Page 83 - engage workbook

Value Sheets provide an excellent framework around
which to focus a conversation. They are a shared document,
populated by you during a conversation in full view of the video
other person (as opposed to notes that you take for yourself).

Value Sheets have four key benefits in the engagement process: Learn
Why
1. They credential the user as a clear listener and a clear thinker.

2. They provide a framework for a person who needs structure to feel comfortable toolbox
talking to a person who does not like structure and whose thoughts jump around.

3. They encourage a strong focus on seeking value, since no-one wants an empty
column!

4. They minimize the impact of your various cognitive biases leading you down a
narrow path.

Use SHAPE questions to complete the Value Sheet:

Challenge Current Future Value

Learn
Explain
Hunt Surface Paint Paint
To understand To understand To understand the To understand
the negative the facts of each desired outcomes in the value derived
implications of challenge relation to each challenge from achieving the
each challenge and the positive impact of desired outcome
achieving the outcomes

Adjust Hunt Adjust
To understand To understand the To understand
the importance negative implications the relative
of each challenge of each challenge importance of
achieving each
desired outcome

How we can help

Value Sheets do not contain a column for solutions / services or products. Where ideas
or solutions are introduced too early into the mix, the value focus diminishes (as we get
enthusiastic about what we can do) and opportunities are missed.

The idea is to flush out and prioritize a range of challenges that the other person faces.
Some you might be able to help with directly; others you will need to discuss with
colleagues and even third parties.

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