How Is Doing Discovery Like the Parable of the Blind Men and the Elephant?

 

Here’s that story:

 

A group of blind men heard that a strange animal, called an elephant, had been brought to the town, but none of them were aware of its shape and form. Out of curiosity, they said: "We must inspect and know it by touch, of which we are capable". So, they sought it out, and when they found it they groped about it. The first person, whose hand landed on the trunk, said, "This being is like a thick snake". For another one whose hand reached its ear, it seemed like a kind of fan. As for another person, whose hand was upon its leg, said, the elephant is a pillar like a tree-trunk. The blind man who placed his hand upon its side said the elephant, "is a wall". Another who felt its tail, described it as a rope. The last felt its tusk, stating the elephant is that which is hard, smooth and like a spear.

 

So how is doing discovery related to this parable? Differences in perspective and in exploring other dimensions!

 

For example, 

A salesperson’s discovery perspective tends to focus on “business” issues;

Presales tend to examine technical and environmental parameters;

Implementation people look at timelines and rollout factors;

Customer success folks view the customer in terms of renewal and expansion requirements.

 

Going back to our blind men, they only examined the elephant’s tangible physical form. This leaves numerous additional dimensions to explore, including above the elephant and below it. And that’s only (literally!) scratching the surface! What about its habits, range, emotions, and interactions with other elephants and its environment?

 

Broaden your discovery perspective!

 

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/