When you meet Porus, he will explore jointly with you and agree on three things:
1) what objective/s you should aim to achieve at the end of the assignment, what should constitute significant improvement over the current performance level or current status
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2) how we will measure progress towards achievement of the objective/s, so that you know when you have achieved the objective/s - these can be quantitative or qualitative or both, but are indicative of progress towards the jointly agreed objectives
3) what is the value to you/your organisation if the objective/s is/are achieved - this value can be quantitative or qualitative or both.
Porus recommends that the ultimate decision-maker (ie. the one who will sign the cheque for the engagement, and does not need anyone else's approval to go ahead with the engagement) meets him for the above discussion, so as to minimize time on administrative back and forth.
It has been repeatedly proven from experience that the best and swiftest results accrue to clients: (i) when Objectives, Measures and Value (whatever name you call them by) are agreed upfront, and
(ii) when Porus meets the ultimate decision-maker for the above discussion
because the clarity and authority this provides, turbocharges both sides to accomplish the joint mission.
Once you (the ultimate decision-maker) reach agreement with Porus on Objectives, Measures and Value, whether in the first meeting or after subsequent meetings, Porus guarantees that the engagement Proposal will be emailed to you within the next 2 working days !
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Porus charges (and quotes) his fees on the basis of ROI, the value of the assignment to your organisation. He does NOT CHARGE you based on an hourly rate, and therefore does NOT QUOTE on that basis, because that needlessly creates a conflict of interest situation, and complicates the consultant-client relationship. Wouldn't it be better for both sides if something that was budgeted to take 2 weeks, was finished off in a week if possible, giving you the results you needed, instead of the consultant trying to inflate his bill by spending time on needless tasks, and the client wondering whether all the time spent was genuinely required.
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