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...

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