Malpractice (E&O) Insurance
Give this one a try later!
covers you in case you are sued for providing poor advice in the clients
opinion cost the client money and material damage
Step 5-S
Give this one a try later!
when you are stuck on wants and offers
Why will no action by a consultant guarantee results with a client?
,Give this one a try later!
•Each of us learns and uses information in different ways (think HBDI)
•It is difficult to accept help and be publicly open to suggestions
•Pressuring clients to feel what we have immediately helped them with is an
obstacle
-Clients have the right to fail.
Clear operational signals that you are stuck:
Give this one a try later!
-when you are reexplaining something for the 3rd time
-when you notice the client diving into the 3rd explanation of the same
idea
-clear messages from your body
-your eyes
What are the measures of success? What are some of his 10 questions?
Give this one a try later!
represent indicators of progress and/or completion
1)How will we know we have accomplished your intent?
2) How will you measure this?
3)What indicators will you use to assess our progress?
Skills for phase 3
,Give this one a try later!
Planning, data, involvement, feedback, resistance, ultimate goals, selecting
best steps
Weiss talks about 4 things you need to do to grow your sense of "peerage" - Ken calls
these the "Consulting Habits." What are they?
Give this one a try later!
Read, See, Hear, and feel
Block says that resistance is not only ___________ and _________, but what? And why?
Give this one a try later!
predictable; natural; necessary because it is part of the learning curve
Four elements to the affective side:
Give this one a try later!
1) Responsibility (50/50 proposition)
2) Feelings
3) Trust, confidentiality, vulnerability
4) Your own needs
, What three things does Weiss says helps establish trust?
Give this one a try later!
being honest, candid, and conversational
How many value statements should you have for each Objective? How many should
have a monetary element? What are some of his 10 questions?
Give this one a try later!
three; if you have 15 value statements about 7 or 8 should be monetary
(about half)
1) what will these results mean for your org?
2)How would you assess the actual return
3) How will these results impact the bottom line?
What is the value?
Give this one a try later!
the impact of meeting the objectives; It justifies the ROI in the investment in
your high fees.
How can you establish trust in the first 15 minutes?
Give this one a try later!
Give this one a try later!
covers you in case you are sued for providing poor advice in the clients
opinion cost the client money and material damage
Step 5-S
Give this one a try later!
when you are stuck on wants and offers
Why will no action by a consultant guarantee results with a client?
,Give this one a try later!
•Each of us learns and uses information in different ways (think HBDI)
•It is difficult to accept help and be publicly open to suggestions
•Pressuring clients to feel what we have immediately helped them with is an
obstacle
-Clients have the right to fail.
Clear operational signals that you are stuck:
Give this one a try later!
-when you are reexplaining something for the 3rd time
-when you notice the client diving into the 3rd explanation of the same
idea
-clear messages from your body
-your eyes
What are the measures of success? What are some of his 10 questions?
Give this one a try later!
represent indicators of progress and/or completion
1)How will we know we have accomplished your intent?
2) How will you measure this?
3)What indicators will you use to assess our progress?
Skills for phase 3
,Give this one a try later!
Planning, data, involvement, feedback, resistance, ultimate goals, selecting
best steps
Weiss talks about 4 things you need to do to grow your sense of "peerage" - Ken calls
these the "Consulting Habits." What are they?
Give this one a try later!
Read, See, Hear, and feel
Block says that resistance is not only ___________ and _________, but what? And why?
Give this one a try later!
predictable; natural; necessary because it is part of the learning curve
Four elements to the affective side:
Give this one a try later!
1) Responsibility (50/50 proposition)
2) Feelings
3) Trust, confidentiality, vulnerability
4) Your own needs
, What three things does Weiss says helps establish trust?
Give this one a try later!
being honest, candid, and conversational
How many value statements should you have for each Objective? How many should
have a monetary element? What are some of his 10 questions?
Give this one a try later!
three; if you have 15 value statements about 7 or 8 should be monetary
(about half)
1) what will these results mean for your org?
2)How would you assess the actual return
3) How will these results impact the bottom line?
What is the value?
Give this one a try later!
the impact of meeting the objectives; It justifies the ROI in the investment in
your high fees.
How can you establish trust in the first 15 minutes?
Give this one a try later!
