Advocacy and Inquiry

Definition

Advocacy is communicating clearly and persuasively about what you believe and want to accomplish. Inquiry is actively asking questions, observing, and seeking information to understand what's happening. Great leaders balance both. High advocacy without inquiry produces directive, autocratic leaders who miss critical information. High inquiry without advocacy produces indecisive followers rather than leaders. The intersection of strong advocacy and strong inquiry enables learning, dialogue, and effectiveness.

In the Book

Chapter 5 develops this concept through the case of Ellen and Don. Ellen's underlying thoughts reveal that she doubted Don's ability to listen, yet she only says, "We think you're intelligent"—the opposite of what she actually believes. She wants Don to learn from feedback, but she avoids the uncomfortable conversation that might produce that learning. Her high advocacy (telling him what she thinks he should do) combines with low inquiry (not asking him direct questions about his impact on others). The result: skilled incompetence. She uses well-practiced leadership skills to produce the opposite of what she intends.

The book shows that leaders can improve through five practical principles: (1) Ask persistently for feedback, using specific probes rather than vague questions; (2) Thank people who offer feedback, even unwelcome feedback; (3) Ask permission before giving feedback, to ensure it's welcomed; (4) Give your best honest answer when asked, avoiding both brutal confrontation and reassuring platitudes; (5) Tell the truth, even when afraid of consequences. The book illustrates this with a tragic cockpit example: when a copilot offers only gentle hints instead of direct warnings about a navigation error, the result is catastrophe.

Why It Matters

This concept separates leaders who improve over time from those who repeat the same mistakes. It reveals that communication isn't just about transmitting information—it's about creating mutual understanding. Leaders who master advocacy and inquiry can learn from experience, correct course when their understanding is wrong, and help others do the same. In high-stakes environments (aviation, medicine, organizations), this skill difference can be the difference between success and disaster.