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1 • Problem Sensitivity - Part 1

Basically, problem sensitivity is the ability to recognize that a problem exists. It is also the ability to cut through misunderstand­ings, misconceptions, lack of facts, or other obscuring handicaps, to recognize the real problem in an apparent situation. Prob­lem sensitivity is vital to creativity, because you can't solve a problem until you know what the problem is, or at least know that you have a problem.

Problem sensitivity, in an individual, manifests itself in many ways. For example, a person seems to be highly aware of the difficulties, needs, and feelings of other people. He is quick to catch anything out of the ordinary or odd or unusual in any situation in which he may find himself. He has the ability to see possibilities that other people miss in situations, people, or materials. As examples:

Howard W. Sams, sales manager of an electronics firm in Indianapolis, quit his job in 1946 to go into business for himself producing service manuals for radio-TV repairmen. There were manuals on the market at that time, but they were poorly organized, non-standardized hodgepodges of information—highly unsatisfactory to use. Sams also sensed that the TV industry, which was just coming into being, was going to mushroom. And with the industry growth, would come a growing need for more servicemen who would have to absorb thousands of new facts and bits of electronic information in far too little time, if the repair business were to keep pace with the demand. Out of all this came the idea for his simplified servicing manuals which he called "Photo fact Folders" for radio-TV repairmen. These folders include complete measurements of every TV model; photographs of the models inside and out; and, where necessary, "explosion" diagrams showing how every part is assembled. Almost overnight, Howard Sams' repair manuals became the "bibles" of servicemen across the country. In less than  eight years, Sams' sales soared from $430,000 to well over $3-million!

Donald Brann, of Pleasantville, New York, exhibited problem sensitivity when he related his previous experience selling dress patterns to some carpentry work he was doing in a new home at the request of his wife. His idea was to sell woodworking patterns to the growing army of do-it-yourself homeowners. Selling the patterns was difficult, at first, until Brann realized that his best outlet would be lumberyards and hardware stores. He was able to get his "Easi-Bild" Patterns into these outlets through the simple approach of convincing these dealers that his patterns would help their sales on other products. Today his gross sales are in excess of $1-million a year.

Related terms include business courses and small home based business opportunity.