The consulting relationship doesn’t start when the consultant begins solving problems, it begins during the contracting phase. This critical first step lays the foundation for a strong, transparent partnership between the consultant and the client. In Flawless Consulting, Peter Block emphasizes that successful contracting is not just about agreeing on a scope of work or signing a formal agreement; it’s about building a collaborative relationship based on mutual trust, clear expectations, and shared commitment.
At the heart of this process are the questions consultants ask. These questions help uncover the client’s real needs, define roles and responsibilities, surface hidden concerns, and create a shared vision for success. Here’s a guide to the essential questions every consultant should ask during the contracting phase and why each matters.
- Clarifying Goals and Scope: What Are We Trying to Achieve?
This is the starting point for any meaningful engagement. Before recommending or suggesting solutions, consultants must fully understand what the client aims to accomplish.
- “What is the primary objective of this project?”
- “What does success look like to you?”
- “What results or changes do you want to see by the end of this engagement?”
These questions help both parties articulate clear, measurable goals. Often, clients are dealing with symptoms rather than root causes—so this conversation begins the discovery process.
- Understanding Expectations: What Do You Need From Me?
Clients often have unspoken assumptions about what the consultant will (or won’t) do. Clarifying this avoids miscommunication and scope creep.
- “What do you expect from me during this engagement?”
- “What level of involvement would you like from your team?”
- “How will we divide responsibilities?”
The contracting phase should result in mutual expectations—not just what the consultant will deliver, but also what the client will commit to.
- Defining Roles and Responsibilities: Who’s Doing What?
One of the most overlooked risks in a consulting engagement is the lack of role clarity. This can lead to delays, confusion, and frustration on both sides.
- “Who will be the main decision-makers?”
- “Who will I be working with on a day-to-day basis?”
- “How will decisions be made and approved?”
These questions set up the necessary governance and communication processes from the outset.
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- Exploring Constraints and Risks: What Could Get in the Way?
No project exists in a vacuum. Consultants must identify and explore potential obstacles such as budget limitations, internal resistance, time constraints, or political dynamics, that could derail the project.
- “Are there any concerns you have about moving forward?”
- “What risks or challenges have you experienced in similar projects?”
- “What could cause this engagement to lose momentum?”
These conversations demonstrate the consultant’s awareness and empathy; qualities that help build trust and credibility.
- Setting Communication Norms: How Will We Stay Aligned?
Miscommunication can erode even the most well-intentioned partnerships. By proactively establishing communication expectations, consultants ensure transparency and reduce misunderstandings.
- “How often would you like status updates?”
- “What’s your preferred format for check-ins—email, meetings, reports?”
- “What’s the best way to handle feedback or concerns during the project?”
These questions foster open dialogue, a crucial element of a successful consulting relationship.
- Formalizing the Commitment: Are We Ready to Move Forward?
Contracting doesn’t end with conversation—it ends with a clear agreement. Whether formal or informal, the agreement should document goals, deliverables, timelines, roles, and boundaries.
- “Are you comfortable with what we’ve agreed to so far?”
- “Is there anything else you’d like to address before we move forward?”
- “Shall we put our agreement in writing to ensure clarity for both of us?”
This final check ensures mutual understanding and paves the way for execution.
Conclusion: Asking Questions is Consulting
Consulting is a lot about how you enter. The quality of the questions asked during the contracting phase determines not only the project’s success but also the strength of the relationship.
Contracting is where you lay the groundwork for influence, trust, collaboration, and results. Take the time to ask questions and listen deeply. It’s the difference between a transactional engagement and a transformational one.
About the Author
Dr. Nancy Zentis, Ph.D.
CEO and Founder of the Institute of Organization Development (IOD). Contact: nancy.zentis@instituteod.com.
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