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What Is Scenario Selling?


Just-In-Time

Systems Thinking

Simulation

Scenario Planning

Consultative Selling & Technology - A Tale of WOE

Scenario Selling Summary

Scenario Planning

What Are Scenarios?
What Is Scenario Planning?
Scenarios and Learning
How Does a Scenario Planning Process Promote Learning?
S3 - A Scientific Approach to Managing Complexity

How Does a Scenario Planning Process Promote Learning?

Creating Awareness: Scenarios engage people in discussion of their current situation as well as their desires for the future. This thinking helps the person by: heightening awareness of the need for change; and picturing a wider range of possible options and strategies.

Stimulating Creativity: Scenarios encourage people to stretch beyond traditional approaches for solving problems, and for thinking about possibilities.

Improving Discovery and Questions: Good scenarios cause people to consider the implications of their decisions. As a result, they ask better questions and deeper more meaningful discovery is accomplished.

Challenging Assumptions: To operate in an uncertain world, people need to be able to question their assumptions about the way the world works, so that they can see the world more clearly. Thinking through possible scenarios brings each person's unspoken assumptions about the future to the surface.

Exploring Opportunities: Scenarios help people identify surprises in all areas of their lives and understand these changes from different perspectives. They cal also help determine which opportunities may provide the best outcome.

Reducing Risk: Scenarios help identify unseen or future challenges as well as opportunities. In addition, by recognizing the warning signals and the future that is unfolding, people can minimize the surprises, respond, and act effectively.

Overcoming Internal Obstacles: How do you judge whether learning takes place? Learning changes thinking and almost always changes behavior. A good scenario asks people to suspend their disbelief in its stories long enough to appreciate their impact. You know that a scenario is effective when someone, pondering an issue that ha been taboo or unthinkable before says "Yes. I can see how that might happen. And what I might do as a result." This power to break old stereotypes provides great opportunities for significant change.

Better Decisions: Using scenarios typically results in the identification and development of more thoughtful strategies. They encourage people to think proactively. Ultimately, the end result of scenario planning is not a more accurate picture of tomorrow but an understanding that leads to better decisions today.

Committed Decisions: Decisions which have been pre-tested against a range of what fate may offer are more likely to stand the test of time.

Collaboration: Scenarios help develop a shared language for talking about a shared future.

Increased Confidence: Using scenarios can help people consider the risks of changes before they are made. Scenarios help participants act with the confidence that comes from saying, "I have an understanding of how the world might change, I know how to recognize it when it is changing, and if it changes, I know what to do."

S3 - A Scientific Approach to Managing Complexity ... click here


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