I have always thought that working with LSP Methodology more than once with the same team shouldn’t be a problem. However, when commenting with some colleagues about their experience using Lego Serious Play with their clients, they state how difficult they find to ue LSP Methodology with those who have already used it once. In fact, I have found myself some clients who have told me: «Can we do something else? We already know LSP!».
In my opinion, when selling the project, focusing on the goal is more important than focusing on the methodology. Using this strategy I have had several experiences with teams who have successfully used LSP in repeated occasions.
Let’s deep in our strategy: We never sell or talk about the Lego Serious Play Methodology when we are having the firsts meetings with potential clients. During these meetings we explore the main project requirements, the project goals, what kind of difficulties they have to deal with, etc. Then, we consider a solution (a workshop, some coaching sessions, a course…) and among this solution, we include several tools that we will later on work with explaining the benefits they provide. We never ask the client if he wants to work with LSP methodology and we always highlight the benefits of working with each tool. The tools are always related to the needs, goals and difficulties that the client has initially posed.
For example, we usually work with an insurance company who uses LSP methodology successfully in their Executive Committee. The story stands that a year ago when the new CEO was introduced into the organization realized that in the Executive Committee the members were participating unequally. Some members used to participate a lot meanwhile some others only attended the meetings. It was being hard for her to introduce the changes she wanted in the company due to the 100% of the Committee was not getting involved. So, she decided to contact with us, and we suggested her a workshop were everybody would be involved giving ideas and the individual responsibility would be emphasized. We offered her the workshop by using the LSP Methodology in one of the sessions. Astonishingly, the participation was so high that the CEO wanted to introduce it into the daily Committee’s meetings.
But it wasn’t that easy. At the beginning, some of the Committee members found it hard to dedicate some time to build ideas instead of express them orally in an easier and faster way. However, when they realized that what they have just constructed was better than what they would have said, they knowledge the fact that they’d rather construct. Day by day, this way of doing has become a habit and nowadays, they buy their own materials. Today, all the members of the Committee participate on their meetings and the most introverted and shameful members are giving really good ideas to the project. Sometimes they use the LSP Methodology in some departmental meetings and they have achieved a better team motivation and a greater involvement of teams.
In sum, how to sell the LSP Methodology to be used in repeated occasions for the same team:
- First of all, do not sell it! Focus your effort in solving the problems and goals of your client, and offer him/her the LSP Methodology only if it fits in the solution.
- Second, focus on the fact that you are a problem solver, not a methodology facilitator. If you are as a problem solver, the client won’t care about the methodology you will use on the process.
- Third, you don’t need to use always the whole methodology. Sometimes, only some steps are more useful to reach your client’s goals.
- Fourth, if the methodology has helped the client to reach his/her goals, then explore the possibility of using the methodology in other areas, but not before. This will create a bigger anchorage with the client.
- Finally, but not less important, never try to sell methodologies to make profitable your investments.
Francesc Mas 