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 |
See related items:
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