1. Organization Development and Change
Chapter Four:
Entering and Contracting
Thomas G. Cummings
Christopher G. Worley

2. Learning Objectives for Chapter Four
To describe the steps associated with starting a planned change process
To reinforce the definition of an OD practitioner as anyone who is helping a system to make planned change
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

3. Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning
The Entering Process
Clarifying the Organizational Issue
Presenting Problem
Symptoms
Is the problem stated the real problem or a symptom?
Determining the Relevant Client
Working power and authority
Who are the key internal players?
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

4. Elements of an Effective Proposal
Content
Description
Goals of Proposed Effort
Descriptive, clear, and concise goals to be achieved
Recommended Action Plan
Description of 1) diagnosis, 2) data analysis process, 3) feedback process, and 4) action-planning process
Specification of Responsibilities
What will various leaders, including the OD practitioner, be held accountable for?
Strategy for Achieving the Desired State
Provide change strategies, including education/training, political influence, structural interventions, and confrontation of resistance.
Fees, terms, and conditions
Outline fees and expenses associated with the project
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

5. Don’t forget to be S.M.A.R.T.
You should integrate the S.M.A.R.T. principles into your proposal and contract!
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

6. Elements of an Effective Contract
Mutual expectations are clear
Outcomes and deliverables
Publishing cases and results
Involvement of stakeholders
Time and Resources
Access to client, managers, members
Access to information
Ground Rules
Confidentiality
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

7. Interpersonal Issues of Entry
Client Issues
Exposed and Vulnerable
Inadequate
Fear of losing control
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

8. Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning
What Goes in a Contract?
Responsibility of agent and client
Non-compliance conditions
Payment schedule
Insurance (licensed and bonded)
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

9. Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning
What Goes in a Contract?
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

10. Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning
Alegent Health pgs 80,82-84
What is the presented problem or topic/solution?
Is the presented problem or topic/solution correct or a symptom?
Who are the key players?
Briefly address each of the 5 elements of an effective proposal?
What are the mutual expectations?
What are some of the client issues?
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning

11. Application 4, Keller Technology pgs 80,82-84
What is the presented problem or topic/solution?
Is the presented problem or topic/solution correct or a symptom?
Who are the key players?
Briefly address each of the 5 elements of an effective proposal?
What are the mutual expectations?
What are some of the client issues?
Cummings & Worley, 9e (c) 2008 South-Western/Cengage Learning