Page 90 - engage workbook

For the buyer, the benefit comes from talking through their ideas with an outside person
who can offer different perspectives. It can get lonely at the higher levels of management
and the usefulness of a structured, third-party perspective should not be underestimated.

Working with groups

In a group setting, where you have multiple buyers to deal with, it is often best to start
at level 1, uncovering the day-to-day dissatisfaction with the status quo, before moving
to level 4 and a vision of a brighter tomorrow. If you skip the first step and go straight to
level 4, you risk the chance that some of the group will mentally keep reverting to level 1.

Representing the flow of ideas in a cascade format (as below) can be useful for showing
how each stream of activity supports the agreed overall goal - and also for rejecting
activities that do not contribute to the agreed goal.

l
Level 4: Dreams, goals, vision
i i
Level 4: Dreams, goals, vision, goals, vision, goals, vision, goals, vision

es, levers,s, levers,vers,
tr
trategategie
giees, leie
Level 3: Broad strategies, levers,
l
Level 3: Broad strategies, levers,
f focusso f ffocusfocusocusfocusoo
areas of focus
areas of focus
ff
dd
Level 2: Actions needed to support
dd
needed to supportoortorttt
Level 2: Actions needed to support
needed to supppp
needed to supporttpeededeeded
l3
i
the level 3 strategies
e
el 3 strategiesl 3 strategiesl 3 strategies
the level 3 strategies
Level 1: Details. Timetables with dates
Timetables with datesmetabl blbl
w w
hd datesdates
Level 1: Details. Timetables with dates
wihi withhh
Ti T
T T Ti Timetablesmetables withmetablmetabl
l l
iblib
l
lii
and people involved / responsible
d //
ople in
and people involved / responsible eerere//pp
ople involved / responsiblepvolved / responsiblevolved / responsibleesponsibesponsible involveinvolv
ople in

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