The art of provocation
by jeff on July 8th, 2008Writing generally involves deadlines and limited access to the people who can provide the information and the direction. Much of being successful is being able to get everything you need in one shot, usually at the drop of a hat.
In this situation – which can happen pretty much anywhere – I try to lead a detailed conversation, to really get a sense of what we want to write about. This really beats getting a slew of information that people think you would need to get the job done.
In these types of discussions I will assume the role of someone who knows nothing about the subject (which is often not a stretch). The goal is to get the person/people to explain concepts, ideas, and approaches (whatever the subject matter might be) in a variety of ways.
When I want to drill down I “provoke” people. What I mean by this is that I will intentionally reiterate something they’ve said incorrectly. I’ll get it wrong. In some cases it is as simple as repeating a word that they have already said “doesn’t quite capture” what they mean. This prompts people to re-explain something against another notion; often using different language, often with further clarification. Sometimes with a hint of anger or frustration. This is the sign to move on.
The underpinning to this approach is that you need to be engaged and leading the discussion and you need to make sure you capture everything that was said. Believe me, you can’t be engaged and take notes. It breaks the flow and draws focus away from the discussion. I use a recorder. It sounds simple, but I see very few people using them.
Back at my desk, I revisit the conversations (sometimes ad nauseam), make sure I truly understand the discussion and pull out the salient phrases and concepts – in their own words.
Whether I’m under a deadline or undermotivated, it makes it much easier to hit every point while creating a succinct, measured and articulate version of the discussion.
People really like that.
