Defining the Consulting Process

• Define each step of the consulting process
• Identify ways to involve the client throughout the consulting process
• Describe the benefits of the Comprehensive Internal Consulting Model

Contracting

• Overcome objections/obstacles to contracting
• Describe how contracting can enhance the client/consultant relationship

Related job aids: Contracting checklist; contracting meeting preparation checklist; project charter/statement of work (SOW) template.

Making Recommendations and Gaining Buy-in

• Communicate solutions and potential obstacles
• Negotiate solutions and success measures
• Provide and receive feedback in ways that enhance the relationship

Related job aids: Recommendations conversation preparation worksheet; recommendations meeting structure.

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