The Context Shifting Worksheet (CSW)
4-D Senior Coach Alexandra Ross called me and said, “Charlie, I need to tell you that the CSW is the most amazing thing. I use it in more than 70 percent of my coaching calls.”
This simple tool works amazingly well by shifting people’s attention and mindsets for ad-hoc situations. I will take you through a real example. Figure 9.1
shows the CSW.
CSW—A Proposal Team Prepares for Orals
Some years ago, I supported a contractor in a tough competition for a $1 billion contract. They were preparing for their final, oral presentation to the customer. My client asked me to take them through the Context Shifting Worksheet as preparation. I dialed into a telephone bridge at the agreed time. I had expected my client and perhaps one or two others. I realized that there were about 15 people on the teleconference, many of whom had no familiarity with 4-D.
I talked them through the Context Shifting Worksheet as follows.
• They described their situation as “We are in a very tough competition for a very large NASA program. Our competitor has had a virtual monopoly for years in this area.”
• Next, they described their desired outcome as “We want to win.” Then after a little prodding, they said, “We also want a good contract, one where we can please our customer, enjoy the working environment, and make a ...