A relationship is not just a relationship. It can be many things and can
operate at a range of different levels, from warm and cuddly to passive and
distant. Your aim is to manage the shift along this continuum and get as close
as possible to the client. The objective is to develop a relationship that is
highly interactive and grounded at a personal rather than contractual level.
This continuum can be mapped against a relational bridge, an indicator of
how effectively the client-consultant relationship is being managed.
The levels are:
 |
Inactive
– Relationship is used to manage the cold contractual elements of the project. |
|
Reactive - Relationship is important to both parties
but is essentially still used to manage the consulting process. |
|
Active
- Both parties use relationship to
manage the engagement but still within the defined boundaries of the project. |
|
Proactive - Relationship is seen as important to the
assignment, with both sides prepared to take the initiative in a wide range of
areas. |
|
Interactive
- Client relationship is seen as an integral part of
the change process, not just a medium for managing the change. |
Unless you are able to move the client relationship across this bridge
then the chances of a successful outcome will be impaired and the opportunity to
gain further contracts minimized.
(c) Mick Cope