1. Exploring the Need
getting clear on underlying needs before proceeding.
2. Clarifying Commitments
making sure all parties are clear on results and processes before action is launched.
3. Gathering Information
gathering further information on the defined problem.
4. Recommending Change
recommending what and how clients change.
5. Taking Stock or Closing
effectively wrapping up the project and/or planning improvements.
Expertise Delivery Stage | Key Logical Issue | Key Relationship Issue |
Exploring the Need | Getting at the underlying need & scoping the problem | Establishing rapport and trust |
Clarifying Expectations and Commitments | Negotiating outcomes and processes |
Clarifying relationships & expectations |
Gathering Information | Data gathering, diagnosis and synthesis | Building ownership |
Recommending Change |
Selling your recommendations & change |
Dealing with client reservations |
Closing or Taking Stock |
Wrapping up a project or re-contracting |
Transferring ownership |
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