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Flawless Consulting: A Guide to Getting Your Expertise Used, Third Edition by Peter Block

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CHAPTER 6

THE AGONIES OF CONTRACTING

Some particularly rough spots in contracting are worth highlighting. The first is the difficult situation in which the client is willing to go ahead with a project, but you know the client’s motivation toward the project is low. Line managers take an unnatural stance when they proceed with a project that they don’t really want to do. When they agree to do a project they don’t want to do, they have usually been coerced to say yes by their boss, their subordinates, or even their difficulty in saying no to you, the consultant. You also may be acting out of pressure from your boss to go ahead with the project. A recent addition to the complications of contracting is the need to operate in a virtual world. While ...

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