Success in the Contracting Meeting
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About the Video
A successful contracting meeting has occurred if the consultant and client have an agreement on how to move forward with the engagement, have appropriately negotiated needs and roles, and are each satisfied with the relationship. Holding a contracting meeting can be a challenge with several pitfalls, however, and consultants should do three things as they conduct the contracting meeting.
Listen. Putting the client and the client’s situation first means careful and active listening as well as waiting until the right moment to speak. Let clients have the opportunity to express themselves first, doing most of the talking initially. Ask questions carefully and sensitively. Practitioners need to ask questions to learn more about the situation and the potential for a successful engagement.
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