Image by whatleydude via Flickr
The recent passing of Peter Falk(age 83) reminded me of one of my most productive techniques for gaining strategic information.
The question is best used in a situation involving interviews with other people, so bear with me as I establish the analogy.
Skillful Questioning
Falk’s Lt. Columbo is a Los Angeles detective investigating to a crime scene (typically a homicide). He doesn’t fit the cliché of the authoritarian lead detective, or the intellectual clue gatherer, or the smarmy and charming gadfly. He attire and demeanor is famously rumpled; the word bumbling is often used to describe his style.
Every episode of the television program has a scene where Lt. Columbo is inspecting a crime scene and interviewing people associated with the victim. Lt. Columbo is well-practiced in the technique of the false exit: he begins to leave the scene, and is nearly out the door when he stops and turns around to ask a question. The question is prefaced by his now-famous tag,
Just one more thing,…….”
Lt. Columbo makes an observation about some inconsistency. The seemingly trivial, it turns out to be the detail will tie together the entire investigation and establish the culpability.
Strategic Information is Revealed
Now, here is the insight that you can capitalize upon: people will often reveal their important information at the end of a conversation.
Great insights appear when people
think that the interaction is over.
Therapists, salespeople, and consumer researchers repeatedly notice this when interviewing people in home visits and focus groups. Don’t relax at the end of a session, be more alert.
You ask the Columbo question to take advantage of the principle that the best information might come at the end of a conversation. The Columbo Question is the last question you ask:
Is there anything that I haven’t asked you that I should have asked you?
It Works!
Try out the Columbo Question the next time you are searching for information. Here are some examples of useful information that I and others have discovered with the Columbo Question:
- There are unrecognized stakeholders who are affected by a decision
- There are unrecognized project elements that need to be included in the scope
- People have serious doubts about a strategy, but don’t feel that they have permission to reveal those doubts
- People have expectations for follow-up from the conversation that might include roadmap that lays out the next steps
Peter Falk’s portrayal of Lt. Columbo made this unassuming-but-determined character a genius at putting people at ease and exploiting the strengths of his own personal style. He brought a sense of curiosity and was sensitive to inconsistencies and incongruities. He wasn’t intimidated by wealthy, powerful, or brilliant people.
How can you use Columbo Question to improve your leadership skills?
This post orginally appeared in the Linked2Leadership blogazine.
About Greg Githens
Author, How to Think Strategically (2019)Executive and leadership coach. Experience in driving change in Fortune 500 and mid-size companies through strategic initiatives and business transformation.Seminar leader and facilitator - high-impact results in crafting and delivering strategy, strategic initiatives, program management, innovation, project management, risk, and capturing customer requirements.
As an expert in strategic thinking and leadership development, I bring a wealth of knowledge and hands-on experience to the table. Throughout my career, I've had the privilege of working with Fortune 500 and mid-size companies, driving change through strategic initiatives and business transformation. My expertise extends to seminar leadership and facilitation, where I've consistently delivered high-impact results in areas such as strategy development, program management, innovation, project management, risk management, and capturing customer requirements.
Now, let's dive into the concepts presented in the article:
-
Lt. Columbo's Skillful Questioning:
- Lt. Columbo's approach involves a unique style of questioning during crime scene investigations.
- He doesn't conform to the traditional detective stereotypes but employs a seemingly bumbling and unassuming demeanor.
- Columbo uses the technique of the false exit, leaving the scene but turning around to ask a crucial question.
-
The Columbo Question:
- Lt. Columbo's famous last question, "Is there anything that I haven’t asked you that I should have asked you?"
- The question is strategically placed at the end of a conversation to take advantage of the tendency for people to reveal important information when they think the interaction is over.
-
Strategic Information Revealed:
- The article highlights the insight that people often disclose crucial information at the end of a conversation.
- Professionals such as therapists, salespeople, and consumer researchers leverage this principle during interviews to extract valuable insights.
- The Columbo Question is a tool to capture information that might not have been shared otherwise.
-
Application of the Columbo Question:
- The article suggests using the Columbo Question when searching for information.
- Examples of useful information obtained through this question include:
- Unrecognized stakeholders affected by a decision.
- Unrecognized project elements that need inclusion in the scope.
- Doubts about a strategy that people hesitate to reveal.
- Expectations for follow-up that may involve a roadmap for next steps.
-
Leadership Skills Improvement:
- The article encourages readers to apply the Columbo Question to enhance their leadership skills.
- Lt. Columbo's ability to put people at ease, exploit personal strengths, exhibit curiosity, and be sensitive to inconsistencies serves as a model for effective leadership.
- The question helps leaders uncover valuable insights and navigate potential challenges.
In conclusion, the Columbo Question is a powerful tool for extracting strategic information and improving leadership skills. By understanding and applying this technique, professionals can uncover hidden details, address doubts, and gain a deeper understanding of the situations they navigate.
