Chapter 2: Techniques is not enough

Question 1

While acting as a consultant there are operation two levels

Answer 1

1. Content

2. Relationship, looking at feelings

Question 2

Four elements for an affective consultant-client relationship:

Answer 2

1. Responsibility
2. Feelings
3. Trust
4. Your own needs

Question 3

The consultant’s assumptions according to the book

Answer 3

• problem-solving requires valid data which is objective and is personal, so they are facts.
• Effective decision-making requires free and open choice.
• Effective implementation requires internal commitment.

Question 4

Goals of a consultant

Answer 4

Goal 1: Establish a collaborative relationship
Goal 2: Solve problems so they stay solved
Goal 3: Ensure both attention given to the problem and the relationship

Question 5

Developing client commitment

Answer 5

• Our goal is to build commitment at each step of the consulting process.
• How? Removing obstacles for implementation

Question 6

Ed Shein’s 3 Roles of the consultant’s relationship

Answer 6

1. Expert role
2. Pair-of-Hands role
3. Collaborative role

Question 7

Problem with “Expert Role” Consultant

Answer 7

• Managers don’t develop the skills
• Commitment may be low because managers are not involved.
• Problems never fully technical

Question 8

Problem with “Collaborative Role” Consultant

Answer 8

• Does a manager really want this? Expert role manager may see you as foot-dragging and a pair-of-hands role manager may see you as going out of your role
• takes longer

Question 9

How do we stage this 50/50 relationship by adding client involvement to our skills?

Answer 9

We involve them in the steps of the consultant process.

Question 10

Problem with “Pair-of-Hands” Consultant

Answer 10

• Dependent on how well the manager can understand the problem and create an action plan.

Question 11

The 12 stages of the consulting process

Answer 11

Stage 1: Define the initial problem
Stage 2: Decide whether to proceed with the project
Stage 3: Select the dimension to be studied
Stage 4: Decide who will be involved in the project.
Stage 5: Select the method
Stage 6: Do the discovery
Stage 7-9: Funnelling the data and making sense of it
Stage 10: Provide Results
Stage 11: Make recommendations
Stage 12: Decide on actions