Discovery Helps Delivery
A fundamental reason for starting the encounter Do phase with Discovery is that it will help me to optimise the delivery of any arguments or presentations that I intend to give. It may even deter me from giving them at all.
If, for example, I discover that my client is reeling from the consequences of a company reorganisation, then I will probably defer the presentation of ideas about our long-term relationship until a better time. While it may be disappointing to shelve work that I have taken a lot of trouble to prepare, it could be better to do this, rather than irritate or confuse my client with something that has become inappropriate.
More about DISCOVER-Y and Discovery:
- DISCOVER-Y top
- The DISCOVER-Y tool explained
- DISCOVER-Y for encounter prepration (with MAP)
- DISCOVER-Y in real time (i.e. during an encounter)
- DISCOVER-Y as an aide to debrief
- The importance of Discovery
- Learning Discovery and its challenges
- Discovery helps to optimise delivery
- Discovery guarantees attention
- Effective listening (with checklist and blacklist)
- Playback
- DISCOVER-Y in brief
Examples:
Get the Client Encounters of the Technical Kind book!