Convergent vs. Divergent Thinking

Key Economic Insight

Convergent problem solving involves taking many known variables under unchanging conditions to arrive at a single answer, akin to mathematical problems. This approach, heavily taught in school due to its ease of grading, results in binary 'right' or 'wrong' solutions. In contrast, divergent thinking addresses problems with multiple known and unknown variables and dynamic conditions, leading to numerous potential answers, where some solutions can be significantly more effective than others. Real-world success often hinges on the ability to apply divergent thought processes.

An example of convergent thinking involves calculating staffing needs: if three salespeople each make 100 calls per month, and 4 calls result in one sale (including no-shows), each representative achieves 25 closes per 100 calls. To reach a goal of 110 sales, 4.4 representatives are theoretically required (110 sales divided by 25 sales per rep). Since a fractional person cannot be hired, the practical answer necessitates five salespeople, meaning two additional hires beyond the existing three.

The primary purpose of understanding divergent thinking is to enable the creation of 'Grand Slam Offers' that form the cornerstones of a business. Unlike convergent thinking's singular, often limited, solution, divergent thinking empowers individuals to devise multiple, innovative ways to combine various 'building blocks' or elements. This process helps create irresistible value by focusing on understanding a customer's specific desires and then creatively generating solutions that fulfill those needs.