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Leadership wants to sell more coconuts, so someone proposes a faster coconut-cracking machine. It may be a practical piece of engineering—but until the team shows that cracking capacity is what limits sales, the proposal is a candidate solution, not an established answer.
Why a concrete solution can obscure the real problem
A specific proposal is easy to picture, discuss and estimate. That concreteness can make it feel like progress even when the need behind it has not been established. A machine that cracks coconuts faster might increase throughput, but throughput matters to the sales goal only if cracking is the obstacle preventing more sales.
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The distinction is between the desired outcome and an assumption about what is stopping it. “Sell more coconuts” states the objective. “Cracking is too slow” proposes a possible constraint. The second claim needs support before it can justify a requirement or determine which solution to pursue.
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Temporarily set the proposed fix aside and ask: “Can the team still explain the desired outcome, the obstacle that currently prevents it and what actually needs to change?”
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If the team cannot answer without returning to the machine, it may have a proposal without a sufficiently clear account of the problem. Reconstruct the reasoning from the goal onward: what outcome is wanted, what obstacle stands in the way, and what change would address that obstacle?
Move from objective to candidate solution
Keep the reasoning in sequence so that each decision has a basis in the one before it:
- Objective: State the outcome the organization wants, such as selling more coconuts.
- Problem or need: Identify and explain the obstacle preventing that outcome. Do not treat an unverified assumption—such as insufficient cracking speed—as a fact.
- Requirement: Describe what must change to address the established need. Keep the requirement tied to the obstacle rather than to a favored implementation.
- Solution: Assess the faster machine, or any other proposal, as a candidate against the requirement.
Evaluate the proposal against the need
The machine does not need to be discarded simply because it was suggested early. Its status should change from presumed answer to candidate: it is worth considering if it meets the requirements that follow from the problem. If the evidence points to a different obstacle, the team can consider other candidates against the same established need rather than letting the first proposal define it.
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