Instructor Bob McGannon provides an analysis of the closing conversation for a consulting engagement. He shows how focusing on the current engagement remains the primary topic of discussion, while other work opportunities are presented to the client for consideration.
- In the last movie, I asked you to look…for the following in my dialogue with my client.…Success and opportunities for improvement,…the results of my role as a reviewer,…and my approach to setting up…a subsequent consulting engagement.…So here are my thoughts on those points…and because I don't want to be too prescriptive here,…I'll share a few other items…that would be useful for me to pay attention to…in future engagements.…The dialogue indicates that I played…the leader role effectively.…
My client made that clear.…- Well, it has been quite a journey…and I'm not sure we could've done this without you.…It is so great to see the finance teams on a single page,…literally, for a change.…- It's important that you leverage your consultant roles…all the way to the end of your engagement.…I had heard the implementation wasn't perfect…so I asked about it using my leader role to inquire…and present opportunities to avoid the issue in the future.…By the way, I heard something about tax payments…for overseas employees, honestly.…
- Identify the critical requirements needed to become a successful consultant.
- Review the roles a consultant can fulfill to increase their success when dealing with clients.
- Recognize approaches for assessing your success level with a client before you've received a formal evaluation.
- Explore how to switch between consulting roles without confusing or aggravating your client.
- Review the change management conditions that must be in place to successfully deploy your consulting solutions.
- Identify the actions that maximize your chances for future work with a client.