MAP In Brief

MAP is a tactical tool, for crystallising the output of long-term, strategic preparation into a concise form for a specific encounter:

• My objectives
• Audience
• Plan

My objectives are:

• Private (not for client viewing)
• Immediate (concern just this encounter)
• Multidirectional ...

Multidirectional means:

• Stuff that I wish to discover from my client
• Information to give to them
• Things to negotiate with them.

To get the right focus on my Audience before an encounter, I assess their Situation, Problems and Needs – my perspective and, above all, theirs. Various tools, such as DISCOVER-Y, may help to anticipate the Audience’s viewpoint.

The Plan can be a simple “First Move” plan, or it can be implemented using other tools. In particular, MAP may work in combination with PAGE, DISCOVER-Y, TWO-MINUTE MESSAGE, TABLE and OAR.

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More about MAP:

• MAP top
• GPS versus MAP
• Strategic versus tactical preparation
• Example: when GPS takes control
• The MAP tool explained
• My objectives
• Audience
• Plan
• Example: MAP extended case
• MAP as a front end to other tools
• Keeping it simple
• MAP in brief

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