1. A Guide to Getting Your Expertise Used
Flawless Consulting
A Guide to Getting Your Expertise Used
Methodology
Peter Block
Jossey-Bass Publishers
1981

2. Overview of Consulting Process
Phase 1. Entry and Contracting
Matching Wants and Offers
Phase 2. Data Collection and Diagnosis
Symptom or underlying problem
Phase 3. Feedback and Decision to Act
the report and presentation
Phase 4. Implementation
the main events
Phase 5. Extension, Recycle, or Termination

4. Approach’s Assumptions
Problem Solving Requires
Valid Data
Effective Decision Making Requires
Free and Open Choice
Effective Implementation Requires
Internal Commitment

5. Approach’s Goals 1. Establish a Collaborative Relationship
2. Solve Problems So they Stay Solved
3. Ensure Attention is Given to:
Technical Factors
Business Problems
Interpersonal Relationships
Developing Client Commitment

6. The Faces of Resistance
Give me more detail
Flooding you with detail
Delays
Impracticality
Confusion
Intellectualizing
Moralizing
Attach
Silence

7. Negotiating your Contract
Key Concepts
Mutual Consent
Valid Consideration
Some Rules
You can say NO
You can contract for behavior, but not for feelings
The contract must be 50/50
You can’t contract with someone who is not in the room
SCOPE
Analysis Boundaries
Project Objectives
Your/Client Roles
Information Needs
Expected Products
Support Required
Involvement Required
Schedule Requirements
Confidentiality
Success Criteria

8. Data Collection and Diagnosis
Keep simplifying, narrowing, reducing the study focusing on the next actions required of the client
Use Business Language
Maintain relationship(s) with the Client(s)
Is the Client the Problem?
STEPS
Clarify Presenting Problem, Inquiry Dimensions and Who will be involved.
Proceed?
Plan data collection.
Collect data/opinions.
Isolate key information.
Determine Real Problem(s).
Data Summary (Findings).
Data Analysis (Conclusions)

9. Feedback and Decision to Act
Manage the meeting
If you present a clear and simple picture of why the underlying problem exists, the client will have as many ideas for recommendations as you have.
CONTENT
Restate contract
Present Agenda
Present Facts
Present Diagnosis
Present Recommendations
Get decision to proceed
Schedule next step
Give Support

10. Ending the Project Give feedback on how the client managed the project
Get feedback from the client on how you managed the project
Discuss future support/wants
Celebrate