Little Shift #7: The Question That Makes The Work Work

If you’ve been in organizational development, leadership coaching, or strategy work for more than five minutes, you know the 5 Whys.

It’s simple. Start with the problem. Ask why. Then why again. Keep going until you stop talking about symptoms and start talking about systems.

Missed targets. Why?
Low engagement. Why?
Resistance to change. Why?

By the fifth why, you’re usually somewhere much closer to the truth — unclear expectations, misaligned incentives, leadership avoidance, capability gaps.

It’s powerful.

But here’s what I’ve seen over and over again in executive rooms: Clarity doesn’t automatically create change. You can land on the real issue. Everyone nods. The conversation feels deep. Insightful. Smart. And then nothing moves.

That’s where the +1 comes in.

After the fifth why, I add one more question:

Why does this matter now?

That’s the difference maker.

Insight Is Not Enough

The first five Whys answer: What’s really going on?

The +1 answers: Why should we care enough to do something about it?

That question shifts the energy in the room.

Now we’re talking about:

• What this is costing us

• What risk we’re tolerating

• What happens if we let this ride another quarter

• What this means for performance, retention, credibility

Without urgency, insight stays interesting. With urgency, it becomes operational. And that’s the kind of work that makes OD actually work.

How to Practically Add the +1 to Your Coaching & Consulting Work

If you’re a coach or consultant, this isn’t theoretical. You can use it tomorrow.

1. In Executive Coaching

When your client identifies a pattern — over-functioning, avoiding hard conversations, micromanaging — don’t stop at awareness.

Ask:

• Why does this matter now in your role?

• What’s the cost if this continues?

• What’s at risk if nothing changes?

You’ll feel the shift. The conversation moves from “interesting insight” to “I need to do something about this.”

That’s when growth accelerates.

2. In Leadership Team Sessions

After you’ve uncovered the root cause of misalignment or underperformance, pause and ask:

• Why does this matter now for the business?

• What happens if we don’t address this?

• What signal are we sending if we tolerate it?

Leaders don’t change because something is true. They change because something feels consequential.

3. In Change & Transformation Work

When teams say adoption is low or morale is dipping, guide them through the Whys. Then bring in the +1:

• What’s the cost of slow adoption?

• What happens to credibility if this stalls?

• Why is this urgent right now?

This is where your work moves from “people conversation” to “business conversation.”

4. In Your Own Business Development

This one is big.

At Core Engagement Group, I work with coaches and consultants who are incredible at diagnosing client challenges — but sometimes stop short of helping prospects feel the urgency.

When a potential client describes an issue, walk them through it. Then ask:

• Why does this matter now?

• What’s driving the timing?

• What happens if this continues another six months?

You’re not being salesy. You’re doing what you already do best — helping them see clearly.

Urgency clarifies priorities.
Urgency clarifies budgets.
Urgency clarifies decisions.

And that’s how thoughtful practitioners grow sustainable practices.

Why This Matters Now

As OD practitioners, we are great at insight. But the difference maker is tying insight to impact.

In a crowded market, being reflective isn’t enough. Being thoughtful isn’t enough. Many practitioners can facilitate a good conversation. Fewer can connect that conversation to stakes.

When you consistently add the +1, you differentiate yourself. You show that you understand both human behavior and business pressure. You’re not just exploring patterns — you’re helping leaders make decisions.

That’s strategic.

That’s valuable.

That’s the work that makes the work work.

The 5 Whys gets you to the root. The +1 creates movement.

Next time you’re facilitating, coaching, or even selling your services, don’t stop at clarity.

Ask:

Why does this matter now?

That’s usually where the real work begins.