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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.