1. Organisation Culture What colour of lens do you see the world through? Commercial Advantage Limited (with acknowledgement to Client-World.com)

3. Past Future People Facts

4. Green (PAST - FACTS) These individuals are focused on historical facts. They approach new problems by heavily drawing on their experiences. Their definition of value will include statistics, research, and measurable results. They will build trust based on common understanding and objective criteria, and like measured neutral language: “Effective" is more meaningful to them than "fabulous". They abhor hasty decision making and changes of direction. For example, when purchasing business-development services, they need time to digest the content and structure of the programme. Their primary focus is minimisation of risk, rather than maximisation of potential.

5. Yellow (FUTURE - FACTS) These people are more interested in their own plans than in historical averages from elsewhere. They like to get straight to the issues that concern them. Similar to the former group, value for this group will probably involve measurable business results. But unlike the previous group, they are unlikely to take a lot of time to understand the detail. Meetings with them are shorter rather than longer: their eye is on the future and they may sometimes be impatient to get there. Their primary focus is the resolution of problems so that opportunities can be realised. Then they move swiftly onwards.

6. Red (FUTURE - PEOPLE) This group is more interested in people-results than in business-results. For example, when leaders in this group are using development services (or hiring them for a team), they have an inherent mistrust of off-the-shelf solutions, and are highly interested in the "intangibles" such as motivation, energy, a culture of common good, optimism, and the creation of a "can-do" attitude. They believe that sustainable results can only be achieved with drive from within. For this group, any valuable difference needs to include elements of collaboration, involvement, attentiveness, and development that will improve their reputation and standing with others. Their primary focus is the team culture, based on a firm belief that all issues can be resolved if the culture is right. They are further characterised by optimism, buoyancy, charisma and focus on leadership.

7. Blue (PAST - PEOPLE) Finally, in this quadrant are those who value the individual touch above everything else. As one managing director said, "What I particularly like , (i.e. what he valued), is that the programme was tailored to each individual. If you had come in with anything else - no matter how sophisticated - I would not have listened." These people require time and attention. They want to share their stories, and want to listen to others. They value previous experience very highly, and trust is particularly important for them. Their primary focus is the "story", and if the story is compelling then everything else is possible.