Consider positive and negative consequences

Before a new idea replaces a previously used approach, ask yourself

• what consequences the previous approach has in comparison to the new idea.

As a baker, he was proud to produce his baked goods by hand in the traditional way. During production, however, there was the problem of differences in the size of the products, which were also visible to the customer in the display. The price was the same. It had always worked to select and sell the largest piece from the range for the customer. The next customer would also receive the next largest piece and so on. This process took more time than just selling. A good friend said to him: “I have a new idea! You can speed up the sale by selling the goods that are closest to you. That way you can serve more customers even faster. The baker was faced with the choice of replacing an approach that worked with a new idea. He decided to think through the consequences of his previous approach. What are the customer requirements? And how do the observable and nameable consequences of the usual procedure relate to the customer’s wishes?

He noted on a piece of paper only those consequences that could be observed and named :

Short-term positive consequence; observable and nameable: The customer can observe that the baker always sells him the largest baked goods in the customer’s interest.

Long-term positive consequence; observable and nameable: The customer trusts that they will always receive the largest piece the next time they shop.

Short-term negative consequence; observable and nameable: The sale takes a little longer.

Long-term negative consequence; observable and nameable: The next customer has to wait a little longer to be served.

Short-term positive consequence; observable and nameable: He was able to serve customers faster.

Long-term positive consequence; observable and nameable: There were no long waiting times.

Short-term negative consequence; observable and nameable: There were customers who noticed that they were sold the small baked goods.

Long-term negative consequence; observable and nameable: Customers switched to the competition out of anger.

Conclusion: The baker retained the previous well-functioning procedure and was sure that he was acting in the customer’s interest.

Mrs. M. never really had time. Everything had to be done quickly, including the shopping. It had always worked for her to wander through the markets and buy what she needed. Due to her limited time, this approach had proved successful and she stubbornly stuck to it. In the end, however, something was always missing or another item was then duplicated in the household. And when Mrs. M. was hungry, a few more products were added to the shopping basket. Her friend suggested the idea of taking a few minutes before shopping and writing a shopping list. Should Mrs. M. give up the approach that worked and implement the new idea?

She wrote down on a piece of paper only those consequences that were observable and nameable:

Short-term positive consequence; observable and nameable: She was able to go shopping quickly.

Long-term positive consequence; observable and nameable: She had more time for important things.

Short-term negative consequence; observable and nameable: Sometimes she forgot items and had to go shopping again.

Long-term negative consequence; observable and nameable: She bought twice or too many items.

Short-term positive consequence; observable and nameable: She only bought what was missing.

Long-term positive consequence; observable and nameable: She saved money and never had too much in the household.

Short-term negative consequence; observable and nameable: It took time to get an overview in the kitchen.

Long-term negative consequence; observable and identifiable: If she took 5 minutes every week to do the shopping list, that would be 260 minutes a year for 52 weeks. More than 4 hours a year! She took a deep breath.

Conclusion: Mrs. M. decided to save money and try the new idea because of the positive consequences.

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