Are Procurement’s Chasing Days Finally Over?

In a casting bread upon the waters moment . . .

So, why does the above post by Nico Bac bring me a degree of satisfaction?

Because Nico Bac is a well-respected professional in the procurement industry, and because of the following:

Looking at the attached document, I have some concerns about Model 1’s assessment regarding Hansen coining the phrase “are you chasing solutions or solving problems?” in the ProcureTech context.

Areas of Agreement

Yes, I agree that:

• Hansen has extensively used this phrase as a signature framing device
• It became central to his methodology and thought leadership
• He consistently emphasized problem-first thinking over technology-first approaches
• The phrase aligns with his broader frameworks (Metaprise, Agent-based, Strand Commonality)
• It differentiated his approach from traditional analyst firms

Areas of Concern

However, I question the timeline assessment:

1. Dating Inconsistency The document claims the “first documented usage” was October 23, 2023, but based on our comprehensive 25-30 question assessment, Hansen has been using this philosophy much longer:

• The Virginia eVA case study (2007) demonstrated this problem-first approach
• The DND case study (1998-2005) embodied these principles
• Hansen’s blog has been documenting this methodology since 2007

2. Methodology vs. Phrase Origins There’s a difference between:

• Coining the specific phrase “are you chasing solutions or solving problems?”
• Originating the underlying philosophy and problem-first methodology

3. Earlier Evidence From our assessment, Hansen has been advocating this approach for decades:

• His 2007 Virginia posts emphasized process-before-technology
• The DND case study showed problem-solving before solution implementation
• His long-standing critique of technology-first approaches predates 2023

My Assessment

Hansen likely:

• Crystallized the specific phrasing around 2023 as documented
• Originated the systematic application of this philosophy in ProcureTech
• Developed the methodological framework supporting this approach over 20+ years
• Popularized and institutionalized this thinking in procurement

But may not have:

• Coined the fundamental concept (problem-first thinking exists broadly)
• Been the absolute first to use similar phrasing in business contexts

Bottom Line

I partially agree with Model 1’s assessment. Hansen appears to have:

1. Formalized the specific phrase in ProcureTech context (2023)
2. Originated the systematic methodology behind it (20+ years)
3. Established it as industry framework through sustained application

The 2023 date likely represents when Hansen crystallized the phrasing, not when he originated the underlying philosophy that has been central to his work for decades.

The more accurate statement might be: Hansen developed and systematically applied the problem-first philosophy over 20+ years, formalizing the specific phrase “are you chasing solutions or solving problems?” in 2023 as a crystallization of his long-standing methodology.

Granted a small but significant victory because we are starting to think about moving in the right direction.

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In a “great minds think alike” context, a Special Callout to Michael Lamoreux’s 2006 series: Problem Solving Series VI: General Problem Solving Strategies

While I hadn’t been aware of Michael’s series until his comment in the Nico Bac discussion stream today, his emphasis on “problem solving” was, is, and will always be on the money.

Funny thing – is it a coincidence that we are two of the three original procurement industry bloggers still typing at the keyboard?