Prescient - Bernd Heesen


Prescient - Bernd Heesen is a consulting and publishing company.

PRESCIENT means "Perceiving the significance of events before they occur". My philosophy is to share my knowledge where I expect to add value. Instead of just reacting based on what happened it is much more proactive to anticipate what might happen and to prepare for it.


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Book recommendation:

The two-second advantage

Vivek Ranadive & Kevin Maney are convinced that in turbulent times it is not only critical to make the right decisions and execute them but time is of the essence. They use the ice hockey legend Wayne Gretzky as an example: "Like Gretzky on ice, the most successful people in various fields make continual, accurate predictions just a little ahead of and a little better than everyone else. It is the one common denominator of almost all consistent success. Talented people don't need to have a vision of the future ten years out or even ten days out. They need a highly probable prediction just far enough ahead to see an opening or opportunity an instant before the competition. That's true for athletes, artists, businesspeople, or anyone in any field" (p. 6). These concepts apply anywhere: "The salesman who sells more than anybody else had developed a talent for anticipating people's reactions to his pitches, allowing him to steer the conversation before it gets off course. The teacher who seems to get the most out of her students with the least effort has developed predictive models in her head for how kids behave and respond to certain teaching methods" (p. 8).

Predictive analytics (Business Intelligence) allows Sam's Club to know what its members are going to want to buy when they walk into the store (p. 11).

The problem is often not only the availability of information. There is an abundance of information. "As it turns out, getting just a little bit of the right information just ahead of when it's needed is a lot more valuable than all the information in the world a month or a day later"... "using an efficient 'mental model' to get a little ahead of events and make instant judgments about what to do next" is key to anticipate customer needs or avoid carrying too much or too little of a product (p. 12).

Even with computers getting more powerful every year, business can't search all its data each time it needs an answer (p. 14). Designing and implementing a business intelligence framework to support the unique "mental model" of the organization is what successful organizations need to work on to be at least two seconds quicker than their competition...