Working
allegiance with
firm boundaries
and rules of
engagement
Idealized
Each person
tansfers in prior
learnings and
proceeds to act
these out
Authentic
Honesty & sharing
true thoughts when
appropriate
Contractual is usually the
type of relationship in
consulting, but idealized
also often occurs
How does relationship start
Usually face to face
Consultants could be:
External
3rd party
recommendation could
ensure faster relationship
building
Take longer to build relationship
Is often easier to
share info with
outsider
Seen as neutral source
Internal
Advantage in that
they know org
culture
Hamper openness
Know the problems
Already have
a relationship
Who is the client
Often more than 1 client
Is it:
The person who contacted you
Stakeholders
Sponsors/people
funding the
project
Cockman et al (1992)
credits Revans in
suggesting 3 key groups of
people to be included in
client system
Those who know
Know about problem or sources of help
Superiors
HR
Client customers
Those who care
Those suffering as a result of the problem
Postitions of responsibilties
Trainers
Shareholders
Those who can
Those who can do something about it
Budget holders
Those with line management authority
Those who can appoint/assign resources
Phases of client - consultant relationship
Preparing for contact
Initial
meetings fail
due to lack of
prep
Use trade magazines, journals, the grapevine etc
Display track
record, validity of
offer, primary motive
etc
First meet: Consultant should meet
with someone high enough
to have influence but also
experience of using
consultants
Four phases
framework
Peplau(1969) &
Barber (1997)
Orientation
Check who real client is
Position & status
Openness
Willingness to
explre issues
Clarity of brief
Can you work with client
Identification
Considering
what
problem
areas are
Client
educates
consultant
about
company
Consultant
educates client
about role of
consultant
Important questions to ask:
Consultancy done 'to' or
'with' client. Consultation
carried out autocratically,
cooperatively or
self-directed. How will
parties participate, roles and
responsibilties. What will be
delegated. What access
allowed or denied.
Exploration
Implement chosen
strategy, modify
through feedback &
decide future steps
At this stage there
should be a level of
trust - knowing each
others strengths &
weaknesses etc
Resolution
Outcomes are evaluated.
Both parties preparing for
withdrawel