Pros-Cons-and-Fixes

The Six Steps of Pros-Cons-and-Fixes

It can be easy to dismiss a proposal by listing objections before considering its merits. Pros‑Cons‑and‑Fixes gives the discussion a sequence: identify the positives first, then examine the negatives. For each negative, try to “fix” it by finding a way to reduce or remove the drawback. Any drawbacks that remain must be weighed when choosing an option.

The procedure involves six simple steps, demonstrated below by evaluating Marty Bloomfield’s proposal to purchase a semi tractor‑trailer for Family Frozen Foods. To give the analysis balance, a third option — not purchasing an additional delivery vehicle — is included as the “status quo.” The steps are applied to each option in turn.

Steps 1–4 for the Semi Tractor‑Trailer

Step 1: List all the Pros

We make a list of all the positives — benefits, merits, advantages — of buying a semi; the reasons a semi might be better than a van. We think hard and try to be creative, staying in a divergent mode.

Semi Pros (why a semi is better than a van)

• Has three to four times as much load capacity as a van.
• Can handle the expected growth in the company’s sales.
• Advertising on a semi will be more effective than on a van.

Step 2: List all the Cons

Next, we list all the negatives — reasons a semi is worse than a van. These come easily; we remain divergent.

Semi Cons (why a semi is worse than a van)

• Gets less mileage per gallon of fuel.
• Fuel costs are greater.
• Maintenance and repair are more costly.
• Purchase price is three times greater.
• Is wasteful (trailer will not always be filled to capacity).
• Is more difficult to drive.
• Thus: More accidents and more damage to the vehicle.
• More difficult to find and keep qualified drivers.
• Liability is greater.
• Insurance is more costly.
• State and local taxes are greater.
• Competitors are expanding their delivery fleets with vans.

Step 3: Review and consolidate the Cons, merging and eliminating

Now we shift into a convergent mode: we merge Cons that are similar and eliminate those that are redundant or irrelevant.

Semi Cons (revised)

• Purchase price is three times greater.
• Gets less mileage per gallon of fuel. [“Fuel costs are greater” is redundant, so it is deleted.]
• Maintenance and repair are more costly.
• Is wasteful (trailer will not always be filled to capacity).
• Is more difficult to drive.
• More accidents, more damage to the vehicle.
• Harder to find and keep qualified drivers.
• Liability is greater; insurance premium is higher. [Merged and consolidated.]
• State and local taxes are greater. [“Competitors are expanding their fleets with vans” is irrelevant to the comparison of a semi vs. a van and is deleted.]

Step 4: Neutralize as many Cons as possible

We think imaginatively about what can be done to convert each remaining Con into a Pro or to neutralize it. We are in a divergent mode again. Fixes are written next to the affected Cons.

Semi Cons	Semi Fixes
Purchase price is three times greater.	Use the extra capacity to serve enough deliveries to justify the higher price.
Gets less mileage per gallon of fuel than a van.	Design delivery routes that are more cost‑effective.
Maintenance and repair are more costly.	Design delivery routes that are more cost‑effective.
Is more difficult to drive than a van.	(No Fix)
More accidents, more damage to vehicle.	Pay incentives for safe driving.
Harder to find and keep qualified drivers.	Pay competitive wages.
Liability is greater; insurance premium is higher.	(No Fix)

The table proposes fixes for several drawbacks and leaves driving difficulty and higher insurance premiums without a fix. These proposals still need testing: extra capacity is valuable only if it is used, and higher wages or safety incentives add costs. The table also leaves the underfilled-trailer concern and higher taxes from the earlier list unresolved. Keep those in the final comparison.

Steps 1–4 for the Van

We now repeat the process for the second option.

Van Step 1: List all the Pros

The van’s Pros are essentially the opposite of the semi’s Cons.

Van Pros

• Purchase price is one‑third as much.
• Gets more mileage per gallon of fuel.
• Maintenance and repair are less costly.
• Is less difficult to drive.
• Fewer accidents, less damage to vehicle.
• Easier to find and keep qualified drivers.
• Insurance premium is lower.

Van Step 2: List all the Cons

Again, the van’s Cons mirror the semi’s Pros.

Van Cons

• Has only one‑fourth to one‑third the load capacity of a semi.
• Cannot handle the expected growth in the company’s sales.
• Advertising on a van will be less effective than on a semi.

Van Step 3: Review and consolidate the Cons

Nothing needs merging or eliminating.

Van Step 4: Neutralize as many Cons as possible

Van Cons	Van Fixes
Has only one‑fourth to one‑third the load capacity.	(No Fix)
Cannot handle expected sales growth.	(No Fix)
Advertising on a semi is more effective.	(No Fix)

The example identifies no fixes for the van’s drawbacks. They remain part of the comparison unless further analysis finds a workable remedy.

Steps 1–4 for the Status Quo

Finally, we apply the same four steps to the option of not purchasing any additional delivery vehicle.

Status Quo Step 1: List all the Pros

Status Quo Pros

• No outlay of funds for purchase.
• No additional tax payments.
• No additional maintenance and repair costs.
• No hiring of an additional driver; no increase in personal services costs.

Status Quo Step 2: List all the Cons

Status Quo Cons

• Deliveries are falling ever farther behind sales.

Status Quo Step 3: Review and consolidate

Nothing to merge or eliminate.

Status Quo Step 4: Neutralize as many Cons as possible

Status Quo Cons	Status Quo Fixes
Deliveries falling behind sales.	(No Fix)

No fix is proposed for the delivery shortfall. Choosing the status quo therefore leaves that problem unresolved.

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Step 5: Compare the Pros and unalterable Cons for all options

Compare the benefits and remaining drawbacks of all three options, including the costs and feasibility of the proposed fixes. A longer list of pros does not necessarily outweigh a shorter list of serious cons; their importance depends on the company’s needs.

Step 6: Pick one option

Choose the option that best meets the company’s needs after accounting for the remaining costs and risks. Record which proposed fixes the choice depends on, so their feasibility can be checked before committing.

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Summary of the Six Steps

Perform Steps 1 through 4 for each option:

1. List all the Pros.
2. List all the Cons.
3. Review and consolidate the Cons, merging and eliminating.
4. Neutralize as many Cons as possible.
5. Compare the Pros and unalterable Cons for all options.
6. Pick one option.