Key Aspects:

The traditional understanding of consultancy sees “contracting” as one step in the consultancy process which ends with a signature. The Change-Facilitator understands that contracting includes the whole process of creating, maintaining and changing the professional relationship between facilitator and client. In this light contracting starts with the first contact and ends only with the facilitation process. CONTRACTING turns out to be “The full assignment management process”, combining project and relationship management.

Related Skills:

·                  Have an ear for the (changing) client’s needs, budgeting, conflict management, analysis of documentation, intercultural communication, differentiation of roles (customer/process owner/client/key actors, etc.), dealing with role complexity, proposal writing, structure of contracts, differentiate and facilitate the formal and the informal contracting (informal shifting of contracts, formal re-definition of contracts, intermediate and final contracts).

·                  Contract context analysis

·                  Contract structure, examples of real contracts

·                  Frame contract, intervention contracts and TORs

·                  (Self-) monitoring of contract development

·                  Sales and negotiation strategies