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The Moment of Clarity Using the Human Sciences to Solve Your Toughest Business Problems The Moment of Clarity was a joint effort by ReD Associates founding partners Christian Madsbjerg and Mikkel B. Rasmussen. Their careers have focused on studying human behavior, problem solving, and innovation. In this book, they apply what they have learned and observed to the challenges faced by businesses today. It is apparent to the reader that they are avid readers in their own right, and their bookshelves clearly hold titles representing a wide array of fiction and non-fiction topics. The Moment of Clarity referred to in the books title refers to the realization by business leaders that if understanding human behavior is critical to a corporations success, an over-reliance traditional thinking and data will cause them to fall short. They differentiate between two types of thinking: default thinking and sensemaking. Sensemaking is the authors methodology for reaching Moments of Clarity. I will admit that I struggled with the concept at first especially since I am absolutely more comfortable with default thinking and data analysis. Default thinking helps us create efficiencies, optimize resources, balance product portfolios, increase productivity, invest in markets with the shortest and biggest payback, cut operational complexity, and generally get more bang for the buck (p. 13) That description might as well be a procurement job description. But, the authors ask, what if your challenges go beyond the above? What if methods from the past fail to generate the desired results? If that is the case, you may find yourself Navigating in a Fog and in desperate need of a Moment of Clarity. It was not until I read the chapter on Healthy Harry Potter where the authors recount a failed attempt to bring together a diverse group of leading innovative thinkers to solve complex problems, including health care. Much to my relief, although straight data is not the key to earning a Moment of Clarity, neither are mandatory hugs, sticky notes, and beanbag chairs. Moments of Clarity occupy the space between straight data and singing Kumbaya in a circle. Sensemaking recognizes the difference between being bound or confined by structure and data and using it as a solid foundation for informed change balanced with an understanding of human nature. Almost all data analysis is about crunching numbers from the past and extrapolating these numbers into the future. For obvious reasons, the past does not include data on things that havent happened or ideas that have not yet been imagined. As a result, data analysis of the future tends to underestimate or even ignore past events or conditions that cant be measured while overestimating those that can (p. 43, authors emphasis). This particular quote provides food for thought and a prudent warning for procurement teams that are overly reliant on historical spend data in their efforts to create value and support the core mission of the organization. In addition to making sure we incorporate both structured and unstructured data in professional decisionmaking, The Moment of Clarity also recognizes the importance of gut instincts. While good instincts are imprecise and abstract, they are also very difficult to teach and are impossible to learn from a book. Since Chief Procurement Officers continue to struggle with the talent and knowledge limitations of their teams, the importance of identifying and fostering good instincts provides a new approach to a high priority challenge for procurement organizations.

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Understanding people and their motivations should be a core competency for all procurement professionals. This is especially true as outsourcing, process changes, and compliance issues represent a larger portion of procurements project load. The book is easy to read and comprehend, even for non-human science practitioners. The application of sensemaking in business is made abundantly clear through a number of case studies, including LEGO, Coloplast, Intel, Adidas, and Samsung TV. -- Kelly Barner, Buyers Meeting Point

About Buyers Meeting Point Buyers Meeting Point is an online knowledge and professional development resource for procurement and supply management professionals. Our mission is to support overburdened professionals by making information accessible by centralizing access to resources on our site, by digesting content and evaluating sources looking for the highest quality information, and by making sure all our coverage is done clearly and simply with no presupposition of pre-existing knowledge or experience. There is a world of information available to you and our site and resources provide an avenue for you to gain market knowledge and expertise from others and to apply them where appropriate for your business. Watch our news articles and blog postings for information on webinars, solutions, research reports, publications and whitepapers being discussed by your colleagues. Make sure you get a well-rounded perspective on procurement by reading our Flip Side content featuring "The Sales Guy". We are convinced you will find something among our resources to assist you with your current challenges. For more information, please visit www.buyersmeetingpoint.com or email management@buyersmeetingpoint.com

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