Layout of this overview
On a desk or laptop, this overview is laid out in the shape of the 12boxes template.
On a phone, the order of the diagrams starts at the bottom of the 12boxes template and goes through to the top. The order in which the colours appear is based on reading the template layout from left to right.
The diagrams with a textured background follow. They describe combinations of boxes.
If you roll over each diagram you will see a brief description. Clicking on it will take you to a more detailed description.
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What people say…
Nick Shannon
Director at Management Psychology Ltd
"12boxes is a superb framework for thinking through, planning and executing the process of client engagement."
Joanne Jacobs
Facilitating innovation in enterprise; speaker, strategist, writer, communicator, director
"I find 12boxes of great help in learning from my professional experience.
"As well as being an elegant tool for client engagement and for understanding relationship building, it is also a wonderful lens for observing and learning from the way others interact with clients.
"I highly recommend 12boxes"
Matthew Harris
Director Cyber Security & Awareness
"If you want to sleep better at night and you're a consultant or considering a move into this field, then Malcolm's
twenty-minute Discovery Call is a must."
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| Module 1 | Bringing Value |
|---|---|
| Unit 1 | Start here - Preview |
| Unit 2 | Bringing value to clients |
| Unit 3 | Your value proposition and the vision of success - Preview |
| Unit 4 | Setting up your value conversation: agreeing a resolution - Preview |
| Unit 5 | People create a narrative when they decide to make a change |
| Unit 6 | The narrative structure for a consulting opportunity |
| Unit 7 | Converting your client’s interest in your proposition into a firm order |
Click below for: Process reference. Course navigation. Ask a question
Return to previous page
Log out
| Module 1 | Bringing Value |
|---|---|
| Unit 1 | Start here - Preview |
| Unit 2 | Bringing value to clients |
| Unit 3 | Your value proposition and the vision of success - Preview |
| Unit 4 | Setting up your value conversation: agreeing a resolution - Preview |
| Unit 5 | People create a narrative when they decide to make a change |
| Unit 6 | The narrative structure for a consulting opportunity |
| Unit 7 | Converting your client’s interest in your proposition into a firm order |
Send your question and we will respond as soon as possible.
The 12boxes Gallery
12boxes Overview
Proof and Go Ahead
Specific change
The client takes action to implement the solution
The client formally gives the go-ahead.
Vision of Success
Specific Change
The client envisages action which will resolve the problems
Something has happened which the client accepts as proof that their problems will be resolved.
Potential Change
The client expresses desire for the solution
The client no longer has doubts and sees the solution as having the potential to change their situation because something has happened to reassure them that client their criteria will be met.
Specific Change
The client envisages action taking place in a changed situation.
The client is engaged in a detailed discussion of how their specific situation could change for the better. What will each of the parties be thinking, feeling and doing?
Potential Change
The client expresses the desire to resolve their problems
The client accepts the possibility of their problems being resolved and is discussing the outcome in terms of measurable and observable yardsticks.
Significance
The client expresses interest in the solution
The client is interested in the solution on offer and is prepared to discuss criteria for acceptance.
Potential Change
The client expresses the desire to change their situation
The client acknowledges that situations like theirs have the potential to change and expresses the desire for it to happen. They may also express reservations and doubts about the practicality. These can be accepted and should not be challenged because they can be incorporated into criteria later.
Significance
The client displays interest in resolving the problems
The client expresses awareness of the consequences of leaving the problems unaddressed. This might lead to a discussion of a worst case scenario which could result from doing nothing.
Existence
The client's attention is drawn to a solution
The client agrees a definition of a resolution to their issues. This can be expressed as a way of (achieving something) - so that (something happens).
Significance
The client expresses interest in the situation
The client indicates their situation is significant by expressing concern or some other negative emotion about the gap between what is happening and what should be happening, or the related problems they are experiencing.
Existence
The client pays attention to problems
The client discusses one or more problems associated with their situation.
Red Level
Existence
The client pays attention to their situation
The client expresses awareness of the current situation and considers where they need to be. Closing the gap between the client's current situation and a desired future state is how experts deliver value.
Nurturing
12boxes Overview
The 12boxes Gallery
Specific change
The client takes action to implement the solution
Specific Change
The client envisages action which will resolve the problems
Potential Change
The client expresses desire for the solution
Specific Change
The client envisages action taking place in a changed situation.
Potential Change
The client expresses the desire to resolve their problems
Significance
The client expresses interest in the solution
Potential Change
The client expresses the desire to change their situation
Significance
The client displays interest in resolving the problems
Existence
The client's attention is drawn to a solution
Significance
The client expresses interest in the situation
Existence
The client pays attention to problems
Existence
The client pays attention to their situation
The 12boxes Phone Gallery
Scroll down to see each box in turn
Roll over to see description
Click to go to detail
Existence
The client pays attention to their situation
The client expresses awareness of the current situation and considers where they need to be. Closing the gap between the client's current situation and a desired future state is how experts deliver value.
Significance
The client expresses interest in the situation
The client indicates their situation is significant by expressing concern or some other negative emotion about the gap between what is happening and what should be happening, or the related problems they are experiencing.
Existence
The client pays attention to problems
The client discusses one or more problems associated with their situation.
Potential Change
The client expresses the desire to change their situation
The client acknowledges that situations like theirs have the potential to change and expresses the desire for it to happen. They may also express reservations and doubts about the practicality. These can be accepted and should not be challenged because they can be incorporated into criteria later.
Significance
The client displays interest in resolving the problems
The client expresses awareness of the consequences of leaving the problems unaddressed. This might lead to a discussion of a worst case scenario which could result from doing nothing.
Existence
The client's attention is drawn to a solution
The client agrees a definition of a resolution to their issues. This can be expressed as a way of (achieving something) - so that (something happens).
Specific Change
The client envisages action taking place in a changed situation.
The client is engaged in a detailed discussion of how their specific situation could change for the better. What will each of the parties be thinking, feeling and doing?
Potential Change
The client expresses the desire to resolve their problems
The client accepts the possibility of their problems being resolved and is discussing the outcome in terms of measurable and observable yardsticks.
Significance
The client expresses interest in the solution
The client is interested in the solution on offer and is prepared to discuss criteria for acceptance.
Specific Change
The client envisages action which will resolve the problems
Something has happened which the client accepts as proof that their problems will be resolved.
Potential Change
The client expresses desire for the solution
The client no longer has doubts and sees the solution as having the potential to change their situation because something has happened to reassure them that client their criteria will be met.
Specific change
The client takes action to implement the solution
The client formally gives the go-ahead.