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La retraite propritaire d'un petit chien ? Le client rfr ? L'leveur laitier de 50 ans ? Le propritaire d'un cheval de CSO ?...)] TJ ET BT 0.000 753.085 Td /F1 9.0 Tf [(Puis, au centre du tableau, dessinez un visage simplifi, le plus neutre possible. Autour de ce visage, divisez l'espace libre en 6 quadrants \(il existe )] TJ ET BT 0.000 742.402 Td /F1 9.0 Tf [(des variantes simplifies avec 4 quadrants seulement\). Au pied du tableau, mnagez une bande horizontale pour tracer 2 cases supplmentaires \(voir )] TJ ET BT 0.000 731.718 Td /F1 9.0 Tf [(exemple ci-dessous\).)] TJ ET BT 0.000 712.034 Td /F1 9.0 Tf [(Donnez un titre chacun des 6 quadrant: )] TJ ET BT 170.100 712.034 Td /F4 9.0 Tf [(Que voit-il ?)] TJ ET BT 223.119 712.034 Td /F1 9.0 Tf [(, )] TJ ET BT 228.123 712.034 Td /F4 9.0 Tf [(Qu'entend-il ?)] TJ ET BT 288.873 712.034 Td /F1 9.0 Tf [(, )] TJ ET BT 293.877 712.034 Td /F4 9.0 Tf [(Que ressent-il ?)] TJ ET BT 362.403 712.034 Td /F1 9.0 Tf [(, )] TJ ET BT 367.407 712.034 Td /F4 9.0 Tf [(Que pense-t-il ?)] TJ ET BT 436.437 712.034 Td /F1 9.0 Tf [(, )] TJ ET BT 441.441 712.034 Td /F4 9.0 Tf [(Que dit-il?)] TJ ET BT 489.960 712.034 Td /F1 9.0 Tf [(, )] TJ ET BT 494.964 712.034 Td /F4 9.0 Tf [(Que fait-il ?)] TJ ET BT 545.985 712.034 Td /F1 9.0 Tf [(.)] TJ ET BT 0.000 692.350 Td /F1 9.0 Tf [(Dans les deux cases en bas du tableau, inscrivez )] TJ ET BT 199.593 692.350 Td /F4 9.0 Tf [(Quels sont ses problmes ?)] TJ ET BT 316.143 692.350 Td /F1 9.0 Tf [( et )] TJ ET BT 328.653 692.350 Td /F4 9.0 Tf [(Quels sont ses besoins?)] TJ ET BT 434.205 692.350 Td /F1 9.0 Tf [(. Donnez enfin un prnom fictif votre )] TJ ET BT 0.000 681.667 Td /F1 9.0 Tf [(personnage cible. Un prnom simple, qui ne correspond pas celui d'un client rel : )] TJ ET BT 336.870 681.667 Td /F4 9.0 Tf [(Bob)] TJ ET BT 357.885 681.667 Td /F1 9.0 Tf [(, )] TJ ET BT 362.889 681.667 Td /F4 9.0 Tf [(Irne)] TJ ET BT 388.404 681.667 Td /F1 9.0 Tf [(, )] TJ ET BT 393.408 681.667 Td /F4 9.0 Tf [(Ludo)] TJ ET BT 418.428 681.667 Td /F1 9.0 Tf [( Il facilitera la projection de chacun.)] TJ ET BT 0.000 661.983 Td /F1 9.0 Tf [(Distribuez chaque participant un feutre et un bloc de post-it. C'est parti !)] TJ ET BT 0.000 642.299 Td /F1 9.0 Tf [()] TJ ET q 446.250 0 0 340.500 79.125 283.162 cm /I4 Do Q BT 300.999 265.615 Td /F1 9.0 Tf [()] TJ ET 0.784 0.000 0.078 rg BT 0.000 238.432 Td /F2 12.0 Tf [(Ralise en 15 20 minutes)] TJ ET 0.302 0.302 0.302 rg BT 0.000 218.748 Td /F1 9.0 Tf [()] TJ ET BT 0.000 191.564 Td /F1 9.0 Tf [(Pendant les 5 premires minutes, chaque participant essaie de son ct de se mettre la place de )] TJ ET BT 396.198 191.564 Td /F4 9.0 Tf [(Bob)] TJ ET BT 417.213 191.564 Td /F1 9.0 Tf [(. Il inscrit sur ses post-it sa ou ses )] TJ ET BT 0.000 180.880 Td /F1 9.0 Tf [(propositions pour chacune des questions : )] TJ ET BT 171.090 180.880 Td /F4 9.0 Tf [(Il voit des murs blancs et des chaises)] TJ ET BT 325.152 180.880 Td /F1 9.0 Tf [(,)] TJ ET BT 327.654 180.880 Td /F4 9.0 Tf [( Il entend des aboiements et le son de la clim)] TJ ET BT 512.748 180.880 Td /F1 9.0 Tf [(, )] TJ ET BT 517.752 180.880 Td /F4 9.0 Tf [(Il est stress pour )] TJ ET BT 0.000 170.197 Td /F4 9.0 Tf [(son animal)] TJ ET BT 48.519 170.197 Td /F1 9.0 Tf [(,)] TJ ET BT 51.021 170.197 Td /F4 9.0 Tf [( Il a peur de faire faillite)] TJ ET BT 149.067 170.197 Td /F1 9.0 Tf [(, )] TJ ET BT 154.071 170.197 Td /F4 9.0 Tf [(Il pense que a va lui coter cher)] TJ ET BT 291.141 170.197 Td /F1 9.0 Tf [(, etc.)] TJ ET BT 0.000 150.513 Td /F1 9.0 Tf [(Chacun partage ensuite ses rponses et vient les coller au tableau. L'quipe peut ainsi changer en se concentrant sur les points de convergence, les )] TJ ET BT 0.000 139.829 Td /F1 9.0 Tf [(rponses apparemment contradictoires, les cases restes vides )] TJ ET BT 265.599 139.829 Td /F4 9.0 Tf [(Pourquoi aucun d'entre nous n'a rpondu que voit-il ? Est-ce rvlateur d'un )] TJ ET BT 0.000 129.145 Td /F4 9.0 Tf [(problme ? Notre espace d'accueil est-il trop neutre ?)] TJ ET BT 218.313 129.145 Td /F1 9.0 Tf [(, )] TJ ET BT 223.317 129.145 Td /F4 9.0 Tf [(A-t-elle plutt peur ou est-elle plutt impressionne ? Les deux ?....)] TJ ET BT 0.000 109.462 Td /F1 9.0 Tf [(L'exercice se conclut par un change recentr sur les cases Problmes et Besoins, en essayant d'aboutir un ensemble cohrent. )] TJ ET BT 533.196 109.462 Td /F4 9.0 Tf [(Il a peur pour )] TJ ET BT 0.000 98.778 Td /F4 9.0 Tf [(son animal. Il est stress)] TJ ET BT 104.040 98.778 Td /F1 9.0 Tf [( peut conduire par exemple )] TJ ET BT 223.101 98.778 Td /F4 9.0 Tf [(Il a besoin d'tre rassur. Il a besoin de calme)] TJ ET BT 411.408 98.778 Td /F1 9.0 Tf [(. )] TJ ET BT 416.412 98.778 Td /F4 9.0 Tf [(Elle doit retourner au travail)] TJ ET BT 531.459 98.778 Td /F1 9.0 Tf [( mnera peut-)] TJ ET BT 0.000 88.094 Td /F1 9.0 Tf [(tre )] TJ ET BT 25.515 88.094 Td /F4 9.0 Tf [(Elle a besoin que a aille vite.)] TJ ET BT 0.000 68.410 Td /F1 9.0 Tf [(En 15 20 minutes s'organise ainsi un portrait trs complet, partag, qui dbouche sur des questions concrtes pour la suite de la runion. )] TJ ET BT 556.497 68.410 Td /F4 9.0 Tf [(Quel )] TJ ET BT 0.000 57.727 Td /F4 9.0 Tf [(discours tenir pour le rassurer ?)] TJ ET BT 131.544 57.727 Td /F1 9.0 Tf [( ; )] TJ ET BT 139.050 57.727 Td /F4 9.0 Tf [(Comment organiser la salle d'attente pour qu'elle soit plus calme ?)] TJ ET BT 408.600 57.727 Td /F1 9.0 Tf [( ; )] TJ ET BT 416.106 57.727 Td /F4 9.0 Tf [(Que pouvons-nous changer pour qu'elle )] TJ ET BT 0.000 47.043 Td /F4 9.0 Tf [(attende moins ?.)] TJ ET endstream endobj 24 0 obj << /Type /Font /Subtype /Type1 /Name /F4 /BaseFont /Helvetica-Oblique /Encoding /WinAnsiEncoding >> endobj 25 0 obj << /Type /XObject /Subtype /Image /Width 595 /Height 454 /ColorSpace /DeviceRGB /Filter /DCTDecode /BitsPerComponent 8 /Length 84242>> stream ExifMM*bj(1"r2i ' 'Adobe Photoshop CC 2017 (Windows)2019:08:01 12:19:23S"*(2vHH Adobe_CMAdobed            z" ?   3!1AQa"q2B#$Rb34rC%Scs5&DTdE£t6UeuF'Vfv7GWgw5!1AQaq"2B#R3$brCScs4%&5DTdEU6teuFVfv'7GWgw ?쌏Dmݺ{@J着Jm?)~?*fs?Jm?)~?*IM/B^=/!Hc+7}cUU^]MY>[ǽAAk3k챟BE^!8ge׏[,NJ:`J?MVuJmSSYkcHyo*s_KYecY^LsCb鱯mug7WN.[qy{gKX)75oO8'>3t$vz#lzk+s=L>c~;zuacߏ6055954tΕmk5o㼂Ao77'{˫YcE7tXVlowwٿAԝk .nigscf{H@qq]Mn>60{l9ֽZ{?uE9NCw͞ M5KGM*A??///Ss4\=Fzc}أ3K~wФhhEPki}@Kk#N^ˀ2gGN/{ҥ7h\|Xm۶;2+_k+vӸC6:FgO;]CWwUJM)zEy{}.֗z[U%.eގϵ},}Jzvh7ޥuIK`ȯZozT_hq\sX矢\|`)#B!!2Anz6EK$>8q߱zxī}[,+Q4fZZ=aqemg׫I#/UPEN-> fkD =?gu."Fa=jx?[oϣHuR&rq- *mwN\v $}k[sܩ.cu>g7R̐ 6G=}O \k;DkZrI݁W̑ǩ'P|w;]s:T~}nSlmg?=ݑoI',"I=?A&F,7~ ?2ޢcL>~ߝ_QmV.Y5odLȰ1*FU(b}TyuYaߑ|s35tQ XV#QK;ۓI5cl{a sYSYl5W!շ1  1"K}dzfϡg_SIs߈١zofsH\J=Czq}6Kk Uks:cox` ^>&\[gUZJσ%;??">U7ӵݝ)# GbhُC{t`cDiS`}tVtxf}>0C47 f; 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Il ne ncessite pas un animateur chevronn. Sur une )] TJ ET BT 0.000 763.769 Td /F1 9.0 Tf [(mme runion, il est possible d'enchaner deux ou trois profils de clients.)] TJ ET BT 0.000 744.085 Td /F1 9.0 Tf [()] TJ ET 0.784 0.000 0.078 rg BT 0.000 716.902 Td /F2 12.0 Tf [(Adapte diffrents enjeux)] TJ ET 0.302 0.302 0.302 rg BT 0.000 697.218 Td /F1 9.0 Tf [()] TJ ET BT 0.000 670.034 Td /F1 9.0 Tf [(Quand l'utiliser ?)] TJ ET BT 0.000 650.350 Td /F1 9.0 Tf [(Trois moment cls de la vie de l'entreprise sont particulirement propices. Tout d'abord, ds le projet d'implantation ou au moment d'aborder des )] TJ ET BT 0.000 639.667 Td /F1 9.0 Tf [(changements stratgiques majeurs. La carte d'empathie est utile pour tablir un business-model centr sur un ou plusieurs segments d'utilisateurs \(ou, )] TJ ET BT 0.000 628.983 Td /F1 9.0 Tf [(plus simplement, adapt au type de population implante en priphrie de la clinique\).)] TJ ET BT 0.000 609.299 Td /F1 9.0 Tf [(Autre circonstance, la conception d'un nouveau service. La carte d'empathie est tout fait compatible avec la ralisation d'un mix-marketing\(2\), au )] TJ ET BT 0.000 598.615 Td /F1 9.0 Tf [(moment de se poser la question : qui s'adresse mon service ?.)] TJ ET BT 0.000 578.932 Td /F1 9.0 Tf [(Enfin, un peu plus tard dans la rflexion, la carte d'empathie peut aussi tre utilise pour concevoir une campagne de lancement ou de promotion )] TJ ET BT 0.000 568.248 Td /F1 9.0 Tf [(adquate.)] TJ ET BT 0.000 548.564 Td /F1 9.0 Tf [(Au del, toutes les situations qui peuvent tre anticipes en se mettant la place de se prtent l'exercice : prparer un rendez-vous commercial )] TJ ET BT 0.000 537.880 Td /F1 9.0 Tf [(ou rdiger une annonce de recrutement sduisante par exemple.)] TJ ET 0.784 0.000 0.078 rg BT 515.985 518.197 Td /F4 9.0 Tf [(Emmanuel THEBAUD)] TJ ET BT 452.958 507.513 Td /F4 9.0 Tf [(Directeur marketing et communication)] TJ ET 0.302 0.302 0.302 rg BT 299.382 477.329 Td /F4 9.0 Tf [(\(1\) Retrouvez notre article )] TJ ET BT 405.915 477.329 Td /F4 9.0 Tf [(Quelle exprience proposez-vous vos clients ?)] TJ ET BT 416.958 466.646 Td /F4 9.0 Tf [(\(2\) Retrouvez notre article sur )] TJ ET BT 538.494 466.646 Td /F4 9.0 Tf [(le mix-marketing)] TJ ET 0.070 0.070 0.070 rg 0.070 0.070 0.070 RG 2.250 428.659 m 609.750 428.659 l 609.000 427.909 l 3.000 427.909 l f 0.560 0.560 0.560 rg 0.560 0.560 0.560 RG 2.250 427.159 m 609.750 427.159 l 609.000 427.909 l 3.000 427.909 l f 609.750 428.659 m 609.750 427.159 l 609.000 427.909 l 609.000 427.909 l f 0.070 0.070 0.070 rg 0.070 0.070 0.070 RG 2.250 428.659 m 2.250 427.159 l 3.000 427.909 l 3.000 427.909 l f 0.400 0.400 0.400 rg BT 2.250 411.101 Td /F1 9.0 Tf [(Cet article est accessible par cette URL : )] TJ ET 0.000 0.561 0.816 rg BT 167.310 410.868 Td /F1 9.0 Tf [(http://coveto.fr/article-la-carte-d-empathie--l-outil--pour-se-mettre---a-la-place-de----1862-276.html)] TJ ET endstream endobj 28 0 obj << /Type /Annot /Subtype /Link /A 29 0 R /Border [0 0 0] /H /I /Rect [ 405.9150 476.4967 604.5000 485.6542 ] >> endobj 29 0 obj << /Type /Action /S /URI /URI (http://www.coveto.fr/article-quelle--experience--proposez-vous-a-vos-clients---1860-276-1.html) >> endobj 30 0 obj << /Type /Annot /Subtype /Link /A 31 0 R /Border [0 0 0] /H /I /Rect [ 538.4940 465.8130 604.5000 474.9705 ] >> endobj 31 0 obj << /Type /Action /S /URI /URI (http://www.coveto.fr/article-le-mix-marketing-1696-249-1.html) >> endobj 32 0 obj << /Type /Annot /Subtype /Link /A 33 0 R /Border [0 0 0] /H /I /Rect [ 167.3100 410.0350 555.3900 419.1925 ] >> endobj 33 0 obj << /Type /Action /S /URI /URI (http://coveto.fr/article-la-carte-d-empathie--l-outil--pour-se-mettre---a-la-place-de----1862-276.html) >> endobj xref 0 34 0000000000 65535 f 0000000009 00000 n 0000000074 00000 n 0000000120 00000 n 0000000380 00000 n 0000000417 00000 n 0000000531 00000 n 0000000634 00000 n 0000004512 00000 n 0000004619 00000 n 0000004731 00000 n 0000004851 00000 n 0000006348 00000 n 0000017434 00000 n 0000017560 00000 n 0000017639 00000 n 0000017766 00000 n 0000017869 00000 n 0000017997 00000 n 0000018101 00000 n 0000018229 00000 n 0000018341 00000 n 0000141368 00000 n 0000141433 00000 n 0000147613 00000 n 0000147729 00000 n 0000232140 00000 n 0000232238 00000 n 0000235524 00000 n 0000235652 00000 n 0000235798 00000 n 0000235926 00000 n 0000236039 00000 n 0000236167 00000 n trailer << /Size 34 /Root 1 0 R /Info 5 0 R >> startxref 236321 %%EOF