Opportunity Exploration with IDITM

Contracting Matrix
What you are demonstrating through a consultative approach…
Showing genuine interest in, and appreciation for, the client’s story and challenges.
Asking questions that go beyond surface-level needs, showing your commitment to understand the core issues.
Offering observations or asking thought-provoking questions that encourage clients to think about their business from a new perspective.
Capturing all the little details, then playing them back in subsequent meetings.
Review Meeting Tips
What is your current or intended approach to these, and with what frequency or timing?
Presenting Solutions with IDBTM


LAPAC

TIP: The most common issue is jumping from Listen to Answer without Acknowledging, or Probing enough.

Get quality results
Resolve problems
Develop skills
Be good at what you do
Get experience
Use skills to assist others
Be the best at what you do
Keep confidences
Admit when you’re wrong
Be honest
Don’t talk behind backs
Be sincere
Be nonjudgmental
Show respect
Listen well
Praise others
Show interest in others
Share about yourself
Work well with others
Show empathy for others
Ask for input
Do what you say you’ll do
Be timely
Be responsive
Be organised
Be accountable
Follow up
Be consistent
A Mapping Exercise – Strengths, Gaps, & Implications