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The Contracting Process ADLT 610 – Class 4 Fall 2008
Agenda ,[object Object],[object Object],[object Object],[object Object]
Process Consulting
Possible Reactions of Client  to Being Helped  ,[object Object],[object Object],[object Object],[object Object]
Engage in Active Inquiry to Keep the Client in the “Driver’s Seat” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Reactions of Consultant  to Client  ,[object Object],[object Object],[object Object],[object Object],[object Object]
Schein’s Basic Principles 1-6 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Schein’s Basic Principles 7 -10 ,[object Object],[object Object],[object Object],[object Object]
Questions to Ponder ,[object Object],[object Object]
Thoughts about the  initial client meeting… ,[object Object],[object Object],[object Object],[object Object]
Thoughts about the  initial client meeting (cont.) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Some contract items… ,[object Object],[object Object],[object Object],[object Object]
Some contract items (cont.) ,[object Object],[object Object],[object Object],[object Object],[object Object]
Questions Clients Ask ,[object Object],[object Object],[object Object],[object Object],[object Object]
Contracting Skills ,[object Object],[object Object],[object Object],[object Object]
Client Types Consultant Contact Client Makes initial  contact  with consultant Primary Client Individual /Group who works  with the consultant  to define the problem (pays the bill) Intermediate  Clients Others involved in  providing data  on the problem Ultimate Clients Organization, community, society or stakeholders Unwitting Clients   People affected by  outcomes of the  consulting intervention but  are unaware of it  Involved non-clients Can actively undermine  the consultants’ efforts
Questions to Get Started ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Who is the Client Exercise 4.1 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
References ,[object Object],[object Object]

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Adlt 610 The Contracting Process Class 4

  • 1. The Contracting Process ADLT 610 – Class 4 Fall 2008
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  • 16. Client Types Consultant Contact Client Makes initial contact with consultant Primary Client Individual /Group who works with the consultant to define the problem (pays the bill) Intermediate Clients Others involved in providing data on the problem Ultimate Clients Organization, community, society or stakeholders Unwitting Clients People affected by outcomes of the consulting intervention but are unaware of it Involved non-clients Can actively undermine the consultants’ efforts
  • 17.
  • 18.
  • 19.

Notes de l'éditeur

  1. What are some competencies that consultants need? Ask direct questions – who is the client, who is a partner Elicit the client’s expectations Clearly and simply state what you want from the client Say no or postpone a project that isn’t 50/50 Probe directly for the client’s underlying concerns about losing control Probe directly for the client’s underlying concerns about exposure and vulnerability Give direct verbal support When the meeting is not going well, discuss directly with the client why it’s not going well