“I keep six honest serving-men. They taught me all I know. Their names are What and Why and When and How and Where and Who.” This famous quote from Rudyard Kipling could have been describing the value analysis methodology, since one of the keys to success in value analysis is asking good questions. Yet, this is not where most value analysis practitioners start their VA studies, but instead assume that they know most of the answers which is a fatal flaw with most value analysis studies. By asking the customers, stakeholders, and experts of the products, services, and technologies they purchase probing questions, value analysis practitioners can get to the root of their true functional requirements quickly. Here are six powerful questions that will uncover the hidden facts you need to know to begin your functional analysis of any product, service, or technology:

1. Who first introduced you to this product, service, or technology?

2. What are the biggest challenges you are facing related to using this product, service, or technology?

3. When (and where) do you use this product, service, or technology?

4. Where would I find utilization data on the product, service, or technology?

5. Why do you use this product, service, or technology as opposed to other products, services, or technologies on the market today?

6. How do you utilize (steps in the process) this product, service, or technology?

Good questions are the bedrock of the value analysis process. Your questions need to be open and expansive to obtain the information that you need to know to value justify the commodities you are investigating. By formulating good questions, you will be able to generate a meaningful dialog with your customers, stakeholders, or experts and uncover their true motivation and their challenges. This dialog will go a long way in establishing rapport and building credibility with your customers. Then and only then can you discover your customers’ specific needs, wants, and desires, speak to their concerns, and gain a commitment for positive change.