Stage One Competencies: Winning the Business

The purpose of stage one in the consulting cycle is to win business. This is a challenging mission made easier by understanding the client’s business, conducting a needs analysis, framing the client’s problem, making a very good first impression, managing expectations, and presenting a compelling proposal. Table 4.1 shows the three consulting competencies and twelve behavioral practices associated with this stage in the consulting model.

TABLE 4.1 DEVELOPING COMPETENCIES AND BEHAVIORAL PRACTICES

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Winning business is essentially a design problem; that is, designing the best way to work with a client—involving ...

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