Consulting
boyupe
consulting_session_three.pdf
Consulting
Good Selling is Good Contracting
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The Contracting Meeting
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The personal interaction between the consultant and the client during the initial contracting meetings is an accurate predictor of how the project itself will proceed.
The Contracting Meeting
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No matter how motivated a manager is to seek your assistance, it is a (for leaders) to ask for help.
The Contracting Meeting
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Clients are usually eager to tell you about the problem or the general situation. this situation is unique in some aspects and this organization is really very special. special and unique that no one could possibly understand them without living there for a year.
The Contracting Meeting
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Much of organizational communication is in code. This code is an early warning signal when you are getting stuck with the client. When you are thinking,
about, the truth is that the client really does understand what you are talking about and does not agree.
The Contracting Meeting
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All consultants (especially internal consultants) feel they are taking tremendous risks if they tell line managers that they would be better off terminating/not starting a project.
The Contracting Meeting
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No contracting meeting should end without you asking for feedback about how the manager feels about the project, the meeting, and you.
The Contracting Meeting
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Checklist #3
Consider your team project: Your customer is The Department of Health and Human Services (HHS) .
What value is there in this process? What barriers could be in place should you decide not to prepare comprehensively? Is there any downside to preparing too much?
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Source: www.youtube.com/scientificecommerce
Adjectives when describing Sales or Selling
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© 2014 Harvard Business School Publishing.
Information Parity
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Attunement Buoyancy Clarity
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Attunement Jeff Bezos, the founder of Amazon.com Bezos includes one more chair that remains empty Seeing it encourages meeting attendees to take the perspective of that invisible but essential person
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Buoyancy Write yourself a rejection letter include the irritating
After careful consideration . . We regret to inform you . . . We had many qualified applicants . .
Articulating the reasons for turning you down, the letter might reveal soft spots
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Clarity The key is to focus on the One percent gives life to the other ninety-‐ nine Understand the one percent, and being able to explain it to others
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Sales/Contracting Effectiveness #1
Abiverts are most successful!
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Sales/Contracting Effectiveness
2. Rethink how you define Personal Total Control? Pervasive Past Successes? Permanent Other Opportunities?
3. Remember that Compared to what? 4. Tell your story, (minor) warts and all. 5. overwhelm them. 6. Sell insights as well at products.
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Checklist #3 Revisited
Re-‐consider your team project: Your customer is The Department of Health and Human Services (HHS)
How might you plan your (Sales/Contracting) meeting differently as a result of the insights from Daniel Pink.
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Checklist #4
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It is a to debrief any/all meetings with a client.
What is the intent of the debrief session? What value is gained from the debrief session? What questions would you add?
