Seven Cs of Consulting, The

Chapter 5. An effective client relationship in five steps

The client-consultant relationship is the foundation stone that supports the entire assignment. Consulting is driven by the extent to which you can get close to the client. To professionally and sensitively arrive at a position where you become more of a confidant or trusted advisor than a supplier of services. How far you can build a sense of rapport with a client before the consulting process begins will to a large degree affect your ability to deliver change.

Rapport isn't something that occurs when you first meet the client. It is something that you must think through before the first contact. Your goal is to ensure that when you walk through the client's door for the first time you ...