As consultants, we are approached by potential clients because they have a problem to solve. We need to rapidly assess the client’s situation and develop a robust proposal to help them clarify the problem and solve it. This process is called client situation analysis and covers the process of entry and diagnosis.
We must also build a great professional relationship with the client. For clarity this is explained separately in ‘Module 4. Building Client Relationships’.
The purpose of this module is to show you how to:
- Capture key client information
- Develop the consulting study plan (i.e. plan the engagement)
- Develop the client proposal and set fees
Please attend the webinar and complete the following activities…
3.1 Capturing Key Client Information
Consultants need to rapidly capture enough information from early client discussions to prepare a sound proposal. The client reviews this, may suggest changes and then commissions the consulting engagement. Clients do not normally pay for the consultant’s time at this stage and we therefore need to obtain this information extremely efficiently.
- Lesson – Capturing Key Client Information
- Resource – Client Contact Worksheet – Blank Template File
- Resource – Webinar Workshop PowerPoint ‘Flip Charts’ File
3.2 Developing The Consulting Study Plan
The Consulting Work Plan is our detailed action plan for tackling the engagement. It clearly communicates to the client what work needs to be done, by when and by whom (which could be either the consultant or client team). Without a clear work plan the consulting engagement is very likely to either fail entirely or fail to deliver full benefits or value.
3.3 Developing The Client Proposal
The client proposal is the contract between the consultant and client. It clearly sets out the work programme, accountabilities, deliverables and any fees and costs.