Chapter 6. Stage one: Client

Trade is a social act

John Stuart Mill

The whole consulting process begins and ends with the client. And it is imperative you apply sufficient time and energy to understanding the person as well as the problem. The client is the voice of the organization, the paymaster and the confidant in times of trouble. It is important to establish a solid relationship that will hold together when unforeseen problems occur.

One reason why so many consulting projects fail or get a bad name is because the commercial need subsumes the drive to manage an effective relationship. As a result, the client is treated as a thing, rather ...

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