CHAPTER 3: DISCOVER (ANCHORING IN PUR…

Key Concepts

The Solution TrapAuthentic PurposeThe Golden CircleStakeholder Ecosystem MappingNeeds vs. WantsThe Outcome ModelEnvironmental ScanDiscovery Synthesis

Self-Assessment

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Before moving to the next chapter, ensure you can:

Explain the Solution Trap and why organizations fall into itDistinguish between a mission statement and an authentic purpose, and explain why the difference mattersDescribe what a Stakeholder Value Map includes and why it goes beyond "the customer"Explain how the Outcome Model connects purpose to measurable resultsDescribe the six STEEPL dimensions and explain how environmental context grounds strategy in reality

Reflection Questions

Apply these concepts to your own context:

1. Think about Lakeshore's discovery synthesis. Marcus found that the institution's authentic purpose was concentrated in three areas, none of which were "collect international tuition." If you ran a similar exercise for your organization, what might you discover about the gap between where revenue comes from and where purpose lives?

2. Map your organization's stakeholder ecosystem. Who are the primary and secondary stakeholders? For which groups does the organization have strong outcome evidence, and for which is it relying on assumptions?

3. Pick one STEEPL dimension that is creating the most pressure on your organization right now. Is the organization treating it as a constraint, an opportunity, or both? What would change if it treated it as the other?

Chapter 3: Discover (Anchoring in Purpose)

Learning Objectives

Key Concepts

Self-Assessment

Reflection Questions