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3 BWM Phases 1 - Coggle Diagram
3 BWM Phases 1
V5 - Mining Deeper
Surface Unconsidered Needs
Q: What Else?
"Is there anything else that I need to know that will help me and is important to you?"
Offer Suggestions
I noticed you didn't mention XXX, I'm hearing that often, is it a priority for you?
Test if the list is complete
If you successfully addressed these things and nothing else, would you have what you are looking for?
is there a compelling reason for the client to act?
V6 - The Decision Process
Mindset - Qualify and Advance
Stakeholder Decision Matrix
V4 Mining for Value
Needs Analysis Worksheet
Initiate
Surface Conversations
Explore/Educate
Create an Opportunity
Value Validation
with Client
V3 Re-Direct the Conversation
Solutioning
Proposal
Contracting