In a recent IIBA webinar, community engagement manager Susan Moore welcomed Fabricio Laguna—author, educator, and renowned voice in the business analysis community—to discuss his latest book, Please Hold: The Power of Outcome-Driven Mindset. This engaging session explored the transformative shift from an output-driven to an outcome-driven mindset and its profound impact across all professional roles, not just business analysts.
Understanding the Shift: Outputs vs. Outcomes
Fabricio began by defining a fundamental distinction: outputs are the tangible deliverables of tasks, like reports or software features, while outcomes are the meaningful changes or value these outputs are supposed to create. For instance, a requirement specification is an output, but the resolution of a stakeholder’s business need is the desired outcome.
Using vivid analogies—from plastic surgery consultations to software development requests—Fabricio demonstrated how outputs can miss the mark if disconnected from intended outcomes. A customer might ask for a report, but what they truly need is a solution that enforces a business rule. By understanding the why behind a request, professionals can propose better, more impactful solutions.
The Business Analysis Mindset Evolves
Although rooted in business analysis, Fabricio explained that the outcome-driven mindset transcends roles. Initially introduced as the “business analysis mindset,” this philosophy was rebranded to appeal to a broader audience, including project managers, product owners, and professionals in non-profit or government sectors who may not identify as business analysts.
The mindset is defined by a specific way of thinking, feeling, and acting:
- Thinking holistically rather than working in silos, and motivated by outcomes
- Feeling curious and open, not fearful of complexity or disagreement
- Acting collaboratively and analytically rather than rigidly or individually
He contrasted this mindset with output-driven traits—compliance, individualism, resistance to change—and emphasized how shifting to an outcome-driven approach fosters adaptability, innovation, and value creation.
Connecting with the Core Concepts
The conversation naturally aligned with the IIBA’s Business Analysis Core Concept Model (BACCM), which includes six foundational elements: change, context, needs, solutions, stakeholders, and value. Fabricio highlighted how an outcome-driven mindset integrates all these concepts, reinforcing that business analysis is not merely a role but a way of viewing and influencing the world.
Mindset in Action: A corporate novel
The book Please Hold presents these ideas through storytelling. The book follows a nameless protagonist—referred to only as “Me”—who works in a rigid, metrics-driven environment. Through a journey of introspection and discovery, “Me” begins to question the value of his work and gradually adopts an outcome-driven perspective. This change enables him to deliver more meaningful results, stand out among peers, and create real impact.
Fabricio intentionally designed the main character to be anonymous, allowing readers to project themselves onto “Me” and reflect on their own professional journeys. The book isn’t just instructional—it’s experiential, inviting readers to undergo their own mindset transformation.
Influence Through Practice
Can we help others become more outcome-driven? Fabricio believes so—and he argues that business analysis techniques are powerful tools for doing just that. Whether it’s process mapping, stakeholder analysis, or defining KPIs, these tools help illuminate the outcomes stakeholders truly seek, often before they realize it themselves.
By modeling the outcome-driven mindset and using BA techniques, professionals can foster better collaboration, uncover hidden needs, and deliver real value—not just tasks completed.
Final Thoughts: Life by Choice, Not by Chance
Fabricio closed with a powerful philosophical reflection: life is shaped more by choice than chance. Adopting an outcome-driven mindset starts with internal dialogue—choosing to see yourself as someone who creates value, makes decisions purposefully, and leads with intention.
Whether you’re a business analyst, a product manager, or even a janitor, Fabricio’s message is clear: the outcome-driven mindset is for everyone. And it might just be the key to unlocking more meaningful work—and a more empowered life.
Find out more about the outcome-driven mindset by reading Please Hold – The Power of Outcome-Driven Thinking, a fun business novel for anyone driving real change at work and beyond.
Available in English, Portuguese, and Kindle editions.
📚 Reference Links
- IIBA Business Analysis Standard
- BACCM Model Overview
- Please Hold: The Power of the Outcome-Driven Mindset
- Please Hold – The Book Soundtrack
- The International Institute of Business Analysis
