A Guide to Getting Your Expertise Used Flawless Consulting A Guide to Getting Your Expertise Used Methodology Peter Block Jossey-Bass Publishers 1981

Overview of Consulting Process Phase 1. Entry and Contracting Matching Wants and Offers Phase 2. Data Collection and Diagnosis Symptom or underlying problem Phase 3. Feedback and Decision to Act the report and presentation Phase 4. Implementation the main events Phase 5. Extension, Recycle, or Termination

Approach’s Assumptions Problem Solving Requires Valid Data Effective Decision Making Requires Free and Open Choice Effective Implementation Requires Internal Commitment

Approach’s Goals 1. Establish a Collaborative Relationship 2. Solve Problems So they Stay Solved 3. Ensure Attention is Given to: Technical Factors Business Problems Interpersonal Relationships Developing Client Commitment

The Faces of Resistance Give me more detail Flooding you with detail Delays Impracticality Confusion Intellectualizing Moralizing Attach Silence

Negotiating your Contract Key Concepts Mutual Consent Valid Consideration Some Rules You can say NO You can contract for behavior, but not for feelings The contract must be 50/50 You can’t contract with someone who is not in the room SCOPE Analysis Boundaries Project Objectives Your/Client Roles Information Needs Expected Products Support Required Involvement Required Schedule Requirements Confidentiality Success Criteria

Data Collection and Diagnosis Keep simplifying, narrowing, reducing the study focusing on the next actions required of the client Use Business Language Maintain relationship(s) with the Client(s) Is the Client the Problem? STEPS Clarify Presenting Problem, Inquiry Dimensions and Who will be involved. Proceed? Plan data collection. Collect data/opinions. Isolate key information. Determine Real Problem(s). Data Summary (Findings). Data Analysis (Conclusions)

Feedback and Decision to Act Manage the meeting If you present a clear and simple picture of why the underlying problem exists, the client will have as many ideas for recommendations as you have. CONTENT Restate contract Present Agenda Present Facts Present Diagnosis Present Recommendations Get decision to proceed Schedule next step Give Support

Ending the Project Give feedback on how the client managed the project Get feedback from the client on how you managed the project Discuss future support/wants Celebrate