The Contracting Meeting
Based on "Flawless Consulting" by Peter Block
Chris Pang Tony Guo
"The interaction between the consultant and the client during initial contracting meetings is an accurate predictor of how the project will proceed."
-Peter Block "Flawless Consulting" (2011)
During the contracting meeting, consultants will be able to judge the client's "degree of openness, spirit of inquiry, and authenticity of communication."
-Edgar H. Schein "Process Consultation: Its role in organization development" (1988)
Before
The
Meeting
Content ?
Client ?
Audience ?
Time ?
Objective ?
-
Set Objective
-
Approve Project
-
Impacted by Outcome
Clients
Person
Team
Department
Navigating the Meeting
Navigating the Meeting
Step 1. Personal Acknowledgment
- Icebreaker
- Increase the personal comfort level between you and your client
- Set a good tone for the meeting
So how about those
Vancouver Canucks?
Step 2. Communicate Understanding of the Problem
- Acknowledge the unique aspects of the situation
- Restate your perception of the problem
- Reassure your helpfulness
Step 3. Client Wants and Offers
- Understand the clients' wants
- Ask about the constraints of the project
- Inquire about the level of support the clients can offer
Step 4. Consultant Wants and Offers
- Identify your essential wants and desirable wants
- Putting wants into words
- Emphasize what you can offer
- Be clear on your wants and offers
Wants
Desirable Wants
Essential Wants
- "minimum needs" or "must wants"
Enough time
Money
Access to key people
Access to data
Client's support/commitment
Adequate time
- things you prefer from the client
Client's deeper invlovement
Consultant
Client
Step 5. Agreement
Step 6. Ask for Feedback
- Insurance step
- Test for client commitment
- Test for control
Step 7. Give Support
- Supportive statements increase client's willingness to begin the project with you
- Make genuine and specific supportive comments
Step 8. Restate Actions
- A final insurance step
- Make sure everyone is on the same page
- Discuss the next steps
You're Done!
Unless you're stuck...
CP Working Copy - BAMS521
By Christopher Pang
