When someone shares a list of features and requirements for a project, it’s tempting to think the job is to deliver only what’s been requested. But if the focus is only on what’s explicitly stated, there’s a risk of missing the most critical needs — the ones that aren’t immediately recognized. These hidden needs are what Sir Chris Voss, in Never Split the Difference, calls “Black Swans.”
In any project, Black Swans are the unspoken needs and overlooked details that can make or break success. They’re the gaps that, if missed, often turn into issues and create frustration for everyone involved. It’s essential to uncover them before they become problems.
Think of it like building a house. When you hire an architect or engineer, you expect them to bring more than just your vision to life. You rely on their expertise to suggest improvements, point out potential risks, and ensure the house stands strong for years to come. If they simply followed your instructions without highlighting missing elements, you’d be left with a house that’s incomplete or unsafe.
The same principle applies to any project. People may not always know what they need beyond their initial request. It’s important to listen carefully, observe patterns, and continuously refine the approach. Testing assumptions, seeking feedback, and improving functionality are essential to ensure all critical needs are addressed.
This means that during discussions, it’s important to ask deeper questions, listen not just to what is said but also to what isn’t. Review the information critically, looking for gaps, unspoken expectations, and potential future needs. How will a new feature impact existing ones? Are there edge cases that haven’t been considered? Could this change create new bottlenecks or conflicts?
People rely on expertise not just to deliver what they describe but to guide them toward the best way to achieve their goals. It’s not enough to simply check off requirements on a list. The ability to probe and challenge requests, finding Black Swans proactively early in the process, helps avoid last-minute surprises or issues.
By identifying Black Swans before they become problems, unnecessary headaches can be avoided, and the stress of fixing overlooked details under tight deadlines is reduced. This proactive discovery requires curiosity, continuous learning, and a willingness to challenge assumptions. Making Black Swan hunting a practice positions one as a trusted advisor, not just a task-taker, showing the commitment to setting others up for success.
As we end the week and welcome a new one, my challenge to everyone is to be a Black Swan hunter. Take ownership of responsibilities by being relentless in discovery, thoughtful in execution, and proactive in solving what’s not immediately visible. Doing so ensures excellence and mutual success.
