The Consultant-Client Relationship - The Client's Perspective
7 important questions on The Consultant-Client Relationship - The Client's Perspective
What does the process in the graph presented here reflect in terms of a client and consultant relationship?
Which point in the process of developing a relationships with a prospect, does the graph in this section refer to?
What are the 4 steps that can be distinguished in the steps of developing a relationship with a prospect?
- Lead;
- Contact:
- Do preparatory research;
- Develop relationship;
- Understand real hiring research;
- Proposal;
- Contract.
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List 4 important aspects that must be taken into account when thinking of the client.
- May be worried about their problem, incompetence, loss of control, consultant's capabilities etc.
- May view consultants as business-driven, or rhetorical beings.
- Clients differ in their experience, power, role (owner client or economic client?)
- Clients require clear communication!
Why is being too business driven not always the best way to go when it comes to clients?
What are the overt (clear) hiring reasons of a consultant? List the 4
- The client may seek an expert;
- The client may look for a doctor-patient relationship;
- The client may want to learn the problem solving process (facilitator);
- The client may seek a hired hand.
What are the covert (hidden) hiring reasons that a client may have to hire a consultant? List the 5 reasons
- Clients may use consultants to legitimate their decisions;
- Client may hire consultants as political weapons;
- Clients may use consultants as scapegoats;
- Clients may hire consultants to act as brokers of sensitive knowledge;
- Clients may hire consultants to spy.
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