CXO

Need advice on approaching clients? Download our how-to white paper

Searching for a guideline to engaging potential clients during your initial contact meeting? Rick Freedman's framework gives tips on creating an agenda and assessing the client's needs, and it also includes an Engagement Profile Form.


Because you’re a technology consultant, clients want to buy your technical knowledge and advice. But it’s the advisory relationship—not the technical disciplines required to design or implement IT solutions—that many consultants neglect. And that relationship is made or broken during the initial contact meeting.

Pulling concepts from his latest book, The IT Consultant: A Commonsense Framework for Managing the Client Relationship (Jossey-Bass Pfeiffer, 2000), IT consultant and TechRepublic contributor Rick Freedman explains the critical need for a structured method of profiling the engagement during the initial contact.

We’re offering a “mini-white paper” that addresses the first step in Freedman’s IT consulting framework: approaching the client. Download it now.

According to Freedman, the initial client contact is an assessment session as well as a work session. The formal agenda for this meeting should always focus on the project issues, such as objectives, scope, and fee arrangements. The white paper covers these issues in detail and also includes an Engagement Profile Form, which should be used to document your initial conversation with the potential client.

Later installments will cover the rest of Freedman’s IT consulting framework. Download the first step—approaching the client—now.
What are your tips for a successful client-consultant relationship? What are some common mistakes? Give us your thoughts by posting a comment below. If you have a question or suggestion, send us a note.
Because you’re a technology consultant, clients want to buy your technical knowledge and advice. But it’s the advisory relationship—not the technical disciplines required to design or implement IT solutions—that many consultants neglect. And that relationship is made or broken during the initial contact meeting.

Pulling concepts from his latest book, The IT Consultant: A Commonsense Framework for Managing the Client Relationship (Jossey-Bass Pfeiffer, 2000), IT consultant and TechRepublic contributor Rick Freedman explains the critical need for a structured method of profiling the engagement during the initial contact.

We’re offering a “mini-white paper” that addresses the first step in Freedman’s IT consulting framework: approaching the client. Download it now.

According to Freedman, the initial client contact is an assessment session as well as a work session. The formal agenda for this meeting should always focus on the project issues, such as objectives, scope, and fee arrangements. The white paper covers these issues in detail and also includes an Engagement Profile Form, which should be used to document your initial conversation with the potential client.

Later installments will cover the rest of Freedman’s IT consulting framework. Download the first step—approaching the client—now.
What are your tips for a successful client-consultant relationship? What are some common mistakes? Give us your thoughts by posting a comment below. If you have a question or suggestion, send us a note.

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