PERFORMANCE CONSULTING POINTERS

1. Building and maintaining strong client partnerships is a requirement if you are to have the opportunity to do performance consulting with your clients. These relationships are built through the actions you take; they don’t just happen. Because relationships are dynamic, investing time in these partnerships will be ongoing and continuous.

2. Strong partnerships are based on three elements:

Access

Credibility

Trust

3. Gaining access requires you to identify the specific individuals who qualify as clients. There are two categories of clients: sustained and project. Several criteria determine “true” clients, including the criterion that these individuals own accountability for accomplishing business results.

4. Credibility requires that you have deep knowledge of the business and industry in which you work, as well as working knowledge of the many potential, available solutions.

5. Trust means your client has confidence in your integrity and reliability to achieve results that support the business.

DOWNLOAD THESE

Tools that support content from this chapter are listed here.
These tools can be purchased and downloaded from the Berrett-Koehler website.

Please see page 253 for download instructions.

Organization and Industry Knowledge Assessment Tool

Client Relationship Strategy Worksheet

Assessment of Performance Consulting Capability

Assessment of Your Critical Thinking Capability