Name That Step
The pair of steps that take the smallest percentage of the total meeting (shortest time spent).
What are steps 1 and 2: restate the original contract and state the agenda/structure of the meeting
The # of meeting action steps
what is 10
How long a meeting for action presentation should be
What is "keeping it short and simple"
True or false: you should "keep the discussion centered around things that are under the client's control"
What is "true"
What Blocks says consultants should do if some clients are expressing their opinions and contributing way more than other clients.
What is "Ask the more silent clients for their opinion"
The pair of steps Block says to "Present Recommendations" in.
What is steps 3 and 4
Block says you should be DONE presenting data by this fraction (%) of the meeting.
What is 20%
What you do in step 1
what is "restate the original contract"
What Block says to do at exactly halfway through the meeting
what is "ask the clients if they are getting what they want"
Word that Block uses multiple times to describe how you should behave throughout the meeting and says to be yourself.
What is "behave Authentically"
The 2 steps Block says you should spend roughly 30% of your time on / 17-18 minutes on each, and are the longest 2 steps.
What are steps 5 and 7: Ask for Client Reactions and Decision to Proceed
What is 30%
The percentage of time you should spend on steps 8-10 (assuming all preceding steps took the correct amount of time).
What is 10%
The mistake (Block describes) that most consultants make with most client presentations
What is "they are too long or intricate"
What Block says you can only do after 6pm/after work hours when you are getting pushback from the client.
What is "Take things personally"
The step Block claims is the "heart of the meeting" that ultimately determines whether you're expertise gets used.
What is step 5: ask for client reactions
The percent of total time you should spend on steps 1 and 2 (in %).
what is 5%
Percentage of the total meeting devoted to client reactions
what is 30%
What is: (any 2)
1. Analysis of the Technical or business problem
2. A picture of what is working & what possibilities
3. Analysis of how a situation is being managed
4. choices and recommendations
How does Block feel about having tension in the presentation meeting?
What is "useful or helpful to have some, but not too much"
Block claims that young consultants "rarely" carry out this step and that it often "slips by".
What is step 6: Asking your client "are you getting what you want" halfway through the meeting
The ideal amount of time (%) spent on asking your clients if they are "getting what they want".
What is 10%
Roughly how much time (in %) should be spent asking the client for their reactions AND if they are getting what they want (steps 5 and 6).
What is 40%
What Block says is the "greatest strain" is to behaving authentically as a consultant throughout the meeting.
What is "dealing with resistance in an judgmental or incomplete way"
What Block says to do if you (the consultant) are feeling uneasy about something during the meeting.
What is "put your feelings into words as a part of what you offer to the client"