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  1. Does the word “CONTRACTING” scare you? What are some suggestions for responding to an RFP? You have QUESTIONS … I don’t know ANYTHING about contracting!! What happens if the client doesn’t fulfill their end of the bargain? We have ANSWERS!!! What are you SUPPOSED to include in a contract? Entry & contracting by “House of HC” Entry & Contracting by Helen and Chiquita, “House of HC”

  2. House Rules

  3. Icebreaker

  4. The Big Picture Five Phases of Consulting • Entry and Contracting • Discovery and Dialogue • Feedback and Decision to Act • Engagement and Implementation • Extension, Recycle, or Termination

  5. Learning Objectives • To list at least four elements of a contract • To understand the basic steps for navigating a contract meeting • To be able to recognize the signs of “getting stuck” during a contract negotiation meeting; understand next steps to be taken • To identify strategies to handle the agonies of contracting

  6. Agenda • Pre-test • Initiating the Project • Developing the Contract • Holding a Contracting Meeting • Handling the Agonies of Contracting • Post-test

  7. Pre-Test

  8. Pre-Test Which of the following lists four elements of a contract? A. Boundaries, Objectives, Wants, Role B. Wants, Offers, Role, Product C. Boundaries, Wants, Offers, Role D. Boundaries, Objectives, Role, Feedback

  9. Pre-Test The contract should be a ______ proposition for the client and the consultant. A. Client 25, Consultant 75 (25/75) B. Client 30, Consultant 70 (30/70) C. Client 50, Consultant 50 (50/50) D. Client 0, Consultant 100 (0/100)

  10. Pre-Test Your client seems to lack motivation toward your project. How could you respond? A. Inform client about potential benefits of the project B. Continue to define the client’s problem C. Consider not doing it D. Speak with their manager

  11. Pre-Test Which of the following is NOT a basic step in Navigating a Contract? A. Client Wants and Offers B. Think / Recess C. Consultant Wants and Offers D. Personal Acknowledgement

  12. Pre-Test • Which of the following is NOT a sign of being “stuck” during a contract negotiation meeting? • A. You hear yourself explaining something for the third time. • B. Your client is sending nonverbal messages and is using body language such as moving away from the discussion. • C. You acknowledge to the client that the project takes some risk. • D. The client explains the idea for the third time.

  13. What Is a Contract? “…an explicit agreement of what the consultant and client expect from each other and how they are going to work together.” (Block, 2001, p. ##)

  14. Two Concepts of Contracting Mutual Consent Valid Consideration

  15. Entry • Boss assigns project • Client contacts you • You contact client • Respond to Request for Proposal(RFP)

  16. Video: Responding to RFPs

  17. Skit • What do you want to discuss? • Who is the client for this project? • Who else will be at the meeting? What are their roles? • How much time will we have? • Do you know that you want to begin some project, or are we going to discuss whether we do anything at all?

  18. Elements of a Contract • Boundaries of Your Analysis • Objectivesof the Project • Kind of Information You Seek • Your Role in the Project • Product You Will Deliver

  19. Elements of a Contract (cont’d) • Support and Involvement Needed from Client • Time Schedule • Confidentiality • Feedback to You Later

  20. Elements of a Contract Mnemonic • BOIRaPSTo Collect Funds • Blink Once If Ready, Plus Six To Convey “Freeze!” • Big OIs Really Pale-ing, Since Taking Comps and Failing Boundaries * Objectives * Information * Role * Product * Support * Time * Confidentiality * Feedback

  21. Activity

  22. The Contracting Meeting

  23. Advance Planning • Thinking Ahead • Asking the RightQuestions • Anticipating Resistance

  24. Navigating the Contract MeetingBasic Steps • Personal acknowledgement • Communicate understanding of the problem • Client Wants and Offers • Consultant Wants and Offers

  25. Navigating the Contract MeetingBasic Steps • Reaching Agreement • Asking for Feedback about Control and Commitment • Give Support • Restate Actions

  26. Navigating the Contract MeetingBasic Steps • What if you’re stuck? • Think / Recess • New Wants & Offers • Stuck Again • Shift Focus to Process • Rediscuss Wants & Offers • When to Say No

  27. Closing the Deal • Closing the contracting meeting • Review of the Meeting

  28. Agonies of Contracting

  29. Agonies of Contracting (cont’d) Low Motivation Ceaseless Negotiation • Consider not doing it • Suggest client renegotiate w/power-that-be • Start small • Address changes ASAP

  30. Agonies of Contracting (cont’d) The Middle Man The Detective • Urge for the client’s attendance and cooperation • Stop talking about the problem • Transition into wants and offers

  31. SUBMART CASE STUDY

  32. Post-Test

  33. Post-Test Which of the following lists four elements of a contract? A. Boundaries, Objectives, Wants, Role B. Wants, Offers, Role, Product C. Boundaries, Wants, Offers, Role D. Boundaries, Objectives, Role, Feedback

  34. Pre-Test The contract should be a ______ proposition for the client and the consultant. A. Client 25, Consultant 75 (25/75) B. Client 30, Consultant 70 (30/70) C. Client 50, Consultant 50 (50/50) D. Client 0, Consultant 100 (0/100)

  35. Pre-Test Your client seems to lack motivation toward your project. How could you respond? A. Inform client about potential benefits of the project B. Continue to define the client’s problem C. Consider not doing it D. Speak with their manager

  36. Pre-Test Which of the following is not a basic step in Navigating a Contract? A. Client Wants and Offers B. Think / Recess C. Consultant Wants and Offers D. Personal Acknowledgement

  37. Pre-Test • Which of the following is NOT a sign of being “stuck” during a contract negotiation meeting? • A. You hear yourself explaining something for the third time. • B. Your client is sending nonverbal messages and is using body language such as moving away from the discussion. • C. You acknowledge to the client that the project takes some risk. • D. The client explains the idea for the third time.

  38. Q & A