ORDER Model: Framework for Client Engagement Strategy PPT

This PPT slide, part of the 53-slide Selling Consulting Services Effectively PowerPoint presentation, outlines the ORDER model, a framework designed to enhance business development and client relationship strategies. It is structured into 2 main sections: Inquiry and Advocacy.

In the Inquiry phase, 3 key components are identified: Opportunity, Resources, and Decision Process. These elements guide the initial assessment of potential client engagements. Understanding the Opportunity involves identifying the client's needs and how they align with the services offered. Resources refer to the assets and capabilities available to address those needs. The Decision Process outlines the steps the client takes in evaluating options, which is crucial for tailoring the approach.

The model introduces a decision point labeled "Proceed?" This is a critical juncture where the consultant must determine whether to move forward with the client. If the answer is yes, the process transitions into the Advocacy phase. Here, 2 additional components are highlighted: Exact Solution and Relationship. The Exact Solution focuses on delivering a tailored offering that meets the identified needs, while the Relationship emphasizes the importance of building trust and rapport with the client.

The slide also includes a directive to "Offer Gracefully to Exit" if the decision is no. This suggests a respectful approach to disengagement, which can preserve future opportunities and maintain a positive reputation.

Overall, the ORDER model provides a structured methodology for consultants to effectively navigate client interactions, ensuring that both the needs of the client and the capabilities of the consulting firm are aligned. This approach not only enhances the likelihood of successful engagements, but also fosters long-term client relationships.

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