Heroic stories have themes that continue throughout the journey. Ariadne was a princess in Greek mythology associated with mazes and pathways. She gave the Hero Theseus a thread to escape the labyrinth. Ariadne’s threads are clues laid throughout a story to help stories come to logical conclusions. They are seeds planted early on that blossom by the end of the story. The Buyer’s Way has a series of threads that Buyers return to along the journey.
The Four Elements of the Call to Change
- Trigger Event
- Problem
- Direction
- Call to Adventure
The Eight Buyer Attributes
- Trigger Events
- Goals
- Problems
- Fears
- Trusted Sources
- Companions
- Temptations
- Metrics that Matter
The Four Fears
- Fear of the Unknown
- Fear of Lost Time
- Fear of Dependence
- Fear of Humiliation
The PACT
- Problem
- Authority
- Compelling Events
- Timeline
The Four Motivations
- Money
- Reputation
- Freedom
- Wisdom
The Eight Archetypes
- The Ally
- The Teammate
- The Authority
- The Chief
- The Counselor
- The Guardian
- The Blocker
- The Mentor
The Eight Metrics that Matter
- Time
- Manual Tasks
- Performance
- Profit
- Risk
- Quick Wins
- Pain of Change
- Buyer Preparedness
The Eight Tests
- Do we like you?
- Can you prove it will work?
- What are your intentions?
- Is this the right direction?
- Will they follow you?
- How do we mitigate the risk?
- What are others saying?
- Will the solution matter?
The Five Needs
- Reduce low value work
- Save money
- Reduce risk
- Make more money
- Build a better world
The Five Requirements
- Business Requirements
- User Requirements
- Solution Requirements
- Technology Requirements
- Compliance Requirements
The Four Temptations
- Immortality
- Pride
- Power
- Comfort