A Black Hat Decision Review is a great way to get all the perspectives, pro and con, on the table and to enable your team to make the best possible decision, with your most important risks considered and mitigated. (By the way, “your team” can include you and your customer. That’s the best way to become an “advisor”.)
This process is based on the notion of parallel thinking, popularized by Edward DeBono, in his book, Six Thinking Hats. A brief description of DeBono’s ideas follows below.
Here are the steps in a Black Hat Decision Review:
- The proponent for a decision presents the case for moving forward. Chances are they will present a logical and optimistic case, include the new thinking involved, and highlight the emotional side of a positive outcome.
- All but one member of the reviewing team then meet separately and brainstorm every possible risk they see that would inhibit success. They meet for about 10-15 minutes, and focus on defining the risks, represented by DeBono’s black hat.
- The proponent and one additional team member meet separately and also consider all the possible risks.
- The whole team comes back together. The proponent and partner present all of the risks they saw. The remaining team members present their decision killers, one at a time, taking turns, one issue at a time.
- The team rank orders the risks from greatest risk to lowest risk.
- The teams split up again, this time considering the actions they recommend to mitigate the most significant risks they discovered in the first phase of the exercise.
- After 10-15 minutes, the teams reconvene. The proponent and partner present their action plans first. The remaining team members present their actions next.
- With all risks visible, and lots of input on ways to mitigate the risks, the entire team decides whether or not to move forward with the proposal, and what detailed actions they must take to optimize the probability of success.
Here’s why it works:
DeBono’s Six Thinking Hats model discusses six “thinking hats”: White (facts and figures), Yellow (optimism), Red (emotion), Black (risks of failure), Green (innovation) and Blue (planning) hats.
Instead of ping-ponging around between facts, optimism, pessimism, emotion, logic, and planning aspects of a decision, the team synchronizes their thinking to consider one perspective, or “hat” at a time, until all perspectives have been examined and all team members’ inputs have been considered. The approach makes it much safer for all concerned to name the risks and deal with them, instead of sweeping them under the rug under the onslaught of optimism. The Black Hat Decision Review shortens the due diligence process by focusing primarily on the Black Hat, or risk.
Why just focus on Black?
Advocates for a particular decision, will instinctively focus on the positive aspects and the path forward. Because they are advocating, they may often short change or ignore entirely the topic of risks and probability of failure. The black hat focus makes it easier for team members to feel safe in expressing critical or contrarian ideas, and thus allows for more complete “due diligence” and a better, more-informed decision.
Credit where credit is due!
Thanks to Brad Milner, Managing Partner at TechCXO LLC, for allowing to me adapt his Black Hat Deal Review for a broader audience. Brad wows consultative sales teams with this approach, and invariably they are excited about its power and relevance to their success.