Outcome-Driven Thinking: The Secret to Delivering Real Value

What if the secret to delivering real value isn’t doing more, but (gasp!) thinking differently?

In this stellar episode of Business Analysis Live, I sit down with friend, storyteller, and author Fabrício Laguna—also known as The Brazilian BA—to explore the power of outcome-driven thinking. Among many other topics, we discuss why focusing on outcomes (not just outputs) changes how we work, connect, and deliver change. We also explore how this mindset can transform not only our projects, but our organizations and careers.

Fabrício shares insights from his new book, Please Hold: The Power of Outcome-Driven Thinking, blending the business analysis mindset with the art of storytelling. We talk about empathy, purpose, collaboration, and what it takes to move from “just doing tasks” to truly enabling change.

If you’ve ever felt like you’re just checking boxes or producing deliverables without really moving the needle, this conversation is the wake-up call you’ve been waiting for.

What’s the Difference Between Outputs and Outcomes?

True to his novel’s frequent use of metaphor, one of the clearest examples Fabrício shares is from everyday life. Imagine you take your car to the mechanic and say, “I need my suspension replaced.” The mechanic replaces the suspension, i.e., the output. When you drive away, you get upset upon realizing that the annoying noise is still there.

You’re not satisfied. Why? Because the real expectation you had wasn’t a new suspension. It was a quieter ride, and that wasn’t delivered. But you never asked for it; you asked for the output. The mechanic never questioned the outcome you expected.

That’s the heart of the difference (and the crux of the novel, too):

• Outputs are the tangible things we produce (documents, reports, code, components)
• Outcomes are the results and impact that those outputs create

When we dedicate our lives only to outputs, we risk missing the real motivation behind them—the real value.

Our Analyst Catalyst blog explored this analogy in depth with an excerpt from the book, featured in our post on outputs vs. outcomes. It's about a call centre employee (“Me”) having a transformative conversation with his mentor, Oscar, who introduces the concept of outputs vs. outcomes—a central theme of the novel.

Why Outcome-Driven Thinking Matters

Business analysis professionals are uniquely positioned to bridge the gap between what people ask for and what they really need. But outcome-driven thinking isn’t just for business analysis professionals. Project managers, product owners, leaders—essentially anyone who wants to make meaningful change—can benefit from this mindset.

Here’s why it matters:

• It aligns work with purpose: When we understand the intended outcome, we connect our day-to-day tasks to a bigger picture. This connection fuels motivation and makes our work more meaningful.
• It builds empathy: Outcome-driven thinking requires us to listen deeply, ask better questions, and explore what’s really behind a request. This human connection often leads to better solutions.
• It improves collaboration: No one person sees the whole picture. By engaging different perspectives, we create shared understanding and better outcomes.

From Mindset to Muscle Memory

Outcome-driven thinking isn’t something you just “decide” to have. It’s a mindset you develop—much like learning a sport or instrument.

Fabrício explained that business analysis techniques, when practised regularly, create a kind of muscle memory. You stop thinking, “Which technique should I use?” and start naturally asking the right questions, framing problems effectively, and thinking holistically.

And here’s the best part: you don’t have to have “business analyst” in your job title to practise these techniques.

The Risks of Output-Driven Thinking

Many organizations are still wired for output-driven thinking. This goes all the way back to the Industrial Revolution, when businesses were designed like machines. People were just “parts” in the process, focused on producing their piece without seeing the whole.

Unfortunately, that kind of environment can disconnect people from purpose, limit innovation, and create silos and inefficiencies. When we focus only on outputs, we do things right but risk not doing the right things.

Output-driven thinking: Most individuals just carry out their work without questioning. (Image source: Lud Toussaint)

Making the Shift

So how do you move from output-driven to outcome-driven thinking? Here are a few ways:

• Ask “why” more often — Don’t just accept requests at face value. Explore the problem behind them.
• Connect work to purpose — Understand how what you’re doing impacts the organization and stakeholders.
• Engage others — Bring in multiple perspectives to get a complete view.
• Be willing to stop — If a task isn’t adding value or moving toward the desired outcome, it might not be worth doing.  

The outcome-driven mindset is a dynamic way of thinking based on a holistic vision that generates analytical and collaborative behaviour. (Image source: Lud Toussaint)

Bigger Than the Task at Hand

Outcome-driven thinking is a way to work with purpose, empathy, and impact. When we understand why we’re doing something, we can make better decisions, design better solutions, and ultimately create more value.

Whether you’re in a large corporation or a small team, adopting this mindset can change how you approach challenges, collaborate with others, and measure success.

If you want to hear more of this conversation—including Fabrício’s storytelling magic and some practical, real-world examples—listen to the full episode of Business Analysis Live! Trust me, you’ll walk away thinking differently about your work.

The wait is over. Grab your copy of Please Hold today at the IIBA Bookstore and start leading transformations (big and small) with empathy and purpose. The ebook version is also now available.

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