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Consulting toolkit proving your recommendation
- 1. CONSULTING TOOLKIT Narrowing to a Recommendation Proving your Recommendation © 2007-2012 IESIES Development Ltd. All Ltd. Reserved © 2007-2012 Development Rights All Rights Reserved
- 2. Hypothesis trees helpyou to craft a bullet-proof recommendation Hypothesis Tree WHAT? •A “hypothesis tree” is used to decompose a solution logically to everything that has to be proven for it to be the right answer •It starts with the answer and breaks it down in a tree WHY? •It highlights weaknesses in your logic •It focuses your work on the important things you have to prove •It provides a logical structure for your storyline •It prepares you for any challenge in Q&A Use a hypothesis tree when you are ready to focus on 1-2 potential solutions © 2007-2012 IES Development Ltd. All Rights Reserved
- 3. Use brainstorming tokickstart your hypothesis tree Hypothesis Tree HOW TO GENERATE A HYPOTHESIS TREE 1) Write down your recommendation in one sentence (must be specific) 2) Quickly brainstorm everything that has to be true for that to be the right solution 3) Organise and Group logically, 4) Create your tree, moving between general and specific thinking. Phrase each level as precise STATEMENTS 5) Analyse each statement carefully to identify missing branches to your tree 6) Try to poke holes in the logic. Are the statements Necessary AND Sufficient? Are there any other possible conclusions? © 2007-2012 IES Development Ltd. All Rights Reserved
- 4. Hypothesis trees buildfrom a specific answer by asking what would have to be true for that answer to be correct Hypothesis Tree Tertiary Hypothesis 1a Secondary Test these with Specific Hypothesis 1 Tertiary Hypothesis 1b experiments and Statement of the analysis answer to a Tertiary Hypothesis 1c problem Statement 2.a.i Tertiary Hypothesis 2a Statement 2.a.ii Statement 2.a.iii Primary Secondary Tertiary Hypothesis 2b Hypothesis Hypothesis 2 Tertiary Hypothesis 2c Tertiary Hypothesis 3a NB/. If even one Secondary Tertiary Hypothesis 3b Hypothesis is Hypothesis 3 wrong, the Primary Hypothesis is Tertiary Hypothesis 3c wrong! Ask yourself – what would have to be true? Every one Necessary; Collectively Sufficient © 2007-2012 IES Development Ltd. All Rights Reserved
- 5. Hypothesis trees buildfrom a specific answer by asking what would have to be true for that answer to be correct Hypothesis Tree HYPOTHESIS TREE FOR A PARTNERSHIP There is a $y m The opportunity needs these skills/assets opportunity We should partner We are missing these skills/assets to pursue this opportunity Partnering is a better way to get these skills/assets than alternatives (e.g. hiring, contract, JV or We should acquisition) partner with Company X is one of the best partners Company X to with the skills/ assets needed capture the $y m Company X is the opportunity best partner for us There is likely to be a better “fit” with Company X (e.g. Chemistry, shared goals) They will want to partner with us We will be able to We have the skills to negotiate a deal execute a deal We can manage a partnership successfully © 2007-2012 IES Development Ltd. All Rights Reserved
- 6. In addition tothe specifics, there are some generic things to prove in every recommendation Hypothesis Tree EVERY RECOMMENDATION HAS TO PROVE…… • We can implement the recommendation • The recommendation is better than all alternatives • There will be a financial return • We should do it now © 2007-2012 IES Development Ltd. All Rights Reserved