ABSTRACT
This chapter discusses the questions the consultant and the client need to answer as they are getting to know each other, clarifying the expectations of the project, and evaluating the pros and cons of proceeding. It also discusses the specific pieces of information each party will want to learn during the initial phase of the project, as well as ways to elicit the information. The worst outcome of any consulting project is to complete the project only to find out that there has been a total mismatch between the client’s and the consultant’s expectations. Projects can fail for many reasons, but one reason is that there are differential expectations between the consultant and the client. Many consultants send a letter or an email confirming the time and location of any agreed-upon meetings and to say that they are looking forward to getting together with the client and other key people in the company.
