Solving complex problems and selling their solutions is critical for personal and organizational success. For most of us, however, it doesn’t come naturally and we haven’t been taught how to do it well. Research shows a host of pitfalls trips us up when we try: We’re quick to believe we understand a situation and jump to a flawed solution. We seek to confirm our hypotheses and ignore conflicting evidence. We view challenges incompletely through the frameworks we know instead of with a fresh pair of eyes. And when we communicate our recommendations, we forget our reasoning isn’t obvious to our audience.
How can we do it better?
In Cracked It! , seasoned strategy professors and consultants Bernard Garrette, Corey Phelps and Olivier Sibony present a rigorous and practical four-step approach to overcome these pitfalls. Building on tried-and-tested (but rarely revealed) methods of top strategy consultants, research in cognitive psychology, and the latest advances in design thinking, they provide a step-by-step process and toolkit that will help readers tackle any challenging business problem. Using compelling stories and detailed case examples, the authors guide readers through each step in the process: from how to state, structure and then solve problems to how to sell the solutions.
Written in an engaging style by a trio of experts with decades of experience researching, teaching and consulting on complex business problems, this book will be an indispensable manual for anyone interested in creating value by helping their organizations crack the problems that matter most.

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大手笔是怎样炼成的(套装共4册)

Garrette, Bernard, Phelps, Corey, Sibony, Olivier

Garrette, Bernard, Corey Phelps, Olivier Sibony

Adobe InDesign CC 13.0 (Windows)

谢亦森

Palgrave Macmillan, imprint published by Springer Nature Switzwerland AG

长江文艺出版社

Switzerland, Switzerland

Switzerland, 2018

Jun 10, 2018

Cham, 2018

sm70194882

producers:
Adobe PDF Library 15.0

{"edition":"1st ed. 2018","isbns":["3319893742","3319893750","9783319893747","9783319893754"],"last_page":303,"publisher":"Springer"}

Source title: Cracked it!: How to solve big problems and sell solutions like top strategy consultants

Acknowledgments 8
Contents 11
List of Figures 15
List of Tables 17
1: The Most Important Skill You Never Learned 18
Fast and Slow Problem Solving 19
Problem Solving and the Expertise Trap 22
Complex Problems and “Unknown Unknowns” 24
The Need for a Disciplined Problem-Solving Process 27
Chapter 1 in One Page 29
2: The Five Pitfalls of Problem Solving 32
Case 1: When the Music Industry Went Out of Tune 32
Pitfall 1: Flawed Problem Definition 33
Case 2: The Grameen–Danone Strengthening Yogurt 35
Pitfall 2: Solution Confirmation 38
Case 3: The Call Center Story 39
Pitfall 3: Wrong Framework 40
Case 4: New Strategy at J.C. Penney 42
Pitfall 4: Narrow Framing 43
Case 5: A Fat Chance for Sugar 46
Pitfall 5: Miscommunication 49
Chapter 2 in One Page 50
3: The 4S Method 52
Where Does the 4S Method Come from? 52
PSAC: The Problem-Solving Approach of Consulting 52
Hypothesis-Driven Thinking and Cognitive Science 53
Solution Generation and Design Thinking 56
An Overview of the 4S Method 58
State: A Problem Well Posed Is Half-Solved 60
Structure: The Architecture of Problem Solving 61
Solve: Between Analysis and Creativity 63
Sell: Choose the Approach That Suits Your Audience 65
Chapter 3 in One Page 68
4: State the Problem: The TOSCA Framework 70
Trouble: What Makes This Problem Real and Present? 71
Is “Trouble” a Diagnosis? 72
Owner: Whose Problem Is This? 74
Success Criteria: What Will Success Look Like, and When? 75
Constraints: What Are the Limitations and Trade-Offs? 77
Actors: Who Are the Stakeholders? 78
Write the Core Question 79
Singing TOSCA as a Choir 82
Chapter 4 in One Page 84
5: Structure the Problem: Pyramids and Trees 86
Hypothesis-Driven Problem Structuring 88
Building a Hypothesis Pyramid 89
Necessary and Sufficient Conditions 90
The Rule of MECE 92
Hypothesis-Driven Problem Structuring: Pros and Cons 96
The Irresistible Appeal of the Hypothesis-Driven Approach 96
The Dangers of Hypothesis-Driven Problem Structuring 97
Logical Challenges 99
Issue-Driven Problem Structuring 101
The Cartesian Rules: MECE Strikes Again 101
Issue Trees Versus Hypothesis Pyramids 102
Growing Issue Trees 103
The 80/20 Rule 106
Growing a Tree or Building a Pyramid? 106
Chapter 5 in One Page 109
6: Structure the Problem: Analytical Frameworks 111
Using Frameworks to Breakdown Problems 112
The Danger of Frameworks: Frameworks as Mental Models 115
Industry Frameworks: Value Drivers 117
Choosing the Right Industry Framework 119
Functional Frameworks 121
Our Top Functional Frameworks 123
When All Else Fails, Try Good Old Logic 129
Chapter 6 in One Page 131
7: Solve the Problem: Eight Degrees of Analysis 133
From Structuring to Analyses 133
Eight Degrees of Analysis 137
Planning the Work 141
Conducting the Analysis 142
Picking the Right Data 142
Making Sound Assumptions 145
Getting the Numbers Right 147
Making Sense of the Numbers 148
Chapter 7 in One Page 152
8: Redefine the Problem: The Design Thinking Path 155
Design Thinking and When to Use it 158
Five Phases, One Mindset 160
Phase 1: Empathize 163
Starting to Empathize: The Design Brief 164
Activities for Empathy 165
With Whom to Empathize? 169
The Power of Empathy: The LEGO Turnaround 170
Phase 2: Define 172
The POV Statement 172
How to Define: Activities, Tools, and Deliverables 173
Chapter 8 in One Page 181
9: Structure and Solve the Problem Using Design Thinking 184
Phase 3: Ideate 186
How to Generate Concepts: Principles and Methods 186
Guidelines for Ideation 187
Methods for Ideation 188
How to Evaluate and Select Concepts: Principles and Methods 195
Phase 4: Prototype 197
Benefits of Prototyping 199
How to Prototype? 200
Phase 5: Test 201
How to Test? 201
Chapter 9 in One Page 206
10: Sell the Solution: Core Message and Storyline 211
Don’t Tell the Story of the Search, Tell the Story of the Solution 212
The Pyramid Principle 214
Pave the Way for a Dialogue 218
Design Your Storyline 219
A Story of Two Pyramids 220
Pyramids Can Be Built from the Top ... 222
... But Are More Often Built from the Bottom 223
Go for Either a Grouping or an Argument 227
Grouping or Argument? 230
Chapter 10 in One Page 234
11: Sell the Solution: Recommendation Report and Delivery 236
Manage Communications Throughout the Process 237
Beware the PowerPoint Curse 238
Create an Effective, Modular Report 239
Develop the Content Pages 243
Make Quantitative Charts Relevant and Simple 246
Use Conceptual Charts Sparingly 254
Trim the Deck Ruthlessly 254
Quality Control 256
Beyond Slide Presentations 256
Tell a Story to Launch the Conversation 258
Let the Audience Absorb the Content 259
Chapter 11 in One Page 261
12: The 4S Method in Action 263
Case Study: The Kangaroo Opportunity 263
What Is the Problem? 267
Structuring the Problem 269
Solving the Problem 269
Selling the Solution 271
Storyline of the Kangaroo Opportunity 271
Appendix: First Section of a Report on the Kangaroo Case Study 275
13: Conclusion: Becoming a Master Problem-Solver 282
Index 286

Solving complex problems and selling their solutions is critical for personal and organizational success. However, it doesn't come naturally and most of us haven't been taught how to do it well. Research shows a host of pitfalls trips us up when we try: We're quick to believe we understand a situation and jump to a flawed solution. We seek to confirm our hypotheses and ignore conflicting evidence. We view challenges incompletely through the frameworks we know instead of with a fresh pair of eyes. And when we communicate our recommendations, we forget our reasoning isn't obvious to our audience. How can we do it better? In Cracked It!, seasoned strategy professors and consultants Bernard Garrette, Corey Phelps and Olivier Sibony present a rigorous and practical four-step approach to overcome these pitfalls. Building on tried-and-tested (but rarely revealed) methods of top strategy consultants, research in cognitive psychology, and the latest advances in design thinking, they provide a step-by-step process and toolkit that will help readers tackle any challenging business problem. Using compelling stories and detailed case examples, the authors guide readers through each step in the process: from how to state, structure and then solve problems to how to sell the solutions. Written in an engaging style by a trio of experts with decades of experience researching, teaching and consulting on complex business problems, Cracked It! will be an indispensable manual for anyone interested in creating value by helping their organizations crack the problems that matter most

Front Matter ....Pages i-xix
The Most Important Skill You Never Learned (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 1-14
The Five Pitfalls of Problem Solving (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 15-34
The 4S Method (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 35-52
State the Problem: The TOSCA Framework (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 53-68
Structure the Problem: Pyramids and Trees (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 69-93
Structure the Problem: Analytical Frameworks (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 95-116
Solve the Problem: Eight Degrees of Analysis (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 117-138
Redefine the Problem: The Design Thinking Path (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 139-167
Structure and Solve the Problem Using Design Thinking (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 169-195
Sell the Solution: Core Message and Storyline (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 197-221
Sell the Solution: Recommendation Report and Delivery (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 223-249
The 4S Method in Action (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 251-269
Conclusion: Becoming a Master Problem-Solver (Bernard Garrette, Corey Phelps, Olivier Sibony)....Pages 271-274
Back Matter ....Pages 275-284

Solving complex problems and selling their solutions is critical for personal and organizational success. For most of us, however, it doesn't come naturally and we haven't been taught how to do it well. Research shows a host of pitfalls trips us up when we try: We're quick to believe we understand a situation and jump to a flawed solution. We seek to confirm our hypotheses and ignore conflicting evidence. We view challenges incompletely through the frameworks we know instead of with a fresh pair of eyes. And when we communicate our recommendations, we forget our reasoning isn't obvious to our audience. In __Cracked It!__, seasoned strategy professors and consultants Bernard Garrette, Corey Phelps and Olivier Sibony present a rigorous and practical four-step approach to overcome these pitfalls. Building on tried-and-tested (but rarely revealed) methods of top strategy consultants, research in cognitive psychology, and the latest advances in design thinking, they provide a step-by-step process and toolkit that will help readers tackle any challenging business problem. Using compelling stories and detailed case examples, the authors guide readers through each step in the process: from how to state, structure and then solve problems to how to sell the solutions.

2018-08-15