I'm sharing my bite-sized stories of grit and growth from my Founder journey.
What separates a great Founder from a good one? - In my experience, it’s not the answers they give but the questions they ask.
The power of a question. It’s something I think about daily. How to ask a question in a way that can facilitate the most engagement, provide the most information, or elicit a different perspective.
As Founders, we ask a lot of questions. It’s our primary role. We ask the question, actively listen to the answer, and then empower others to make a decision.
For most Founders and leaders, the focus is often in the quality of the answer. Like in an interview, the interviewee is judged on the quality of their answer - it’s rare that the quality of the interview question is under the spotlight.
Put this into the real world where the input (the question) correlates with the quality of the output (the answer);
A data analyst is handed an outdated dataset and expected to present deep insights.
A product manager must prioritise vague feature requests from stakeholders into a coherent roadmap.
A marketing manager is told to “make it go viral” without a defined audience, objective, or budget.
A Founder pitches their startup to investors without knowing what matters most to them—and is judged harshly if they miss the mark.
In each case, the clarity of the input - the question - impacts the output. As Founders, we need to prioritise crafting better questions to drive better outcomes.
Introducing the HIT Framework
In practical terms, there are two types of situations when you ask questions; when you have time to consider and time to prepare, and the other, is when you need to react in the moment or with immediacy.
To ask better questions, I developed a simple framework: HIT—Human, Information, Target. It helps me maintain clarity, consistency, and purpose, whether I have time to prepare or need to respond on the fly.
Here’s how it works:
H: Human – Observe and actively listen to the person or group involved. What are their concerns, hopes, or perspectives?
I: Information – Gather the most relevant and available facts to inform your decision.
T: Target – Identify the objective or outcome that benefits the majority and aligns with long-term goals.
Sounds simple, right? Here’s how it plays out in real-world scenarios.
Applying HIT in Real Life
Sounds like a nice acronym right? - Here’s what it looks like in reality:
Scenario: You’re debating whether to pivot your product based on market feedback, but the team is divided.
Human: "What are the biggest concerns or hopes each of you has about pursuing this pivot or staying the course?"
Information: "What do we know from customer feedback and market trends that directly supports or opposes a pivot?"
Target: "Which decision aligns best with our product vision and delivers long-term value to our users?"
Scenario: A Software Lead needs your input on whether to proceed with a product release planned for the next 24 hours.
Human: "What concerns or risks are top of mind for you about releasing on the planned timeline?"
Information: "What feedback do we have from testing or QA that indicates readiness or risks, and how critical are those issues?"
Target: "What decision minimizes potential negative impact while keeping us aligned with customer expectations and business goals?"
Scenario: A Founder needs to decide by the end of the day whether to hire a candidate for a critical leadership role.
Human: "What specific qualities or experiences in this candidate resonate with you, and what concerns do you have?"
Information: "What feedback have other stakeholders or team members shared about this candidate’s fit and potential impact?"
Target: "What decision best supports the long-term health and culture of the team, given the urgency of the role?"
Why Questions Are a Founder’s Superpower
The quality of your input determines the quality of your output. By using the HIT framework, you can elevate the clarity and purpose of your questions, enabling deeper and richer insights and more effective decision-making.
Try applying HIT to guide your next question - and see how it elevates the conversation. I’d love to hear how you get on.
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