DICA 1 · Diagnosis: the Client Map|INEMA.CLUB-PRO

Lesson 6 · 18 min

The opportunity map: 6 axes, 4 quadrants, and what not to recommend

Many ideas come out of the interview, and the new consultant picks the most interesting one. The diagnosis picks the one that gives a fast result safely, so the trust pays for the next ones. You score each candidate on 6 axes, place it on the 4-quadrant chart, and also write down what you won't recommend, and why.

Start the lesson
A real estate agent and a consultant in front of a whiteboard with four hand-drawn quadrants and sticky notes.

In this lesson you will

  1. 1The question before the axes: does it need AI?
  2. 2The 6 axes from 0 to 3 and how to work out the score
  3. 3The 4 quadrants and the first project
  4. 4How to say what stays out

Goal: score 5 candidates on the 6 axes, recommend 1, point out 1 that doesn't need AI, and write the reason for each decision.

01The 4 quadrants

Horizontal axis: ease. Vertical axis: impact. Click each quadrant.

Click each block in the diagram to see what it does.

The chart answers "why this one before that one?" better than any argument.

02From the catalog to the recommendation

Four steps, in this order.

1. Does it need AI?

For each candidate, ask first: can you stop doing it altogether? Would a fixed rule solve it (a reminder, a spreadsheet, an automatic message from the system itself)?

If a fixed rule solves it, it is cheaper and more predictable. The full ladder is in prof2030-consultor, lesson 3.

At Vila Serena (fictional)An appointment reminder the day before is a fixed rule: the scheduling system sends it. It doesn't need AI.

03Template: 6-axis matrix

One row per candidate; a reason is required for both decisions. Replace what is between < > with your own.

mapa-oportunidades.md
# Opportunity map — <business> — <date>
# Scale 0-3. Score = (Imp + Fac + Urg + Will) - (Risk + HumDep)
# Impact in hours/week or lost clients COUNTED by the owner (no R$).
#
# Criteria for each axis (write next to the score what justifies it):
# Impact      0 = nobody feels it | 1 = annoying, no count | 2 = count shows a loss every week | 3 = loss counted and the owner cites a recent case
# Ease        0 = no data, closed system | 1 = data in someone's head | 2 = data in a spreadsheet/system | 3 = written rules and a tool that already exists
# Urgency     0 = can wait until next semester | 1 = this quarter | 2 = this month | 3 = getting in the way now, with a deadline requested
# Will        0 = "it's fine" | 1 = curious | 2 = asks for it to be solved | 3 = asked and set aside time to help
# Risk        0 = error with no cost | 1 = annoying error, easy to fix | 2 = error involving a client or personal data | 3 = money, contract or health
# HumDep      0 = a fixed rule solves it | 1 = a person checks sometimes | 2 = a person decides in exceptions | 3 = always requires judgment

| Candidate | Area | Needs AI? | Imp | Fac | Urg | Will | Risk | HumDep | Score | Quadrant |
|---|---|---|---|---|---|---|---|---|---|---|
| <1> | <area> | yes / fixed rule / stop doing | | | | | | | | |
| <2> | | | | | | | | | | |
| <3> | | | | | | | | | | |
| <4> | | | | | | | | | | |
| <5> | | | | | | | | | | |

Recommended: <candidate> — because <reason in 1 line>
Doesn't need AI: <candidate> — because <fixed rule that solves it>
Not now: <candidate> — because <reason>; comes back when <condition>
Feedback session script (10 min)
0-2 min  Reconnect: "In our conversation you said: '<literal quote>'. Is that still true?"
2-5 min  Map: "These are the 5 ideas that came up, on the impact and ease chart."
5-8 min  Recommendation: "I suggest starting with <X>, because <reason>. Does that make sense?"
         Cuts: "I considered <Y> and <Z>, but I don't recommend them now: <reason>."
8-10 min Next step: "The next step is <task with date>."
Simulation: illustrative example
  • All 5 candidates have the "needs AI?" column filled in before the scores.
  • There is exactly 1 recommended and at least 1 "doesn't need AI", each with a reason.
  • No impact score is in reais; it is in hours or counted clients.

04Practice: the Vila Serena map

Five candidates from the fictional clinic, scored and decided.

E1 · 6-axis matrix × 5 candidates

25 min

List 5 candidates for Vila Serena (e.g., answering evening questions, appointment reminder, organizing the package spreadsheet, weekly posts, collecting from clients who are late). Fill in the matrix with the "needs AI?" column.

Done when: the matrix has 5 candidates scored on the 6 axes, with 1 recommended, 1 "doesn't need AI" and the reason for both.

E2 · Feedback session script

10 min

Adapt the 10-minute script with a literal quote from the owner (from lesson 2) and the cuts from your matrix.

Done when: the script has 1 literal quote, 1 recommendation, at least 1 cut with a reason and a next step with a date, without mentioning price.

05Test what you learned

Question 1 of 4

Which quadrant does the first project come from?skill

06Summary

Does it need AI?Before scoring: don't do it, use a fixed rule, or use AI. A fixed rule solves a lot.
6 axes, one calculationImpact, ease, urgency and willingness add up; risk and human dependency subtract.
One yes, a few nosOne recommendation from the "first" quadrant, and the cuts with a reason and a note on when they come back.

Going further

Value × feasibility and when NOT to use AI (prof2030-consultor, lesson 3)Which technology, and what not to use (Selling with AI 2, lesson 6)
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