Managing Decision Tunnels, Funnels and Planes

There are two symbols that are fundamentally different from each other, but both are used to describe similar events in the decision making process. The journey along a path toward a goal is often depicted as a long dark tunnel that we must stumble through, overcoming obstacles and conquering fear until we find the “light at the end.” The other analogy that is used to describe a journey is to see ourselves moving through a funnel, constantly narrowing our choices until we decide on the best alternative to bring us out into a successful outcome. The problem with oversimplification into a single analogy is that problem solving is much more complex than a straight shot through a single vessel. Obviously, instead of envisioning a coal-mine-like maze of tunnels with dozens of choices it is easier to consider a funnel or reverse funnel to guide our thinking. Unfortunately, the human brain is capable of comprehending that complexity without limiting ourselves to a figure on a PowerPoint slide that was created that way because it is simpler to label in two dimensions. We think in multiple dimensions and often lose our way by only considering a single vision.

It is a matter of perspective. If we don’t know where we are going and have no plan, it is difficult to plot the next step and ultimately arrive at the destination.

1. The Sales Funnel Concept – This is probably the best example of a funnel used as only a snapshot and not a unique mapping device. Starting with multiple prospects and working downward through the funnel until it leads to the sale gives an obvious visual reference of starting big and ending small. Multiple sales would require broadening the scope to multiple funnels for capturing the true dynamic nature of the system. This concept is in use by many companies to depict recruiting new employees.  The recruiting funnel begins with numerous candidates that are screened to a few that are interviewed for the ultimate hire.
2. Overlapping Funnels – It would seem that the recruiting funnel would directly relate to the job search funnel and it does to a certain degree. Here again, perspective is important and to understand when the two processes are in alignment is important to both the recruiter and the candidate. From the job seeker perspective, there are a number of parallels to the sales funnel in that numerous opportunities must be evaluated before deciding on a final acceptance of an offer. Most find that they have to kiss a lot of frogs to find their prince.
3. The Tunnel Concept – Selecting the correct direction and evaluating all of the alternatives before entering makes a tunnel the ideal concept to employ in almost any decision making exercise. Once the direction is planned and the journey begins, the only alternative to success is giving up and backing out of the tunnel. Some circumstances must be considered to be more final and that tunnel analogy becomes a straight and unstoppable one-shot move. Like parachuting out of an airplane, there is one opportunity to succeed that must allow for gravity and windage to land properly.
4. Travel on a Level Plane – Ordinarily the shortest distance between two points is a straight line. Removing the walls of the funnel or tunnel gives a flat unbounded plane on which to move freely between points. This analogy allows us to consider a roadmap in which there is a starting point and a destination. This visualization also can account for detours and stops along the way. That level playing board can also be depicted like a chess board where moves may go in any direction and sometimes jumping over empty space.

The purpose of defining these terms is to point out that the journey of decision making does not follow a specific law of physics but is bounded only by human creativity. Each of these concepts can be further analyzed to combine them in any order for any condition. So the discussions that will follow on these topics is not designed to draw focus to any specific choice but to open the horizons to include all choices.

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