The Process of Consultation
Each phase of the consulting process is listed below along with more specific elements to
help identify expected behaviors or provide a more precise definition. These elements
merge one into another and do not occur in a linear fashion; their boundaries are fluid.
1. Pre-entry
A. Clarify consultant's motives for entering consulting relationship: values, biases and
understanding about the client and organizational context for consulting.
B. Assess organizational readiness for change.
C. Consider the probable style(s) that will be required.
2. Entry
A. Problem Definition & Development
1. Develop background of the problem.
2. Clarify client's concept of problem and expectations for solutions.
B.
1.
2.
3.
4.
Goals Clarification
Determine client's goals for dealing with problem.
Explore alternative goals.
Explore relationship of problem to goals.
Discuss personal goals of client.
C. Clarifying Process
1. Discuss proposed procedure for defining problems.
2. Discuss relationship of problem, goals and suggested procedures.
3. Explore alternative procedures for analyzing problem.
4. Determine prior attempts taken to resolve problem.
5. Assess client's commitment to proposed procedures.
6. Determine personal and material resources for dealing with problem.
D. Client Requirements
1. Determine who the client(s) is (are).
2. Determine organizational support.
3. Explore assumptions of client regarding role of consultant.
E. Consultant Expectations
1. List and discuss expectation regarding client and solution.
2. Communicate consulting style to client.
3. Clarify consultant's needs and wants.
F. Contract Development
1. Define areas of responsibility for client and consultant.
2. Outline tentative tasks.
3. Establish time line for intervention.
4. List resources required.
5. List potential payoffs.
6. Determine if relationship is possible.
3. Planning and Preparation
A. Analysis Methods Determined
1. Assess thoroughness of problem definition.
2. Explore need for additional clarification of problem.
3. Gather data and analyze.
4. Redefine problem.
5. Revise project goals and objectives.
B. Decision-procedure Redefined
1. Identify alternative courses of action.
2. Explore costs and benefits of action.
3. Identify available resources (human and materials).
C. Action Considerations
1. Determine plan for reaching goals.
2. Revise contract as necessary.
4. Producing
A. Product/Process Development Activities
5. Phasing Out
A. Relationship Considerations.
1. Determine degree to which personal goals of client and consultant have been achieved.
2. Explore renewal or termination of relationship.