Chapter 11. Getting the Data

WHEN YOU FINALLY have a contract and you have entered the discovery phase, you are ready to collect some information and develop your own assessment of what is happening to create problems for the client. The business of this phase is:

  1. Collecting information at three different layers of analysis, to understand both the presenting problem and the underlying problems

  2. Assessing the organizational and managerial climate in which your recommendations will be received

  3. Dealing with resistance of the client in sharing information with you

  4. Viewing the interviews you do as an active force in beginning to solve the problem: The act of interviewing itself changes an organization

  5. Reducing the data to a manageable number of issues ...

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