First, remember that every situation is unique.

The Consultant can’t make the closure of a deal (signed contract) happen.  If a signature is forced, it often creates remorse on the part of the client. 

One of the first questions that should be asked is: Who are the key decision-makers?

It’s often not just the person who initially began the conversation with the consultant. It’s important to understand: Who is influential to your main contact?

In the beginning, as you start to develop a proposal ask: Who will be involved in making the final decision?

Asking the question helps the potential client clarify for themselves who they need to engage with as they go through the process.

A consultant must also be aware in the development of a proposal about what the client wants and what the client needs. 

KEY QUESTIONS: What is needed?  What is wanted?

Clients are very clear about what they want.  Often they are not as clear as what they need.

The job of a consultant is to be clear what the potential client also might need.

For example: 

What will a strategic plan really address?  Learn to ask questions about the outcomes and desires about what the client believes they want. 

Learn more about The Genysys Groups Strategic Planning and Team Development Processes here.

Questions for a consultant to ask when working to close a consulting engagement.

• What does the client want?

• What does the client need?

• How can I develop a relationship with the client?

• Who are the other key decision-makers that will need to be involved before making a final decision for engagement?

• What do you mean by team development (or any other process that a client is asking the consultant for?) This question helps the consultant and the potential client understand what the expectations are and if there is alignment between what the consultant can provide and what the organization/client needs and wants. 

TIP: Talk about the cost in terms of “investment.”  Both the client and the consultant are stake-holders in the outcomes when talking about an investment. 

Another important thing for consultants to keep in mind when working to finalize a contract is how to minimize surprises?

The clients don’t want surprises and the consultant doesn’t want surprise either.  This is done by being intentional about building a relationship, asking a lot of questions and being very clear in communication. 

How to close the deal? (Summary)

• Embrace time, build a relationship.
• Be clear on who the ultimate decision-makers are.
• Clarify between what is needed and what is wanted. 
• Identify the roles, responsibilities, and outcomes for both the consultant and the client. 
• Build the contract as a working document that is reviewed often. 

                                       LEARN MORE ABOUT STRATEGIC FUTURING 2020.