Читать книгу The Consulting Bible - Alan Weiss - Страница 52

Once you've developed a trusting relationship with the economic buyer, you're positioned to establish conceptual agreement. We're in the middle of the chart, the sweet spot, and ironically, the longer you take to develop a relationship and create conceptual agreement, the quicker you'll obtain projects.

I know that sounds counterintuitive, but I simply mean this: The steps are rational in their sequence: No one is going to trust you with their objectives, for example, if they don't trust you, and you can't submit a proposal (the following step to conceptual agreement) without a congruence in the buyer's and your expectations and perceived value. (Nor can you arrive at an equitable fee.)

Conceptual agreement has three aspects: objectives, measures of success (metrics), and value.