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

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CHAPTER 15

MANAGING THE MEETING FOR ACTION

Anytime you present a clear and simple picture of the current situation and make your recommendations, you do it in hopes of triggering action. The action could be a decision, further discovery, or learning. It is the moment of truth and high anxiety for the client and the consultant. It is also exciting and fun. Next to that moment at the beginning of the project when the client says yes, this is the part of consulting that I enjoy most.

The excitement of the meeting for action is that it holds the promise of some movement. It holds some hope that the energy the client and I have invested in this process will pay off. This is the major agenda—the commitment to action. Even if most of the meeting is ...

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