Landing a Consulting Job with three questions
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This document provides an outline for landing a consulting job by eliciting key information from clients through asking three questions. It discusses preparing by understanding the client's explicit and implicit outcomes. The opening involves establishing rapport and permission while moving the client from focusing on problems to possibilities. Elicitation focuses on understanding the client's desired future state by asking what they want, what it will get them, and how they will know they have it. It provides guidance on questions to ask and language used during the consultation process.
Landing a Consulting Job with three questions
- 1. Landing a Consulting Job with three questions
- 2. Fred Schenkelberg based on a bit of training and experience
- 5. The Client Request “Fred, Fred, I need your help!” “I want you to change our corporate culture.” “We need...”
- 6. Preparation
- 7. Focus yourself customer Are you the right person? Consider the outcomes. Their explicit Your explicit outcomes outcomes What do you want when this engagement is complete? What will that get for you? Their implicit Your implicit outcomes outcomes How will you know you have it?
- 8. Prepare Is it safe? Am I of value to them? What do I bring them? Understand the outcomes Leave them with improvement What is the key message that I want to deliver?
- 10. Opening
- 11. World Models Clients often only see the problem Why did this happen The person to blame What went wrong It’s only a challenge ahead
- 12. Permission & Rapport Words Pace Pace and lead Tempo Posture Recall a positive Energy experience Pace Behavior Gestures Tell a story Attire Pace Use your language skills Tone Get up and move Lead Accepta Accepta nce Resistance Resistance nce (what is it they want?)
- 13. Resourceful state Move the client from the problem to a positive focus Acknowledge the problem, and... Expand the world model to open up more options
- 15. Elicitation
- 16. Client's real needs selective attention to Deletions certain information “Our people are First understand their Unspecified Nouns incapable” view of the world changes to what we Distortions see, hear, feel Expand their view, “Our people need to maintaining rapport Assumptions work together better” Generalization Recover information sample of one... s “Can’t” Necessities “Impossible”
- 17. Desired state What is the client’s world view when everything is going right? Do they even know? When they can “see” the future, they increase their motivation for a solution.
- 18. Key Questions What do you want? What will that get for you? How will you know when you have it? What do you have that you wanted?
- 19. Other questions When is the key decision? What form should the result take? Who should be included? What will you lose when you have the solution? What are the barriers today? What is already in place? What else do you need?
- 20. Language and time Use past tense for the problem Use present tense when talking about desired state Avoid jumping to a detailed solution or putting content into what they desire Future when you have been enjoying the solution... Present
- 22. 3 key questions What do you want? what will that get for you? How will you know when you have it?