Consultative Leadership: Becoming a Service-Based Project Leader • 205
It provides insight and a new way of thinking about the issue or identies
the centrality of the issue that generates a host of other issues. Framing for-
mally recognizes these new insights. For example, the following are framing
statements:
Our falling revenue isn’t a matter of poor sales performance; it’s the customer
perception of our lack of quality.
Our cost overruns are not due to scope creep, but to our inability to
communicate eectively with our customers.
Increasing funding for the R&D sta to shorten time to market may
help in the short term, but to sustain this, we must improve our pro-
cess of collecting product requirements from our eld technicians and
cus