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Chapter 13. The reality > Client understanding

Client understanding

If the client is going to be introduced to the Seven Cs, you need to define how best to present the framework. Remember the filters section from the Client stage of the model? Rather than thinking "how do I introduce this model to the client?" the question is: "what will the client see if I show him the framework?" Some people might see it as a lot of jargon dreamed up to increase your fees, or as a valuable tool he might choose to adopt internally. Unless you can understand how the client understands the framework, then overt exposure can be a risk.

Assuming you decide to show the Seven Cs to your client, the next stage is to decide a learning path to take them down. This is where the potential capacity of the framework surfaces. In taking the client through a learning journey, you will effectively be managing a soft change in their cognitive map of the world. As such it will pay to use the Seven Cs as a guiding framework for this process.


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