Entry and Contracting | Summary and Q&A

TL;DR

This content discusses the importance of the entry and contracting stages in consulting, including strategies for gaining entry, defining the client, and the process of contracting.

Key Insights

• 👋 The entry process is crucial for consultants to establish a good first impression and understanding of the client's needs.
• ❓ It is important for consultants to clarify the roles and expectations of the client and themselves through the contracting process.
• 🪚 Ethical challenges may arise in entry and contracting stages, such as misrepresenting experience or overpromising results.
• 👶 Consultants should continuously evaluate progress and consider recontracting based on new information or changing needs.

Transcript

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Questions & Answers

Q: What are some strategies consultants use to gain entry into potential clients?

Consultants can use strategies such as networking, phone calls, direct mail, websites, and presentations at conferences to build awareness among potential clients.

Q: How do internal consultants market their services?

Internal consultants should give presentations, lead discussions, create marketing materials, and provide examples to internal audiences to showcase the value of their services.

Q: What are some inappropriate consulting activities?

Examples of inappropriate consulting activities include providing advice or counsel on specific individuals or job applicants, and offering confidential advice on team performance or structure.

Q: Why is it important for consultants to clarify who the client is?

Differentiating between client types helps consultants understand the needs and expectations of different parts of the client system, clarifies allegiances, and guides next steps.

Summary & Key Takeaways

• Entry into a consulting engagement involves intentional and accidental factors, and consultants use various strategies to build awareness among potential clients.

• The entry process also includes understanding the client's needs and determining the appropriateness of the project requested.

• Contracting is the process of developing an agreement with the client, both in terms of the work to be performed and the psychological aspects of the consulting relationship.