Why we rarely ask the Why question （and why that is costing us dearly）
Updated: Sep 1
Remember that time when you saw something for the first time and didn’t automatically accept it?
Now, picture a newcomer in a corporate meeting. Watch their face—not the polite nodding, but the actual expression. There’s that slight pause when the tenth slide appears. You can see the confusion when the group spends twenty minutes rephrasing the same point. The silent question hangs in the air:
“Is this really how things work here?”
After a few weeks, though, that confusion fades. They learn the rhythm, the language, and the unwritten rule: don’t question the process, just move it along. This is where efficiency takes over from thinking.
Now, drop a child, an artist, or an inventor into your next meeting. They always ask the "why" question.
Before the meeting, they’d ask, “Why are there so many people in this meeting?” On slide 3, they’d notice, “Didn’t you already say that?” On slide 7, they’d wonder, “Why are there so many slides?” And after 45 minutes, they’d ask, “So, what have we solved in this meeting?”
Does this feel uncomfortable? Good! Because they’re voicing what everyone else is thinking.
The Illusion of Logic in Organizations
Most organizations don’t run on logic. They run on inherited behavior. Nobody designed a process that requires three approvals for a minor decision. It just… accumulated. A risk here, a control there, and a “just to be safe” layered on top of another “just to be safe.” Eventually, no one remembers the original problem—only the system that grew around it.
This phenomenon applies everywhere. Think about it:
Supplier reviews that produce reports but no actions.
Decks that expand while decisions shrink.
Meetings that exist mainly because they always have.
Individually, none of this looks irrational. But it is!
The Challenge of Questioning the Status Quo
What’s interesting is how rarely anyone challenges it. Not because people don’t see it—they do. But questioning it creates friction and slows things down. It exposes uncertainty. And in a system optimized for speed and alignment, that can feel uncomfortable.
So, the safer option is to keep going. Forward, but not necessarily better.
Yet, the biggest improvements rarely come from working harder inside the system. They come from stepping outside it—even briefly—and asking a simple question:
What problem are we actually trying to solve here?
It sounds basic, but it’s surprisingly disruptive. Sometimes the honest answer is that the problem changed, but the process didn’t. Or worse, the problem disappeared entirely, and only the process remained.
The Unpopular Truth-Tellers
The people who ask these questions aren’t always popular. They interrupt flow and challenge assumptions. They force clarity where ambiguity used to be enough.
But they also cut through noise faster than any optimization initiative or hired consultant ever will. They’re the ones who realize that a decision can happen on slide 3, that a supplier can be changed, and that a meeting can end early—or not exist at all.
In other words, they don’t just follow the system; they improve it.
The Visibility of Inefficiencies
This is the uncomfortable part: most inefficiencies aren’t hidden. They’re visible, repeated, and normalized. Which means the real issue isn’t a lack of ideas; it’s a lack of questions!
Kids question it, artists rethink it, and inventors rebuild it. What do we do? We add one more slide and call it progress. Then we optimize it… instead of questioning if it should exist at all.
A Simple Yet Powerful Question
So, try this once:
“If we started from scratch today, would we still do it like this?”
If the answer is no, you’ve just found an opportunity!
Embracing Change in Procurement
In the world of procurement, embracing change is crucial. The procurement landscape is constantly evolving, and sticking to outdated processes can lead to missed opportunities and wasted resources. By fostering a culture that encourages questioning and innovation, organizations can streamline their procurement processes and enhance overall efficiency.
When we challenge the status quo, we open the door to new ideas and solutions. This is where Procuremania comes in. We aim to empower individuals and companies to master procurement, significantly reduce costs, and boost their bottom line. We want to be your go-to resource for practical, experience-driven procurement training and coaching, helping you achieve and exceed your commercial goals.
So, let’s shake things up! Let’s ask the tough questions and break free from the chains of inherited behavior. After all, the best solutions often come from a fresh perspective.
Are you ready to challenge the norm? Let’s get started!
