When to use it
Use it before an important meeting or proposal to see the situation from a key stakeholder's point of view.
How to apply it
- Name the stakeholder and the specific situation you are mapping.
- Note what they have said and done, based on observation.
- Note what they are likely thinking and feeling, marking these as assumptions.
- List their main pains, such as risks and frustrations, and their gains, such as goals and wins.
- Decide how to adjust your message or approach in light of the map.
- Test your assumptions in your next conversation with them.
Tip: Separate what you have observed from what you are guessing, and validate the guesses.