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Preparation and contracting

4 important questions on Preparation and contracting

Challenges of using the consultancy cycle approach:

-Each phase of the cycle varies in length and complexity depending on the nature of the change.
-Each of the phases may not be used in all consultancy assignments.
-Cycle assumes consultant will use the diagnosis to recommend solutions that are most appropriate to the client.
oBut consultants are likely to use standardized solutions.
-Rare for the same consultant to carry out the cycle from beginning to end

Areas to clarify during contracting

- Client identification
- Clarify the issues to be addressed
- Agree roles, responsibilities and accountabilities
- Confirm expectations
- Identify client readiness to change

3 types of client expectations

- Fuzzy expectations reflect a blurred idea about the outcome, clients don’t have a precise idea of what the change should be- Implicit expectations, elements of expectations are so self-evident that clients don’t consider them actively. So, consultants need to take a proactive approach, so expectations are made explicit
- Unrealistic expectations, clients view consultants as magicians

What is a psychological contract?

-Second part of the contract. Not documented.
-Agreement about the relationship, e.g. expectations and ground rules
oHow client and consultant will work together and communicate.