in the March planning round
Accuracy. Enough to choose between the three options, without sizing each one precisely
Date. The March planning meeting
Conn and McLean also recommend testing a statement against a challenging antithesis.
For the retention request, that means asking what the data would show if most of the leavers were people the function was content to lose.
Splitting The Problem
Conn and McLean report that few problems can be solved without being broken into component parts.
A team studying asthma in Sydney found its insight only after separating incidence from severity.
Incidence in Western Sydney was 10 per cent higher than in Northern Sydney, while hospitalisation was 65 per cent higher and deaths 54 per cent higher.
That split pointed the team to socioeconomic status, tree cover and air quality, and led to a proposal to address respiratory health through natural solutions.
Conn and McLean call the choice of split the cleaving point.
A people problem can be cut in several ways, and each cut points to a different owner.
Tenure band. Separates selection and onboarding from progression
Regretted and unregretted exits. Shows how much of the problem the business would choose to keep
Manager. Locates the problem in particular teams
Role family. Points to market pay
Destination. Shows who is hiring the leavers
The first cut that leaves one segment with far more exits than its share of headcount is the one to pursue.
Logic Trees And MECE
A logic tree lays the split out as branches that can each be tested.
Conn and McLean require the branches to be mutually exclusive and collectively exhaustive, which they abbreviate to MECE.
Overlapping branches produce double counting, and a gap between branches leaves a cause unexamined.
A tree that splits leavers into pay, manager and career is not MECE, because a leaver who quit over a pay band cap belongs in two branches.
Splitting the same leavers by tenure band gives branches that do not overlap and that cover everyone, because each leaver has exactly one tenure band.
Conn and McLean advise checking whether a tree is MECE when clear hypotheses will not come out of it.
Conn built a logic tree of factory siting variables during an internship at Canon.
It became the department's core tool because it put trade-offs buried in dense reports onto one page and opened the weighting of variables to discussion.
A tree that splits leavers into pay, manager and career is not MECE, because a leaver who quit over a pay band cap belongs in two branches.
Six Barriers To Performance
A training request needs one further test before anything is designed, which is whether the gap lies in knowledge at all.
Mager and Pipe separated performance problems caused by a skill deficiency from those caused by low motivation or obstacles to performing, and training helps only the first kind.
Gilbert identified six barriers to individual performance, and each comes with a question the practitioner can put to the sponsor.
Data. Does the person have sufficient and reliable information on purpose, expectations and performance?
Tools. Does the person have all the resources the work needs?
Incentives. Are financial and non-financial incentives adequate and based on performance?
Knowledge. Is a lack of knowledge or skill contributing?
Capacity. Do the person's abilities match the requirements of the job?
Motives. Does the person have the right motives to perform well in the role?
Gupta and colleagues report that performance problems more often come from a lack of support in the work environment than from the individual.
Their examples of missing support are bad data, worn-out tools and poor incentives.
A call centre case in the same source shows a mixed remedy.
Employees who recorded customer complaints often misrecorded addresses and phone numbers.
Each technician visit that failed to find the customer cost $110 in wages and transport, and it happened about fifteen times a week.
The supervisor gave keyboard training to the employees who needed it.
He also changed the work design so that everyone repeated changed contact details back while entering them, at a total cost of around $5,000.
Barbazette describes this stance as performance consulting.
When a client requests a training event, the performance consultant asks what the training will accomplish and how it relates to a business need.
The consultant then agrees with the client on interventions that need not include training.
The full method for a learning request is set out in training needs analysis.
Five Whys On People Data
The five whys technique records a cause, asks why it happens, records the answer and asks the same question of that answer.
The Joint Commission's guide to performance improvement tools notes that solving a performance problem without finding its underlying cause leaves organisations working on the same issues repeatedly.
The same guide adds that there is usually more than one root cause.
A retention example shows how the chain runs.
Regretted exits are concentrated among engineers with two to four years of tenure
They leave for jobs one grade higher, because internal promotions are decided once a year
Promotions are decided once a year, because the process opens only with the annual pay review
Each answer in the chain can be checked against records, and an answer that cannot be checked is a hypothesis.
Baker notes that the technique works only when it stays on facts and evidence rather than opinion, and that five is not a fixed end point.
The chain stops when the next answer would be another symptom and not a cause someone can act on.
Hypotheses And The One Day Answer
Conn and McLean ask their teams for the one-day answer at any point in a project.
It is a coherent summary of the best current understanding of the problem and the path to a solution.
The practitioner can state it as a hypothesis together with the evidence that would settle it.
In the retention example, the hypothesis is that regretted exits among engineers with two to four years of tenure come from a once-a-year promotion window.
Exit records showing moves to the same grade at higher pay would count against it.
Conn and McLean link the habit to the elevator test, in which the most senior person in the organisation asks how the project is going.
A practitioner who can answer in a few sentences, naming the problem, the suspected cause and what remains unproven, is ready to go back to the sponsor.
The Meeting With The Sponsor
Five questions in the sponsor's own words fill the six entries of the worksheet in one meeting.
"What decision will this help you take, and by when?"
"What has been tried so far, and what happened?"
"Which number should move, and by how much?"
"How exact does the answer need to be?"
"Who else has to agree with the result?"
Block adds that discovery includes how the problem is being managed.
Among the management problems he lists for HR are specialists used as a pair of hands and managers who are reluctant to trust and include HR.
The practitioner writes up the six entries within a day and sends them to the sponsor to correct.
The sponsor's corrections settle the wording, and any remaining difference goes into the agreement described in internal consulting contracting.
When The Sponsor Rejects The Rewrite
Three reasons for holding to the original request need separating, because each calls for a different reply.
The sponsor knows something the practitioner does not. A decision has already been taken or a constraint has not been shared, and asking finds it
The sponsor has committed publicly to the solution. The practitioner looks for a version of the work that answers the real question inside the agreed shape
The sponsor wants visible activity. Taking the work is then a decision the practitioner makes knowingly
Disagreeing with a leader without losing the relationship is covered in advising a leader you disagree with.
The Framing On One Page
A completed framing fits on one page that the sponsor reads and the practitioner defends.
The problem statement with its six entries
The cut that located the problem
The hypotheses, with the test for each
The evidence held and the evidence missing
The recommendation, with its confidence level
The owner and the decision date
The cost of the gap and the comparison with alternatives then go into a proposal, as set out in the business case for a people programme.
Where The Tools Sit
Trusted Talent Advisor covers the diagnostic sequence and the framing questions in its core practitioner component, and the evidence standard behind a recommendation in its evidence component.
Its template pack includes a problem statement canvas and a hypothesis test grid.
Sources
1. Block, P. Flawless Consulting: A Guide to Getting Your Expertise Used. Pfeiffer.
2. Conn, C. and McLean, R. Bulletproof Problem Solving: The One Skill That Changes Everything. Wiley.
3. Kaufman, R. and Guerra-Lopez, I. Needs Assessment for Organizational Success. ASTD Press.
4. Gupta, K., Sleezer, C. M. and Russ-Eft, D. F. A Practical Guide to Needs Assessment. Pfeiffer.
5. Barbazette, J. Managing the Training Function for Bottom Line Results. Pfeiffer.
6. The Joint Commission. The Joint Commission Big Book of Performance Improvement Tools and Templates. Joint Commission Resources.
7. Baker, C. Confident Leaders by Design: An Essential Guide to Confidence Creation. Routledge.
From the system
Trusted Talent Advisor sets out the full method: seven components, 51 tools, The Talent Template Pack and The Prompt Library.
See the system
Questions this answers
How do you do root cause analysis in HR?
Rewrite the request as a problem statement with the decision, criteria, constraints, accuracy and date. Split the problem along several lines to find where it sits, state a hypothesis for each candidate cause, and check each against records or interviews before choosing a solution.
How do you know if it is really a training problem?
Test six barriers before designing anything: data, tools, incentives, knowledge, capacity and motives. Training helps only when a gap in knowledge or skill is the cause, and performance problems more often come from missing information, tools or incentives in the work environment.
What is performance consulting?
A performance consulting approach focuses on business results and not on training events. When a client requests a training event, the consultant asks what it will accomplish and how it relates to a business need, then agrees interventions that need not include training.
How do you push back on a solution request from a senior leader?
Ask what decision the solution supports and what has been tried, then send back a written problem statement for the leader to correct. The rewrite gives the leader something to amend, and any remaining difference goes into the agreement for the work.
What questions should you ask before solving a problem?
Ask what decision the answer will help take and by when, what has been tried and what happened, which number should move and by how much, how exact the answer needs to be, and who else has to agree with the result.
What is problem framing?
Problem framing is stating a problem so that it can be solved, with the outcome sought, the decision it informs, the criteria and constraints, the accuracy required and the date. Conn and McLean quote the adage that a well-defined problem is half solved.
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