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Stage two: Clarify
The wise man doesn’t give the right answers; he poses the right questions.
Claude Lévi-Strauss
Once your client has been emotionally and contractually engaged, you need to move beyond what is a relatively narrow field of vision. The goal is to take away some of the haze – to understand the real source of the problem. Only then can you make a firm proposal as to how the situation can be resolved.
It is at this stage that the first dilemma can occur. Often a client will employ you because they have a problem that is urgent and pressing. When the wolves are at the door it is difficult to suggest that your client should set aside time for detailed diagnostics. With a client in panic mode you may be expected to be in the ...
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