Mental Model: Earn the Right
Are you “earning the right” to build relationships?
You have to earn the right to ask for something
or to expect something from someone else.
Earning the right involves empathy through meaningful & strategic dialogue.
Earning the right means you have consultation conversations as the project moderator.
Earning the right means consistently learning about your client. It is about building credibility through understanding.
Relationships are a privilege.
Discovery conversations: Ask questions to understand needs, wants, process concerns, and project usefulness.
Start Questions with:
How…
Have
Are
Am
I notice, I wonder
If
Is
Can, could
Do, does
http://www.thecbigroup.com/2015/02/04/what-does-it-mean-to-earn-the-right/