I have explained to a client the logic and principles of the Viral Change Platform. I did not want to sell Viral ChangeÔ. I explained the logic. The client said ‘it makes sense’, with a tone closer to a ‘alas, sometime that makes sense’. Viral Change™ was sold, because it made sense amongst other things that don’t.
I have visited a physician for a second opinion and she explained her logic. All he pieces of that logic came down, one after another, in an unpretentious, unassuming, manner, in an unpretentious, unassuming hospital that is the leader in the world in its specialty. At the end, she made sense where others had given me fact and figures and statements that were surely good but that did not make sense when put all together. She made sense
A client has taken time to explain to his people what is behind a paraphernalia of corporate jargon and information tsunami which had been presented to them with great fanfare, and at a huge communications agency cost. He made sense for it all, he provided the meaning and, more importantly, the pointers for the meaning, so people could make sense by themselves.
‘It makes sense’ is a beautiful epiphany of the mind, suddenly grasping the meaning, providing comfort, elevating the discussion to human (not word permutation) level.
Sense making is precious territory. You can’t fabricate it. But if you see it, or experience it, or provide it, you are in serious trust level, and, as such, at a high human level of interaction with your fellow travellers.