October 2012
Beginner
320 pages
8h 22m
English
Content preview from The Practice of Professional ConsultingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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The Purpose of Conducting a Needs Assessment
The purpose of conducting a needs assessment in stage one is to frame and define the client’s problem(s). Both technical expertise and good human relations skills are required to conduct a successful needs assessment. After all, clients may hesitate to be open and honest in sharing their problems so early in the relationship, in part because of conscious and unconscious fears and natural caution. Nevertheless, consultants must do their best to frame the problem because it is the basis for crafting a proposal.
As a practical matter, needs assessment is an analysis of the gap between the client’s current state (as is) and a desired future state (should be) (see Table 5.1). Solutions are then designed ...
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