ABSTRACT
In order to be able to consult with an organisational client, practising consultants must successfully enter the organisation and come to an agreement. This agreement is with those people with whom they will be consulting, and is often called a ‘contract’. Negotiating entry and contracting requires consultants to undertake two tasks at about the same time. Consultants need to cross those geographical and social boundaries relevant to the immediate purpose of the consulting agreement; and they need to develop a mutual understanding with an authorised representative of the organisation. This understanding includes, at minimum, agreements about: the purpose of the consultancy; the general activities that will comprise the consulting work during a specified phase; the individuals or groups of people who will be involved and the relevant financial arrangements.
