about them and they need more about me; then we can decide. But I’m getting ahead of myself…The pages which follow offer explanation and guidance on each of the ten steps. Each stepincludes a list of thoughts I find helpful in performing the step better. As you read through thisprocess, think about how it relates to what you do; think about your skills in performing thisstep. It may be useful for you to make a few notes along the way:
Which steps are particularly important to you in your work?
Which steps are you most skillful in?
Which do you need to learn most about?
And, what is your consulting process?As you become more aware of your process, you will be more able and confident with yourclients.STEP ONE: ENTRYThe client’s first steps toward seeking a consultant begin with an “itch”. An itch that they feelthey cannot scratch alone…and that’s when you or I might get a call, and that’s when theconsulting process begins. In my book, Getting Things Done When You Are Not in Charge, Italk at length about “the itch”. More properly expressed, it’s an important difference betweenwhat the client has and what they want. It’s that gap, perhaps clearly known, perhaps feltintuitively. And they call you because they feel you might be able to help them narrow thegap. They usually call because they think you might have the unique expertise they need.You answer their call because you are looking for work—and you share their belief that youmight help….might help. That’s the beginning of a new client-consultant relationship.So…You are sitting at your desk, wondering what you could do to cause your phone to ringmore often…and the phone rings! It’s a potential client, reminding you of who she is, tellingyou she thinks she might need a consultant, and wondering what you might be able to do forher. After a short discussion, you reach for your empty calendar and ask when the two of youcould meet to talk further about this. You agree on a time and date. You put down the phone,scream “YES!!”, and pick up this booklet—which you study daily until your meeting!I’m going to follow your work with this client through this ten step consulting process. I knowalready that you are going to get this work so I’m not going to coach you on sales skills—that’s