Rapprocher votre Monde de celui de votre client

What is a World?

Question from Inaki, 6 years old

QWhen you play cowboys and Indians, depending on your choice you are in one World or another!

The World is the response by a group of people to a strategic environment.

The World is characterised according to five domains:

the principle of greatness
elements of recognition
modes of group relationships
expression of judgement
the price to pay for existing in this World

What is The Theory of Worlds?

Question from Matthieu, 45 years old

Two researchers, Luc Boltanski and Laurent Thévenot, proposed an innovative conceptual framework for improving the understanding of complex group processes.

Players’ operating logic can be explained by their belonging to a World. Understanding this World helps you to find levers; to set in motion each group of players: what agreements are possible between the Worlds of two groups of players?

For example, in many businesses, Sales (market World) and Production (industrial World) find it structurally difficult to work together:
- Producer: "My processes make it impossible to produce what you have sold" ;
- Salesperson: "Until you realise that a client needs a specific solution".

Bringing your World closer to your client’s World means creating your desired World and building bridges

Schéma le concept Monde

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Decoding the original World and specifying the target World, to build the most effective bridges

Your World is revealed in the way you justify your actions. It dictates your behaviour and therefore your results

"I do that because... "
"I am great if... "

As part of an organisation’s transformation, this historical World is confronted with the emergence of a desired World

This desired World is too often implicit. Present in the heads of managers, it is masked by a rational discourse on strategy and objectives.
How do you clarify your desired World? How do you share it with your management team? How do you unite the different parts of your organisation around this World?
You have to make it emerge on the “surface” to ensure its cohesion with your business strategy, with your environment and with what your organisation can and must do: “Does this World have meaning?”

Relations between the two Worlds are of three kinds

The Non-agreement: it is essential to know, in order to adjust the target, re-think the project from another angle, give oneself the means to leave behind the present World. This involves resuming the strategy to “make ends meet”.
The local arrangement, not sustainable: this involves “little arrangements between friends”.
The built agreement: the bridge that will enable people to move together from one World to the other. This is the key element of your change mechanism.

In this spirit, your role as leader becomes that of creator and facilitator from one World to the other

You are the creator of a World to which others want to belong.
You translate the target World in the World of the other.
You build bridges at the points where agreement is possible.
With a foot in both Worlds, you are the facilitator who enables passage into the desired World.

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