Typically, what we do when we encounter any business problem is to point a finger, understand the cause, think of options, then decide what to do. If we fail, then we do plan B.
I came across with inversion or retrograde analysis with some articles I found online, and I wonder how can this concept apply to real-life business problems.
I’d love to share some sample scenarios based on my experience hoping this could help you as well.
Case #1 – Sales Problem: Leads generation.
Inversion Analysis: How can I prevent the company from generating leads?
Some Answers: Don’t do telemarketing and online marketing, don’t ask for referrals from friends and existing customers ( i just thought about this now), don’t analyze what the customers want, don’t do promotions.
Action plan: Ask for referrals, analyze the market, start an online marketing campaign.
Case #2 – Operational Problem: Team Performance
Inversion Analysis: How can I prevent the team from delivering on time, and with quality?
Some Answers: Keep unprofessional people, don’t strengthen recruitment screening, don’t lead the team, don’t provide training.
Action plan: Strengthen HR rules, policies and recruitment. Establish a good training program. Lead by example, coaching, and motivation.
Case #3 – Financial problem: Cash flow
Inversion Analysis: How can I make the company run short in cash?
Some Answers: Don’t force collection, don’t control expenses, don’t match revenue and expenses, invest on an asset without a careful assessment.
Action plan: Strengthen collection and maintain a “funded” budget.
Case $4 – Product development problem: Marketability
Inversion Analysis: How can I make the product not sellable and marketable?
Some Answers: Develop fancy features that customers do not need, don’t analyze customer benefits, don’t invest time to enhance the user experience.
Action plan: Realize customer benefits and invest time in enhancing the user experience.
In summary, I think the main benefit of this technique is to make us look at things and problems on a different perspective. Examples above are sort of like high-level, but you can go down to a more detailed problem to solve using inversion.