Wants and Offers Matrix

	Offers	Wants
Sponsor / Client	Involvement Respect Clarity of goal Importance of project Resources for success Information Definition of scope Referral Contextual view of system	Results – measurable, quantifiable Time/Freedom ( make things understandable, simple, enjoyable) Confidence in the consultant (that warm feeling in the belly…) Ego boost — I want to look good, and you help (politics?) Scapegoat? Confidentiality (bad idea) Anonymity (preferred) Access to you the consultant Clear, consistent communication “truth” – executives can’t always get this from line/staff. Credibility — same data more meaningful from outsider coaching Options from which to choose next action.
Consultant / Agent	Time Knowledge Experience Abilities Self as a change agent Outsider Status – marginality Passion / energy Integrity Initiative Sustainable Results Theoretical knowledge Unique, diverse methods Values Domain knowledge Hope! — to get unstuck	Money Timeliness from client Growth and new experiences Credibility within the field Definition Structure Clarification of goals/roles (cf.: waterline) Fun Integrity, congruence of values Busy, Challenged, Learning Personally meaningful work Strong sponsor Reference client Access to key people, data, resources Physical space to work. Administrative support Follow-up commitment Definition of success Clear scope budget / resource clarity

Source: LIOS Winter 2003 LIOS Class Brainstorm

The Media of Exchange: Wants and Offers Matrix