Understanding The Question

It’s this time of year, after the defence conference season and when everyone has returned from some well-earned holiday breaks that much of the business queries start to flow.

As these discussions begin it is often initially unclear what the real capability requirement is as the focus seems directed towards a solution rather than the question.

For example, a couple of years ago, whilst attending another defence related conference, a representative from a European neighbour (who shall remain nameless) stood up to declare that his country had a requirement for UAV’s. Their requirement was clear “We need some UAV’s, not sure how many but they must fly above 80kmh, they must be able to operate at 5000ft and must remain airborne for 6 hours. We have a budget ready to go.”

Clearly they had been speaking to a platform supplier who had told them what they needed and after the presentation they were swamped by other manufactures all wanting to sell them their “next big thing”. The country in this story wanted to use UAV’s for border patrol but astonishingly no one asked what their problem was and what question they were expecting the UAV capability to be able to answer. All the focus was on the platforms and how mobile and easy to use they were and not on what information and capability the end-user actually needed it to deliver.

Inzpire does not manufacture aircraft for a good reason, we are highly skilled operators and we appreciate the fundamental need to understand the question. Inzpire’s UMIX Division retains years of UAS experience but also understands that the UAS is only one small part of the entire ISR book. Without understanding the question and the various conditions that are placed on answering it the proposed solution will often fail. This distinction paired with our independence allows us to provide a truly unbiased and thorough approach to helping our customers.

In the story above we were able to help the country develop a clear understanding of their true requirement by understanding the questions that the collected information needed to answer. In turn this led to a highly successful capability procurement that gave the border guards the capability they actually needed.

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