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Flawless Consulting: A Guide to Getting Your Expertise Used, Third Edition by Peter Block

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CHAPTER 10

FROM DIAGNOSIS TO DISCOVERY

When the contract is clear and you are ready to deal with resistance, attention turns to the discovery phase. There are two primary purposes for this phase: to develop an independent and fresh way of looking at what is going on and to create a process that leads to client commitment, ownership, and action. This means that the goal of discovery is not to be right but to be effective and powerful.

There are two quite distinct ways of thinking about this part of the work. The traditional way is to consider it a diagnosis, following the medical model of diagnosing the problem, coming up with a prognosis, and then offering a prescription. This is the expectation of most clients. They have a problem, want a solution, ...

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