The right way to ask smarter questions

In the ever-evolving landscape of business, where uncertainty and rapid changes are the norms, the ability to ask smarter questions has become a pivotal leadership competency. As Arnaud Chevallier and colleagues highlight in "The Art of Asking Smarter Questions," the right questions can significantly enhance strategic decision-making and foster innovation. This article delves into the various types of questions that leaders can use to navigate complex business challenges and drive their organizations forward.

The Importance of Strategic Decision-Making

Strategic decision-making is at the heart of effective leadership. It involves making choices that will shape the future direction of an organization. However, in a world where information is abundant, the key differentiator is no longer access to data but the ability to craft intelligent inquiries. As Jane Fraser, CEO of Citi, aptly puts it, “As a leader, you don’t have the answers; your workforce does. That’s completely changed how you have to lead an organization. You have to unleash the creativity”.

Types of Strategic Questions

To enhance strategic decision-making, leaders can employ five main types of questions: investigative, exploratory, reframing, probing, and focusing. Each type serves a unique purpose and can uncover different aspects of a problem or opportunity.

1. Investigative Questions

Investigative questions are designed to uncover the facts and data surrounding a situation. They help clarify the current state and identify any discrepancies. Examples include:

• What are the key facts of the situation?
• What data is available, and what does it reveal?
• What assumptions underlie our current understanding?

By asking these questions, leaders can build a solid foundation for further discussion and ensure that their decisions are based on accurate information.

2. Exploratory Questions

Exploratory questions broaden the scope of inquiry and encourage the exploration of new ideas and possibilities. They stimulate creative thinking and challenge the status quo. Examples include:

• What if we approached this problem from a different angle?
• What could we learn from best practices in other industries?
• What might the future look like if we pursue this strategy?

These questions can lead to breakthrough strategies and innovative solutions that might not have been considered otherwise.

3. Reframing Questions

Reframing questions challenge existing assumptions and help leaders view situations from different perspectives. They can uncover hidden opportunities and lead to more nuanced strategies. Examples include:

• What are we assuming about this situation?
• How might others view this problem?
• What if our assumptions are wrong?

By reframing the problem, leaders can gain new insights and develop more effective strategies.

4. Probing Questions

Probing questions delve deeper into specific aspects of a situation or problem. They help leaders gain a more detailed understanding of complex issues. Examples include:

• Why is this happening?
• What are the underlying causes of this issue?
• What are the potential consequences of this decision?

These questions can reveal critical information that might otherwise be overlooked, enabling leaders to make more informed decisions.

5. Focusing Questions

Focusing questions help leaders zero in on the most critical aspects of a situation or problem. They prioritize efforts and allocate resources effectively. Examples include:

• What is the most pressing issue we need to address?
• Where should we focus our resources?
• What are the key priorities for our team?
• By asking focusing questions, leaders can ensure that their strategic decisions address the most important needs of the organization.

The Role of AI in Strategic Questioning

Advances in AI have transformed the business landscape, shifting the focus from finding answers to crafting smart prompts. AI can assist leaders in generating and refining questions, providing new insights, and uncovering hidden patterns. This technological shift underscores the importance of effective questioning in driving innovation and strategic decision-making.

Mastering the art of asking smarter questions is essential for effective leadership and strategic decision-making. By employing investigative, exploratory, reframing, probing, and focusing questions, leaders can uncover deeper insights, foster innovation, and develop more effective strategies. As the business environment continues to evolve, the ability to ask the right questions will remain a critical skill for leaders seeking to navigate complexity and drive their organizations forward.