Art of Powerful Questions

THE ART OF

POWERFUL QUESTIONS

Catalyzing Insight, Innovation, and Action

by Eric E. Vogt, Juanita Brown, and David Isaacs

THE ART OF POWERFUL QUESTIONS: Catalyzing Insight, Innovation, and Actionby Eric E.Vogt, Juanita Brown, and David Isaacs; illustrations by Nancy Margulies

Design and layout by Nancy Daugherty

Copyright © 2003 by Eric E.Vogt, Juanita Brown, and David IsaacsAll rights reserved.

ISBN 0-9724716-1-8

T Printed on recycled paper.Printed in the United States of America.First edition. First printing September 2003.

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WE’D LIKE TO THANK KEN HOMER FOR HISINVALUABLE ASSISTANCE IN SHAPING THISARTICLE AND FRAN PEAVEY FOR HER PIONEERING WORK IN MAKING STRATEGICQUESTIONS PART OF OUR LEXICON.

“If I had an hour to solve a problem and my life depended onthe solution, I would spend the first 55 minutes determiningthe proper question to ask, for once I know the proper ques-tion, I could solve the problem in less than five minutes.”

—ALBERT EINSTEIN

W hen was the last time you sat through a meetingand said to yourself,“This is a complete waste of

time!”? Was it yesterday, or even just a few hours ago?Why did that gathering feel so tedious? Perhaps it’sbecause the leaders posed the wrong questions at thestart of the session.Or,worse yet,maybe they didn’t askany engaging questions, and as a result, the meetingconsisted of boring reports-outs or other forms of one-way communication that failed toengage people’s interest or curiosity.

The usefulness of the knowledgewe acquire and the effectiveness of theactions we take depend on the qualityof the questions we ask. Questionsopen the door to dialogue and discov-ery.They are an invitation to creativityand breakthrough thinking. Questionscan lead to movement and action onkey issues; by generating creativeinsights, they can ignite change.

Consider the possibility that every-thing we know today about our worldemerged because people were curious.They formulat-ed a question or series of questions about somethingthat sparked their interest or deeply concerned them,which lead them to learn something new.Many Nobellaureates describe the “Eureka!” moment of their dis-covery as when the “right” question finally revealeditself—even if it took them considerable time to comeup with the final answers. For example, Einstein’s the-ory of relativity resulted from a question that he hadwondered about when still a teenager: “What wouldthe universe look like if I were riding on the end of alight beam at the speed of light?” Einstein regularlypracticed this kind of “thought experiment,” which,

over time, led to significant advances in the field ofphysics. Many years later, an empirical demonstrationshowed that light from distant stars actually curved asit passed through the gravitational force of our sun.Einstein’s graduate students rushed to him as he waswalking through the Princeton campus andexclaimed, “Dr. Einstein, light really does bend!”Einstein looked at them quizzically and said, “Ofcourse!” He had come to this conclusion throughexploring the question in his own thought experi-ment years before.

Another Nobel-prize winner, physicist ArnoPenzias, when asked what accounted for his success,replied,“I went for the jugular question.” Still practic-

ing his questioning discipline today,Penzias recently commented at a FastCompany Conference, “Change startswith the individual. So the first thing I doeach morning is ask myself, ‘Why do Istrongly believe what I believe?’Constantly examine your own assump-tions.” It’s this type of self-questioningthat keeps creativity alive.

In other key examples of the impor-tance of powerful questions, a query byJames Watson and Francis Crick, “Whatmight DNA look like in a 3D form?” led tothe discovery of the double helix and for-

ever altered the scientific landscape.During the Tylenolcrisis in the early 1980s, considering the question,“What is the most ethical action we might take?”enabled Johnson & Johnson to restore consumer trustand become a leader in corporate responsibility. Andasking, “Where can I get a good hamburger on theroad?” motivated Ray Kroc to create McDonald’s, thefast-food chain that became an international icon. Evenfor ordinary folks, asking a question as simple as,“Whatdoes all this mean?”or “What can we do that could helpshift this situation?” or “What haven’t we thought ofthat could make a difference?” can have a startlingimpact on creating new knowledge and insight.

“I WENT FORTHE JUGULAR

QUESTION.”

ARNO PENZIAS,

NOBEL LAUREATE

THE ART OF POWERFUL QUESTIONS 1

THE ART OF POWERFUL QUESTIONSCatalyzing Insight, Innovation, and Action

by Eric E. Vogt, Juanita Brown, and David Isaacs

Why Don’t We Ask Better Questions?If asking good questions is so critical, why don’t mostof us spend more of our time and energy on discover-ing and framing them? One reason may be that muchof Western culture,and North American society in par-ticular, focuses on having the “right answer” ratherthan discovering the “right question.”Our educationalsystem focuses more on memorization and roteanswers than on the art of seeking new possibilities.We are rarely asked to discover compelling questions,nor are we taught why we should ask such questionsin the first place. Quizzes, examinations, and aptitudetests all reinforce the value of correct answers. Is itany wonder that most of us are uncomfortable withnot knowing?

The aversion in our culture to asking creativequestions is linked to an emphasis on finding quickfixes and an attachment to black/white, either/orthinking. In addition, the rapid pace of our lives andwork doesn’t often provide us with opportunities toparticipate in reflective conversations in which wecan explore catalytic questions and innovative possi-bilities before reaching key decisions. These factors,coupled with a prevailing belief that “real work” con-sists primarily of detailed analysis, immediate deci-sions, and decisive action, contradict the perspectivethat effective “knowledge work” consists of askingprofound questions and hosting wide-ranging strate-gic conversations on issues of substance.

The reward systems in our organizations furtherreinforce this dilemma. Leaders believe that they arebeing paid for fixing problems rather than for foster-ing breakthrough thinking. Between our deep attach-ment to the answer—any answer—and our anxietyabout not knowing, we have inadvertently thwartedour collective capacity for deep creativity and freshperspectives. Unfortunately, given the unprecedentedchallenges we face both in our own organizations and

as a global community,we need these skills now morethan ever.

Are there organizations that do place a high valueon questions? Consider this: In Germany, the job titleDirektor Grundsatzfragen translates as “Director ofFundamental Questions.”As a German colleague said:

“Yes, there’s a job title of Direktor Grundsatz-fragen. Some of the larger German companieshave an entire department of Grundsatz-fragen. These are the people who are alwaysthinking about what the next questions willbe. Of course, these people are only in theGerman companies headquartered in Germany,such as Daimler, Bayer, Siemens, or SAP. If theGerman company is acquired by a U.S. compa-ny,they usually eliminate the Grundsatzfragenpositions.”

The German understanding and appreciation ofGrundsatzfragen may stem from a culture that high-ly values philosophy and the ongoing questioning ofpriorities and the meaning of life. Even today, thisfocus is reflected in some unique aspects of high-school education. In the German Gymnasium, fromthe ages of 14 to 17, students are typically assigned tostudy groups with 30 of their peers. In the words ofone graduate, “We work intensely together in everysubject, and then in the second year, we meet Goethe(the famous 19th-century German philosopher), andwe question our entire world for two years. Weemerge with a greater appreciation for the power ofquestions and the power of conversation.”

As we enter an era in which systemic issues oftenlie at the root of critical challenges, in which diverseperspectives are required for sustainable solutions,and in which cause-and-effect relationships are notimmediately apparent, the capacity to raise penetrat-ing questions that challenge current operating

2 THE ART OF POWERFUL QUESTIONS

POWERFUL QUESTIONS AND KEY OUTCOMES

Who

Watson and Crick

James Burke, CEO, Johnson & Johnson

Ray Kroc

Question

“What might DNA look like in 3D form?”

“What is the most ethical action we might take?”

“Where can I get a good hamburger on the road?”

Outcome

Discovery of the double helix

Restoration of consumer confidence

Creation of McDonald’s

assumptions will be key to creating positive futures.As Einstein said, “The problems we have cannot besolved at the same level of thinking that createdthem.” And in her book The Art of the Question,Marilee Goldberg adds,“A paradigm shift occurs whena question is asked inside the current paradigm thatcan only be answered from outside it.” It’s this kind ofparadigm shift, based on powerful questions, that maybe necessary to create truly innovative solutions toour most pressing concerns.

What Makes a Question Powerful?In a wonderfully evocative description, Fran Peavey, apioneer in the use of strategic ques-tions, observes:

“Questions can be like a lever youuse to pry open the stuck lid on apaint can. . . . If we have a shortlever, we can only just crack openthe lid on the can. But if we have alonger lever, or a more dynamicquestion, we can open that can upmuch wider and really stir thingsup. . . . If the right question isapplied, and it digs deep enough,then we can stir up all the creative solutions.”

While you may not immediatelyknow the characteristics of a powerful question, it’sactually quite easy to recognize one.For instance, if youwere an Olympic judge scoring the power of questionson a scale from one to ten (with ten being the highest),how would you rate the following queries?

1. What time is it?2. Did you take a shower?3. What possibilities exist that we haven’t

thought of yet?4. What does it mean to be ethical?

We have tested questions such as these in severaldifferent cultures. In the process, we’ve discoveredthat, despite cultural differences, people quite consis-tently rate questions one and two as being less power-ful, and questions three and four as being more power-ful. Clearly, powerful questions are ones that transcendmany boundaries.

Not long ago, we hosted a conversation with agroup of international colleagues about what makes

a compelling question. Here are some of theirreflections:Finn Voldtofte (Denmark):The question has to catch

people where they are, to meet them where thereis the most energy and relevance for them, andthen use that energy to go deeper. Action willflow naturally from that energy.

Felipe Herzenborn (Mexico):The question also needsto be simple and clear and penetrating. It’s like alaser beam. A good question invites and chal-lenges you to reflect at a deeper level—to find theknowledge or wisdom that’s already therebeneath the surface.

Verna Allee (U.S.): To me, the mostenergizing questions are those thatinvolve people’s values, hopes, andideals—questions that relate tosomething that’s larger than them,where they can connect and con-tribute. People don’t have a lot ofenergy around questions that areonly about removing pain.

David Isaacs (U.S.): Even though it’suseful to acknowledge pain, I thinkit’s also important to shift the ques-tion away from a problem focus orfix-it focus to a possibility focus.There’s always a subtle feeling of dis-empowerment in a problem,a feelingthat all the doors are shut.“We’ve got

a problem . . .oh no! Not another problem!”There’sa weariness and stuckness about it. Simply asking,“What’s the possibility we see in this situation?”canmake a big difference.

Toke Moller (Denmark): Here’s an example of thatapproach. I was working with a local school toframe a possibility-oriented question. We askedteachers, students, parents, and administrators,“What could a good school also be?”This way ofposing the question helped people to see theirschool in a different light. It resulted in some amaz-ing new ideas. I’m quite sure they would not havebeen as innovative if the question had focused onlyon fixing problems.

Carlos Mota (Mexico): It’s a real art to find as well as toshape the right question for your situation. Once afriend told me about a time she was being inter-viewed.The interviewer said,“We’re just going toask you one question: What’s the question we


“A PARADIGM SHIFTOCCURS WHEN A

QUESTION IS ASKEDINSIDE THE CURRENTPARADIGM THAT CANONLY BE ANSWERED

FROM OUTSIDE IT.”

MARILEE GOLDBERG,

THE ART OF THE QUESTION

should be asking?” Sometimes the most importantthing to do is to help the people themselves shapethe questions in the most powerful way, since theyknow their own situation the best of anyone.

Thus, a powerful question:• generates curiosity in the listener• stimulates reflective conversation• is thought-provoking• surfaces underlying assumptions• invites creativity and new possibilities• generates energy and forward movement• channels attention and focuses inquiry• stays with participants• touches a deep meaning • evokes more questions

A powerful question also has the capacity to “trav-el well”—to spread beyond the place where it beganinto larger networks of conversation throughout anorganization or a community.Questions that travel wellare often the key to large-scale change. As we’ll explorebelow, how such queries are crafted can make a differ-ence in their capacity to move a system toward innova-tive futures.

The Architecture of Powerful QuestionsAs shown at the start of this volume, powerful ques-tions can dramatically improve the quality of insight,innovation, and action in our organizations, in ourcommunities, and in our lives.Therefore, understand-ing the basic architecture of formulating powerfulquestions is a key skill in today’s knowledge economy.There are three dimensions to powerful questions:construction, scope, and assumptions. Each con-tributes to the quality of learning and knowledge cre-ation that emerges as we engage with others in a gen-erative inquiry.

THE FIRST DIMENSION:The Construction of a QuestionThe linguistic construction of a question can make acritical difference in either opening our minds or nar-

rowing the possibilities we can consider. Is it a yes/noquestion? Is it an either/or question? Does it beginwith an interrogative, such as Who,What, or How?

WHO WHATWHEN WHERE WHICHWHY HOW?

Just for fun, try placing these words in a pyramidof lower to higher power. Don’t think too much; useyour intuition.

When asked, most people rank these words frommore powerful to less powerful as follows:

By using the words toward the top of the pyra-mid,we can make many of our questions more robust.For example, consider the following sequence:

• Are you satisfied with our working relationship?

• When have you been most satisfied with ourworking relationship?

• What is it about our working relationship thatyou find most satisfying?

• Why might it be that that our working relationship has had its ups and downs?

As you move from the simple “yes/no” question atthe beginning toward the “why” question at the end,you’ll notice that the queries tend to stimulate morereflective thinking and a deeper level of conversation.


Construction

Assumptions

Scope

More Powerful

Less Powerful

More Powerful

Less Powerful

WHY,HOW,WHAT

WHO, WHEN, WHERE

WHICH, YES/NO QUESTIONS

That’s what we mean by a powerful question—onethat provokes thoughtful exploration and evokes cre-ative thinking.

However, a note of caution: Unless a “why” ques-tion is carefully crafted, it can easily evoke a defensiveresponse, as people try to justify their answer ratherthan proceed in a spirit of inquiry. For instance, thequestions, “Why can’t you ever tell me exactly whatyou are thinking?” or “Why did you do it that way?”can cause someone to defend a given position orrationalize some past decision, rather than open newpossibilities. In contrast, when a “why”question stemsfrom genuine curiosity, such as “I wonder why thathappened?” then the inquiry has the potential to cre-ate useful insights.

Just because a question is situated near the top ofthe pyramid does not necessarily mean that it is moreimportant or more relevant than its counterparts at thebottom. Depending on your goals, a “yes/no” questioncan be extremely important (particularly if you are clos-ing a large sale!).Likewise, a questionthat gets at the factsof who, when, andwhere can often becrucial, such as in alegal case. However,when you want toopen the space forcreativity and break-through thinking,questions construct-ed around the wordsat the top of the pyramid will have more strategic lever-age than those that use the words at the bottom.

THE SECOND DIMENSION:The Scope of a QuestionIt’s important not only to be aware of how the wordswe choose influence the effectiveness of our query,but also to match the scope of a question to ourneeds.Take a look at the following three questions:

• How can we best manage our work group?• How can we best manage our company?• How can we best manage our supply chain?

In this example, the questions progressivelybroaden the domain of inquiry as they consider larg-er and larger aspects of the system; that is, they

expand in scope.As you work to make your questionspowerful, tailor and clarify the scope as precisely aspossible to keep them within the realistic boundariesand needs of the situation you are working with.Avoidstretching the scope of your question too far. Forexample, compare the following question to the onesabove:

• How can we best manage the economy?

While extremely interesting, this query is clearlyoutside the scope of most people’s capacity to takeeffective action, at least in the short term. In many sit-uations, this would be a less strategic question thanone for which those involved had the capacity tomake a more immediate difference.

THE THIRD DIMENSION:The Assumptions Within QuestionsBecause of the nature of language, almost all of thequestions we pose have assumptions built into them,

either explicit or implicit.These assumptions mayor may not be shared bythe group involved in theexploration; for instancethe question, “Howshould we create a bilin-gual educational systemin California?” assumesthat those involved in theexploration have agreedthat being bilingual is animportant capacity for

the state’s students. However, some powerful ques-tions challenge everyone’s existing assumptions. Forexample,ask yourself what assumptions the followingquestion might challenge: “How might we eliminatethe border between the U.S. and Mexico?”

To formulate powerful questions, it’s important tobecome aware of assumptions and use them appro-priately. So, contrast the question, “What did we dowrong and who is responsible?” with “What can welearn from what’s happened and what possibilities dowe now see?” The first question assumes error andblame; it is a safe bet that whoever is responding willfeel defensive.The second question encourages reflec-tion and is much more likely than the first query tostimulate learning and collaboration among thoseinvolved.


“A VITAL QUESTION, A CREATIVE QUESTION, RIVETS OUR ATTENTION. ALL THE CREATIVEPOWER OF OUR MINDS IS FOCUSED ON THE

QUESTION. KNOWLEDGE EMERGES IN RESPONSETO THESE COMPELLING QUESTIONS. THEY OPEN

US TO NEW WORLDS.”

VERNA ALLEE, THE KNOWLEDGE EVOLUTION

It’s often helpful to examine a question for anyunconscious beliefs it may introduce to the situation.You can do so by simply asking your team, “Whatassumptions or beliefs are we holding that are key tothe conversation we are having here?” and “Howwould we come at this if we held an entirely differentbelief system than the one we have?” Each of thesequestions invites an exploration into both consciousand unconscious assumptions and opens up thespace for new possibilities to reveal themselves.

By surfacing or altering assumptions, we can shiftthe context of a strategic inquiry and create newopportunities for innovation. Compare thefollowing two questions:

• How can we compete with theChinese?

• How can we collaborate withthe Chinese?

The second question changes thecontext by challenging our traditional busi-ness paradigm and the assumptions thatunderlie it.As a result, it opens up a new lineof exploration and set of subsequent questions.The art of reframing questions in this way hasimportant implications for not only shifting ourassumptions,but also creating new possibilities forconstructive action.

By understanding and consciously consideringthe three dimensions of powerful questions, wecan increase the power of the questions we askand, as a result, increase our ability to generateinsights that help shape the future.As with anynew skill, the best teacher is experience, andthe best coach is a thoughtful listener. Weencourage you to experiment withincreasing the power of your questionsand see what impact you have.

For example, in advance of an important meetingor conversation, spend a few minutes with a col-league and write down several questions that are rel-evant to the topic. Rate them in terms of their power.Referring to the three dimensions outlined above, seeif you can spot why certain questions are more com-pelling than others. Experiment with changing theconstruction and scope, to get a feel for how doing sochanges the direction of the inquiry. Be sure to exam-ine the assumptions that are embedded in your ques-tions and check to see if they will help or hinder your

exploration. Just a few practice sessions will greatlyenhance your ability to engage in productive conver-sations stimulated by dynamic questions.

Using Powerful Questions in OrganizationsThere are more and more examples of how the disci-plined use of compelling questions is making a differ-ence in organizational life. These changes often hap-pen in surprising ways, opening new avenues thatpeople never considered before.

HP “for the World.” Sometimes something assimple as changing a preposition in a sentence can

have a dramatic impact on how an organiza-tion conceives of its mission and role.

Consider how a small shift in the con-struction of a question led to major

changes in the scope and contextof strategic inquiry at Hewlett-Packard, resulting in effectiveinnovation and targeted action.The director of HP Labs wonderedwhy the organization was not con-

sidered the best industrial researchlaboratory in the world.As he thought

about it, he realized that he did not knowwhat that designation really meant. He chargedBarbara Waugh, a key staff member, with coor-dinating the effort to respond to the question,“What does being the best industrial researchlab in the world mean?” Instead of looking for

answers outside the company, Barbaraencouraged the director to share his core

question with all HP Lab employeesaround the world.

To that end, Waugh initiated aglobal network of conversationsaround that question, using the

company’s technology infrastructure along with face-to-face gatherings to support the dialogues. Just byexploring the practical implications of the question ina disciplined way, the Lab began to see productivitygains. But one day, an HP Lab engineer came intoBarbara’s office and said, “That question is okay, butwhat would really energize me and get me up in themorning would be asking, ‘How can we be the bestindustrial research lab for the world?’”

That one small shift changed the entire game byscaling up the meaning of and shifting the assump-tions embedded in the original question. It profound-


ly altered the context of the inquiry—to become thebest for the world as the larger context for becomingthe best in the world. This questionobviously “traveled well”—it was nolonger just the Lab’s question, butsomething that many others at HPbegan to ask themselves as well.Employees at HP Labs and through-out the whole company respondedto this new focus with a tremendoussurge of collective energy.

Once they reworded the originalquestion, Barbara and her colleaguescould change the scope of relatedquestions depending on the situa-tion. For example, shifting the scopedownward meant focusing on “What does HP for theWorld mean for me? What does it mean in my life, inmy own work?”HP employees could also scale up thescope by asking,“What does HP for the World meanfor my work group? For my department? For HP as acompany? And what might it mean for the worlditself?”

HP’s E-Inclusion effort, a major project to enablethe world’s poor to enter the new economy whileproviding critical medical and other information tocommunities in the third world, stemmed in largemeasure from the HP for the World exploration.Thequestion has now traveled far beyond the company:“What does it mean for us to be ‘for the world’?” wasa key question explored at a State of the World Forumwith a group of more than 1,000 global leaders fromevery continent.

Creating a Sales “Community.” Another casein which a catalytic question empowered leaders innew ways occurred in the sales organization of amajor U.S. corporation. Mike Pfeil, the area director ofsales, wondered how a community, rather than a tra-ditional company, might deal with the challenges itconfronted. As a learning experiment, he began tohost conversations with employees from all levels inhis organization to explore the meaning of communi-ty at work and how they might apply communityprinciples to enhance performance.

To depart from the group’s traditional focus onproblems, the sales director framed questions thatshifted the context within which workers normallylook at their organization.He asked people to examinetheir best experiences of community and to reflect on

times they had participated in a community experi-ence that really worked, using queries such as,“What

allowed that positive experience to hap-pen? What kinds of activities were tak-ing place? How did you fit into that?”Asmembers shared what they knew fromtheir own best community experiences,they began to see the analogies to busi-ness life. They posed follow-up ques-tions, such as,“How does a communitydeal with adversity and adapting tochange? What happens with memberswho don’t uphold the community’sstandards?”

As the conversations evolved,important values that people really


“THE QUESTIONNEVER FAILED US.”

MIKE PFEIL, CORPORATE

EXECUTIVE

Here are some questions you might ask yourself asyou begin to explore the art and architecture of powerful questions. They are based on pioneeringwork with questions being done by the PublicConversations Project, a group that helps createconstructive dialogue on divisive public issues.

� Is this question relevant to the real life and realwork of the people who will be exploring it?

� Is this a genuine question—a question to whichI/we really don’t know the answer?

� What “work” do I want this question to do? Thatis, what kind of conversation, meanings, and feel-ings do I imagine this question will evoke in thosewho will be exploring it?

� Is this question likely to invite fresh thinking/feeling? Is it familiar enough to be recognizableand relevant—and different enough to call for-ward a new response?

� What assumptions or beliefs are embedded in theway this question is constructed?

� Is this question likely to generate hope, imagination, engagement, creative action, andnew possibilities or is it likely to increase a focuson past problems and obstacles?

� Does this question leave room for new and different questions to be raised as the initial question is explored?

Adapted from Sally Ann RothPublic Conversations Project c. 1998

HOW CAN I FRAME BETTERQUESTIONS?

cared about started to come forward—values likelearning, mutual respect, contribution, and sharingwith others. Another simple but powerful questionemerged from those early dialogues:“How can we cre-ate a community at work that enables each person tocontribute our best, inspires us to keep learning, andproduces valued results?”This simpleshift of lens led other leaders in thecompany to look how it functionedwithin the larger communities inwhich it operates.The learnings fromthis project informed subsequentwork in the area of corporate respon-sibility and in the creation of missiongoals that include the perspectives ofboth internal and external stake-holders in creating the company’sfuture.

The local leader who launchedthis effort is now a corporate vicepresident. In looking back on his expe-rience with engaging powerful questions to shift thecontext for exploring business realities, he shared thefollowing:

“As we learned more, the meaning of thequestion continued to evolve. We asked our-selves, “How can we go out and plant thisseed? How do we frame it as we bring otherpeople into the conversation?” The questionalways worked in stimulating the dialogue.Sometimes as leaders it’s important not to col-lectively work on what the answer is but towork on what the question is.That was a biginsight for me as we did this work. The ques-tion never failed us.”

Improving Questions at Pfizer. In anotherrecent case, professionals at Pfizer, the world-renowned pharmaceutical firm, are experimentingwith a systematic method of improving the quality oftheir questions.Through a custom-designed workshop,marketing and finance professionals in Pfizer’sEuropean business unit have been learning to articulatepowerful questions.These executives have discoveredthat meetings have more energy and creative ideasflow more quickly when they place attention on for-mulating catalytic questions. With this discipline inplace,new ideas are more easily finding their way intokey products and services.

From these examples, it’s clear that improving thequality of the questions you ask and creating a frame-work of engagement that encourages their explo-ration can create business value. Because learning toengage thoughtful questions can lead to insight, inno-vation, and action, doing so will become an essential

strategic capability for leaders oforganizations who want to create sus-tainable results in the face of bothshort- and longer-term challenges andopportunities.

Fostering Strategic Inquiry Beyond building the capacity of individ-ual employees to ask powerful ques-tions, an organization can designprocesses that use such queries toenhance the emergence of knowledgecreation and strategic thinking. As thechairman and CEO of a major multina-tional corporation says, “Discovering

strategic questions is like panning for gold.You have tocare about finding it, you have to be curious, and youhave to create an anticipation of discovering gold,eventhough none of us may know ahead of time wherewe’ll find it. You head toward the general territorywhere you think the gold may be located, with yourbest tools, your experience, and your instincts. Andthen you begin a disciplined search for the gold.”We’vepartnered with this leader to create a set of tools forfostering strategic inquiry and working with powerfulquestions in the service of positive futures called the“Game Plan” process. The following steps may notapply to all situations and they may not always play outin the same sequence. However, the Game Plan sug-gests ways that organizations can create both formaland informal processes to support individuals as well asteams in discovering the “gold” for themselves.

The Game Plan ProcessThe steps in the Game Plan can be used both as aprocess discipline by individuals looking at a particularsituation, as well as by functional and cross-functionalgroups and leadership teams charged with theresponsibility for key decisions regarding futurecourses of action. The Game Plan can also involvediverse stakeholders to provide important perspec-tives both on the current situation and on possiblefuture actions.


“QUESTIONINGBREAKS OPEN THE

STAGNANT, HARDENEDSHELLS OF THE

PRESENT, OPENING UP OPTIONS TO BE

EXPLORED.”

FRAN PEAVEY

Assess Your Current Situation. Get a feel forthe larger context in which you are operating.Scan theinternal and external business and organizational envi-ronments that may affect the future of the system orproject you are working with. This situation analysismight include the assessment of critical results data,meetings with key stakeholders, and the mapping ofyour strengths, opportunities, and threats. It might alsoinvolve looking for “signals”—inter-nal and external events, develop-ments, and trends that can affect thefuture of your situation. Like trackersin the mountains, look for both obvi-ous and subtle indicators that pointto storms as well as sunny skies.Allow your curiosity and imaginationto take the lead as you begin to iden-tify the many questions that thebroader landscape within whichyou’re operating reveals.

It will be challenging, butimportant, to frame your findings asquestions rather than as problemsor concerns—questions that endwith a question mark, not with aperiod or an exclamation point. Tohelp in designing these queries, askyourself, “How does A affect C andwhat questions does that suggest? If X were at playhere, what question would we be asking? What’s thereal question underneath all this data?”

Discover the “Big Questions.” Once you thinkyou’ve posed most of the relevant questions (andthere may be many of them), look for patterns andthemes.This is not a mechanical process, even thoughit should be disciplined and systematic.You are on atreasure hunt, seeking the core questions—usuallythree to five—that, if answered, would make the mostdifference to the future of the project or situation youare exploring. Cluster related questions, and consider

the relationships among them.Begin to clarify the “bigquestions” that the initial clusters reveal. Frame theseas clear and concise queries, not as problems.Something fundamental changes when people beginto ask questions together—they go beyond the nor-mal stale debate about problems that passes for strat-egy in many organizations.

Create Images of Possibility. Ask yourself,“What would our situation look like or be like if the‘big questions’ were answered?”Creating vivid imagesof possibility differs from pie-in-the-sky visioning,especially if people with a variety of perspectiveshave participated in the earlier stages of your analysis.This part of the conversation can also provide cluesfor refining or reframing your big questions as well asinventing creative strategies. Developing scenarios—stories of the future based on different ways your big

questions might be answered—canalso be useful. These often revealnew territory and opportunities foraction that are grounded in real life.

Evolve Workable Strategies.Workable strategies begin to emergein response to compelling questionsand to the images of possibility thatthese questions evoke. In a sense,such strategies are the “biganswers”—the key initiatives youinvent to address your “big ques-tions.” Once you clarify key initia-tives, you can formulate and imple-ment specific action plans.

Of course, the cycle is nevercomplete. You need continuous“sensing”based on relevant businessand organizational data, ongoingconversations with internal and

external stakeholders, informal conversations amongemployees, and feedback from the organizationalenvironment. This input enables you to continuallyreassess the landscape you’re operating in—revealingnew questions for exploration.

The innovative leader with whom we developedthe Game Plan process has shared this tool with theentire organization. People from throughout the com-pany have found that it provides a way to discoverquestions that matter to the future of individual unitsand to the firm as a whole.The company has also usedthe Game Plan as part of refining the corporation’s


� Assess Your Current Situation� Discover the “Big Questions”� Create Images of Possibility� Evolve Workable Strategies

THE GAME PLAN PROCESS

“STRATEGIC QUESTIONS CREATE A RESONANT FIELDINTO WHICH YOUROWN THINKING IS

MAGNIFIED, CLARIFIED, AND NEW

MOTION CAN BE CREATED.”

FRAN PEAVEY, STRATEGIC

QUESTIONING

mission and values in the midst of a volatile and chang-ing external climate. By moving from a problem orien-tation toward a more rigorous and disciplined focus onessential questions, the organization is slowly shiftingfrom a “fix-it” mode to an inquiry model for businessand organizational strategy evolution.This company hasfound that maintaining a rigorous focus on “questionsthat matter” and hosting strategic conversations on theorganization’s “big questions” is a core competence forleaders at all levels.

How Can Leaders Engage PowerfulQuestions?For all organizations, in today’s turbulent times, engag-ing people’s best thinking about complex issues with-out easy answers will be the key to creating the futureswe want rather than being forced to live with thefutures we get.Leaders will need to develop capacity inthe design of “inquiring systems” in order to learn,adapt, and create new knowledge to meet emergingopportunities and challenges in the more fluid organi-zational structures of the future. For example, the lead-ership challenges of the next 20 years are likely torevolve around the art of engaging and energizing net-works rather than solely managing hierarchies as in thepast. Successful leaders will be those who see organiza-tions as living networks of conversation and collectivemeaning-making through which members create newknowledge and bring forth the future.They will under-stand how to operate in networks that are both internaland external to their organization.

In particular, we believe the following core capa-bilities, rarely taught in today’s MBA or corporate lead-ership programs, will help define leadership excel-lence in a networked world where knowledge andlearning are keys to success:

Engaging Strategic Questions. How many lead-ers today know how to frame strategic questions thatopen the space for thinking about possibilities ratherthan solving problems? How many leaders are com-fortable with not knowing and can constructivelyhelp others bring forth their collective knowledge?How many leaders can engage their workers in dis-covering the “big questions” that lie at the heart oftheir organization’s future?

In a volatile and uncertain environment, one of thestrongest steps leaders can take is to assist their organ-izations in discovering the right questions at the righttime. One of their key responsibilities is creating infra-structures for dialogue and engagement that encourageothers at all levels to develop insightful questions andto search for innovative paths forward. Leaders alsoneed to consider reward systems that provide incen-tives for members to work across organizational bound-aries to discover those challenging lines of inquiry thatcreate common focus and new knowledge.

Convening and Hosting Learning Conver-sations. A core aspect of the leader’s new workinvolves creating multiple opportunities for learningconversations around challenging questions.


� To what degree do leaders in your organizationfoster an environment in which discovering the “big questions” is encouraged as much as coming upwith workable solutions?

� Does your organization have rewards or incentivesfor members to work across functional boundariesto find challenging questions that create commonfocus and forward movement for knowledge creation?

� Do your leadership development programs containas much of a focus on the art and architecture offraming powerful questions as they do on tech-niques for solving problems?

� Do your organization’s strategic planning processes include structured ways to discoverthe “big questions” that, if answered, would havereal strategic leverage?

� What enabling tools or technologies does yourorganization employ to “seed” itself with strategicquestions that “travel well” and catalyze learning conversations both within and across functions?

� Does your organization use collaborative tech-nology tools to enable people on the frontlines toask each other questions related to their dailywork (i.e. customer service, equipment mainte-nance) and receive help with these questions fromcolleagues in other locations?

� Do senior leaders in your organization see theprocess of strategy evolution as one that engagesmultiple voices and perspectives in networks of conversation?

IS YOUR ORGANIZATION AN INQUIRINGSYSTEM? ASSESSING YOUR

ORGANIZATION’S CAPABILITIES

However,authentic conversation is less likely to occurin a climate of fear, mistrust, and hierarchical control.When the human mind and heart are fully engaged inauthentic conversation and listening for core ques-tions, new knowledge often begins to surface. Thus,the ability to facilitate working conversations thatenhance trust and reduce fear is an important leader-ship capability.

To succeed in this pursuit, it’s essential for leadersto strengthen their skills in the use of dialogue andother engagement approaches that deepen mutualinquiry and foster collective intelligence.These capa-bilities include:

• Creating a climate of discovery• Suspending premature judgment• Exploring underlying assumptions and beliefs • Listening for connections between ideas • Encouraging diverse perspectives• Honoring everyone’s contributions• Articulating shared understanding• Harvesting and sharing collective discoveries

These skills are especially important in situationsin which there are no simple answers and finding cre-ative paths forward can make a positive difference.

Including Diverse Perspectives. Leaders mustbecome connectors—of bothpeople and ideas. Diverse voicesand new perspectives that aren’tlimited by traditional boundariesof function, hierarchy, discipline,technology, tenure, and geograph-ic region play an increasinglyimportant role in a company’sstrategizing.As Gary Hamel of theLondon School of Economicspoints out, “Strategizing dependson creating a rich and complex web of conversationsthat cuts across previously isolated pockets of knowl-edge and creates new and unexpected combinationsof insight.”

The connections among these diverse voices andperspectives allow employees to fruitfully explorecritical strategic questions. Building and encouragingpersonal relationships through networks of collabora-tive conversations across traditional boundaries helpscritical strategic questions travel well. In this way,workers enhance their collective intelligence andtheir capacity to nurture creative futures together.

Supporting Appreciative Inquiry. Openingspaces of possibility in our organizations requires ashift in leadership orientation from focusing primari-ly on what is not working and how to fix it, to also dis-covering and appreciating what is working and howto leverage it.Appreciative Inquiry (AI), developed byDavid Cooperrider and his colleagues at Case WesternUniversity, is a process for leveraging emerging possi-bilities rather than just fixing past mistakes. Whenused in a disciplined way, this kind of inquiry stimu-lates lively conversations that use the best of what isas the foundation for what might be.

Leaders who ask,“What’s possible here and whocares?” have a much easier time gaining the coopera-tion and best thinking of their constituents than thosewho ask,“What’s wrong here and who is to blame?”In

assessing the results of more than adecade of research and practice inthe area of Appreciative Inquiry,Cooperrider has stated unequivocal-ly that “the most important insightwe have learned with AI to date isthat human systems grow towardwhat they persistently ask questionsabout.”By asking positive questions,organizations have the opportunityto grow in new directions and tap

innovative sources of knowledge, vitality, and energy.Fostering Shared Meaning. We make meaning

of our experiences through stories, images, andmetaphors. To tap into this pool of shared meaning,which is the ground from which both powerful ques-tions and innovative solutions emerge, network leadersneed to put time and attention into framing commonlanguage and developing shared images and metaphors.They can do so by constructing compelling scenarios—stories of the future—that provide a context for work-ing on today’s “big questions,”as in the case of the GamePlan process described earlier. In addition, leaders must


� Stimulates creativity� Motivates fresh thinking � Surfaces underlying assumptions� Focuses intention, attention, and energy� Opens the door to change� Leads us into the future

QUESTIONING

“A QUESTION NOT ASKEDIS A DOOR NOT OPENED.”

MARILEE GOLDBERG,

THE ART OF THE QUESTION


Questions for Focusing Collective Attention on Your Situation� What question, if answered, could make the

most difference to the future of (your specific situation)?

� What’s important to you about (your specific situation) and why do you care?

� What draws you/us to this inquiry?� What’s our intention here? What’s the deeper pur-

pose (the big “why”) that is really worthy of ourbest effort?

� What opportunities can you see in (your specificsituation)?

� What do we know so far/still need to learn about(your specific situation)?

� What are the dilemmas/opportunities in (your specific situation)?

� What assumptions do we need to test or challenge here in thinking about (your specific situation)?

� What would someone who had a very different set of beliefs than we do say about (your specificsituation)?

Questions for Connecting Ideas and Finding Deeper Insight� What’s taking shape? What are you hearing under-

neath the variety of opinions being expressed?What’s in the center of the table?

� What’s emerging here for you? What new connections are you making?

� What had real meaning for you from what you’veheard? What surprised you? What challenged you?

� What’s missing from this picture so far? What is itwe’re not seeing? What do we need more clarityabout?

� What’s been your/our major learning, insight, ordiscover so far?

� What’s the next level of thinking we need to do?� If there was one thing that hasn’t yet been said in

order to reach a deeper level of understanding/clarity, what would that be?

Questions That Create Forward Movement� What would it take to create change on this

issue?� What could happen that would enable you/us to

feel fully engaged and energized about (your specific situation)?

� What’s possible here and who cares? (rather than“What’s wrong here and who’s responsible?”)

� What needs our immediate attention going forward?

� If our success was completely guaranteed, whatbold steps might we choose?

� How can we support each other in taking the nextsteps? What unique contribution can we eachmake?

� What challenges might come our way and howmight we meet them?

� What conversation, if begun today, could ripple outin a way that created new possibilities for thefuture of (your situation)?

� What seed might we plant together today thatcould make the most difference to the future of(your situation)?

QUESTIONS FOR ALL SEASONS

Here is a series of generative questions that we and other colleagues have found useful to stimulate new knowl-edge and creative thinking in a wide variety of situations around the world. Look at these questions to stimulateyour own thinking about questions related to your own specific situation. Play. Use your imagination.

incorporate time for systemwide reflection in order toenable members to share insights and emerging ques-tions. Collective reflection provides opportunities forthe shared meaning-making that is essential in times ofturbulence and change.

Nurturing Communities of Practice. Many ofthe most provocative questions that are vital to anorganization’s future are first discovered on the frontlines, in the middle of the action of everyday life. But

these key strategic questions are often lost becausefew of today’s leaders have been trained to notice,honor, and utilize the social fabric of learning thatoccurs through informal “communities of practice”that exist throughout the organization.A community ofpractice is made of up people who share a commoninterest and who work together to expand their indi-vidual and collective capacity to solve problems overtime.


Nurturing these learning networks and honoringthe questions they care about is another core aspectof the leader’s new work. It is important to under-stand how these communities deal with the ques-tions and learning needs that arise in the course ofthe daily life of the organization. These understand-ings can provide clues about how the knowledge thatresides in such communities might be engaged in theservice of critical strategic questions. Leaders whotake communities of practice into account as impor-tant strategic assets help assure that new workprocesses or organizational structures do not destroythe fabric of collective knowledge that is woven intothese informal groups.

Using Collaborative Technologies. Intranetand groupware technologies are now making it possi-ble for widely dispersed work groups to participate inlearning conversations and team projects across timeand space.As these tools become even more widelyavailable, the notion of “network leadership” willexpand to include supporting widespread online con-versations where members throughout the organiza-tion can contribute their own questions and bestthinking to critical strategic issues.The HP case showshow important enabling technology infrastructures arefor strategic innovation. Several forward-lookingcompanies, including Hallmark, Kodak, DiscoverCard, and General Motors, are now using an innova-tive online conversational technology, Communispace(www.communispace.com), to listen to their cus-tomers’ concerns and questions at a deep level andgenerate insights about new products at a faster ratethan was previously possible.

Such collaborative tools will be a critical factor inhow well strategic questions can travel both withinthe organization and among customers and otherstakeholders who are key to success.These technolo-gies of engagement create possibilities for individualsand groups to connect with each other and to thelarger whole in ways that were previously unimagin-able. Leaders who are not skilled in their use or whodo not recognize their strategic importance and sup-port their use throughout their organizations will beat a significant disadvantage.

Co-Evolving the Future It is quite easy to learn the basics of crafting power-ful questions. However, once you understand theimportance of inquiry, it’s hard to turn back.As yourquestions become broader and deeper than before,sodoes your experience of life.There is no telling wherea powerful question might lead you. Transformativeconversations can result from posing a simple ques-tion such as,“What questions are we not asking our-selves about the situation in the Middle East?”Tantalizing possibilities emerge from the simple actof changing an article from “in” to “for,” as in the HPexample. Profound systemic change can emerge fromcreating a process discipline such as the Game Planfor discovering and acting on the “big questions”within a business setting.

For organizations that need collaborative learningand breakthrough thinking in order to create a sustain-able future,asking “questions that matter”and engagingdiverse constituencies in learning conversations are acore process for value creation. Because questions areinherently related to action, they are at the heart of anorganization’s capacity to mobilize the resourcesrequired to create a positive future. Seeing the organi-zation as a dynamic network of conversations throughwhich the enterprise develops encourages members atevery level to search for questions related to real workthat can catalyze collective energy and momentum.Forall of us, thoughtful participation in discovering andexploring powerful questions can make a difference—to our team, to our organization,and to the larger com-munities of which we are a part.

Living systems evolve by developing a coherentidentity,creating connections in complex webs of rela-tionships,and distributing information widely through-out the organization.At the same time, human systemsnaturally evolve toward the questions that they ask.Seeing the ways in which the art and architecture ofpowerful questions can help an organization create itspath into the future, and utilizing process principles,tools, and technologies that support this evolution, iseveryone’s job. For it is only in this way that organiza-tions are able to cultivate both the knowledge requiredto thrive economically today as well as the wisdomneeded to ensure a sustainable future.

Copyright © 2003 by Eric E.Vogt, Juanita Brown, and David Isaacs


For Further ExplorationBrown, Juanita. The World Café: Living KnowledgeThrough Conversations That Matter (Ph.D. disserta-tion, The Fielding Institute; available through WholeSystems Associates at 415-381-3368)

Brown, Juanita et. al. The World Café: A ResourceGuide for Hosting Conversations That Matter(Whole Systems Associates, 2002; available atwww.pegasuscom.com)

Goldberg, Marilee. The Art of the Question (JohnWiley and Sons, 1997)

Leeds,Dorothy.The Seven Powers of Questions: Secretsto Successful Communication in Life and Work(Berkley Publishing Group, 2000)

Peavey, Fran. “Strategic Questioning” in By Life’sGrace: Musings on the Essence of Social Change(New Society Publishers, 1994; more information isavailable at www.crabgrass.org)

Ray, Michael. Creativity in Organizations (StanfordUniversity Press, 1990)

Strachan, Dorothy. Questions That Work: A Resourcefor Facilitators (ST Press, Ottowa, Canada, 2001)

Vogt, Eric E. The Nature of Work in 2010 (AspenInstitute, Northern Telecom Journal, 1995)

. The Art and Architecture of PowerfulQuestions (MicroMentor Corporate Learning Journal,1994, available through [email protected])

. Learning out of Context in LearningOrganizations: Developing Cultures for Tomorrow’sWorkplace (Productivity Press, 1995)

Vogt, Eric E. and Kate O’Keefe. The Joy of Leadership:Recipes for Developing Tomorrow’s Leaders (InterClassPress, to be published January 2004)

www.communispace.com provides software andservices to support creative work conversations andlarge-scale corporate communities.

www.interclass.com is a high-trust community ofexperienced practitioners in large organizations explor-ing innovations in learning and human performance.

www.theworldcafe.com is a global resource forhosting conversations around questions that matter inboth for-profit and nonprofit settings.

About the AuthorsJuanita Brown ([email protected]), Ph.D.,collaborates with senior leaders to create strategic dia-logue forums focused on critical organizational andsocietal issues.

David Isaacs ([email protected]) is presidentof Clearing Communications, an organizational andcommunications strategy company working with cor-porate leaders in the U.S. and abroad.

Eric E. Vogt ([email protected]) operates as acatalyst for innovation and accelerated change withthe global corporate members of InterClass, a high-trust network of experienced practitioners at theintersection of human performance and businessstrategy.

http://www.communispace.com

http://www.inerclass.com

http://www.theworldcafe.com

mailto:[email protected]



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Art of Powerful Questions