A structured conversation around a single challenge. SPIN stands for Situation, Problem, Implication and Need-payoff: four types of question, from Neil Rackham, that move a team from facts to a need it feels together, before you reach for solutions.
The challenge we're exploring
One challenge per session. SPIN works in depth on a single subject, not on everything at once.
Examples (tap to fill in):
About this exercise and facilitation guide
SPIN stands for Situation, Problem, Implication, Need-payoff. These are the four types of question described by Neil Rackham, originally from consultative selling and used here to help a team understand a challenge for itself, before looking for solutions.
Why the order matters
Don't offer solutions until the team feels the need. The Situation and Problem questions lay the groundwork, but the ones that truly move the team are the Implications (what it costs us if nothing changes) and the Need-payoff (what becomes possible if we solve it). The answers should come from the team, not from the facilitator.
Facilitation guide
Pick a single challenge. SPIN works in depth on one subject, not on everything at once.
Stay on Situation until the facts are the same for everyone. Only then move to Problem.
The Implications are the heart of the conversation. Let the team feel the cost, without rushing to solutions.
The need and the payoff come from the team. Ask "what would it bring you", not "why should you".
Close with a single small step, owned by someone specific.
Your data stays on your device. Nothing is sent anywhere.
S
Situation
The facts, without interpretation. Where the team is right now, concretely, in relation to the chosen challenge.
What's the situation, as we all see it, without explaining it?
Exploration questions
What's actually happening now, in examples or numbers, not opinions?
How long has it been like this, and what's been tried so far?
What's already settled about the situation and no longer up for debate?
Do we all see the same facts, or do we have different pictures?
P
Problem
Where the difficulties and friction show up. What isn't working, beyond the facts.
What exactly isn't working, and who does it affect most?
Exploration questions
What frustrates us most in this situation?
Where do things get stuck or time gets lost?
Who feels the problem most acutely, and how?
Is it one problem, or several tangled together?
I
Implication
What happens if nothing changes. The knock-on effects and the real cost, on people and on results.
If we leave things as they are, where do we end up in six months?
How urgent it feels (0–10)
not urgentsomewhatvery urgent
Exploration questions
What is this problem already costing us, in time, energy, trust?
What else does it spill over into, beyond the team?
What gets worse if we do nothing?
Who else is affected, besides us?
N
Need-payoff
What becomes possible if we solve it. The value of the solution, seen by the team, not imposed from outside.
What would things look like if we solved this, and what would it bring us?
How ready we are to act (0–10)
not at allsomewhatfully
Exploration questions
What would change for the better, concretely, if we got past the problem?
What would it mean for each of us?
Why is it worth the effort right now?
What would be the first sign we're moving in the right direction?
Action plan
Now that the need is clear, we choose a single concrete step for the period ahead.
What's the first small step we can take in the next two weeks, and who's responsible for it?