The Media of Exchange: Wants and Offers Matrix

Offers Wants
Sponsor /
Client
  • Involvement
  • Respect
  • Clarity of goal
  • Importance of project
  • Resources for success
  • Information
  • Definition of scope
  • Referral
  • Contextual view of system
  • Results – measurable, quantifiable
  • Time/Freedom
    ( make things understandable, simple, enjoyable)
  • Confidence in the consultant
    (that warm feeling in the belly…)
  • Ego boost — I want to look good, and you help (politics?)
  • Scapegoat?
  • Confidentiality (bad idea)
  • Anonymity (preferred)
  • Access to you the consultant
  • Clear, consistent communication
  • “truth” – executives can’t always get this from line/staff.
  • Credibility — same data more meaningful from outsider
  • coaching
  • Options from which to choose next action.
Consultant /
Agent
  • Time
  • Knowledge
  • Experience
  • Abilities
  • Self as a change agent
  • Outsider Status – marginality
  • Passion / energy
  • Integrity
  • Initiative
  • Sustainable Results
  • Theoretical knowledge
  • Unique, diverse methods
  • Values
  • Domain knowledge
  • Hope! — to get unstuck
  • Money
  • Timeliness from client
  • Growth and new experiences
  • Credibility within the field
  • Definition
  • Structure
  • Clarification of goals/roles (cf.: waterline)
  • Fun
  • Integrity, congruence of values
  • Busy, Challenged, Learning
  • Personally meaningful work
  • Strong sponsor
  • Reference client
  • Access to key people, data, resources
  • Physical space to work.
  • Administrative support
  • Follow-up commitment
  • Definition of success
  • Clear scope
  • budget / resource clarity

Source: LIOS Winter 2003 LIOS Class Brainstorm

COMPANY PROFILE

Primary Goals sits at the intersection of three core ideas about communication:
  • Leaders create vision by communicating a compelling future to their teams.
  • Teams create success based on how effectively the communicate and coordinate with each other.
  • Entrepreneurial ventures are successful only when they communicate value to people with a concern that the business can take care of
In all cases, it’s about Conversations for Committed Results.  That’s our Primary Goal.  

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