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Variants of SMART 53
then the model is not requisite – it is not yet sufficient to solve the problem.
The model can be considered requisite only when no new intuitions emerge
about the problem.
Thus the requisite modeling process does not attempt to obtain an exact
representation of the decision maker’s beliefs and preferences, or to
prescribe an optimal solution to his problem. However, by exploiting
the conflicts between the results of the analysis and his intuitive judgments
it will help him to resolve conflicts and inconsistencies in his
thinking. As a deeper understanding of the problem is obtained the
model will be revised and the discrepancy between the analytical and
intuitive judgments will be reduced. Eventually, the decision maker
will find that the model provides enough guidance for him to reach
a decision.
Variants of SMART
Value-focused thinking
Earlier we set out the process of applying SMART as a series of stages.
Although we emphasized that the application of the method is not a
linear process through these stages – decision makers will move backwards
and forwards through the stages as they learn more about their
decision problem – the order of the stages we presented implies what
is known as ‘alternative-focused thinking’. We identify the alternative
courses of action (stage 2) before we determine the relevant attributes
(stage 3). Keeney 14 has proposed an approach that he calls ‘valuefocused
thinking’, which essentially involves a reversal of these two
stages. In this approach you first determine your ‘values’ – that is what
objectives (and hence what attributes) are important to you. Only then
do you create alternatives that might help you to achieve these objectives.
These alternatives are then evaluated in the same way as for
alternative-focused thinking. Keeney’s approach is worth considering
for major strategic or life-changing decisions where there is a need to
think deeply about what you want to achieve in life or what the fundamental
values of an organization are. Such decisions imply a need
to ‘think outside the box’. However, we think that value-focused thinking
needs more development before it can provide effective support
for identifying these fundamental values and objectives. 15 Suggestions
that you should ask yourself ‘what would you like to achieve in this