THE DILEMMA OF FRONT-END WORK
The front-end phase rarely falls neatly or sequentially between the marketing and closing activities and the assessment and diagnosis work. In fact, some elements discussed in this chapter can occur while obtaining the work and continue throughout the engagement. Likewise, preliminary assessment is necessary when entering an organization in order to understand it, validate issues, confirm visions, and hypothesize initial plans. For the purpose of this chapter, front-end work begins when a consultant clearly has a client with a desire to do work, and when the activities associated with marketing, selling, and closing have been completed. It concludes when the consultant and client have clarified the nature of ...