After reviewing the responses to your potential client questionnaire, meeting either in person, virtually, or by phone, and putting the finishing touches on your contract, you’ve landed a new client.

This is part of the on-boarding process, where you’re brought on as a consultant or contract worker for a new project. And since I do most of my consulting around program design and evaluation work, I’m going to speak within the context of working with a new client who has hired you to either develop a program theory model or to design an evaluation specific to an existing program.

To start, most evaluation projects tend to last for an agreed upon length of time. If you’re hired as an external evaluator, and you’ve never worked with this client before, you’re already at an advantage.  An evaluator works with program directors and executive directors to “tell the story”  of their program through identifying potential outcomes for the program activities, creating a data collection process that aligns most with the program and what questions the organization is expecting to answer, and analyzing the results. As an external evaluator, you’re the ideal person because 1) you’re the expert, 2) they may not have the staff capacity to do what you’re about to do, and 3) you don’t come with “baggage” (i.e. you’re not intimately involved with the goings-on of the program, thus being more objective and impartial.)

Despite this, being an external evaluation can also work against you if you don’t make good use of your first days with a new client.

Before you start discussing qualitative versus quantitive data collection or what to highlight in an executive summary, you need to understand what’s going on with the program you’re evaluating and the environment you’re going into. It’s like your first day on the job as a full-time employee. The more you know, the more ahead of the game you’ll be. (more…)

Note June 2019: I’ve updated my client questionnaire. Take a peek here.

Starting off on the right footing with a potential client is important. I do this is by using potential client questionnaires: one for potential clients that are interested in my program evaluation consulting services and one for people who want to invite me to be a speaker for their event. Today, I’m going to focus on the questionnaire I’ve developed for individuals who are interested in my program evaluation consulting services.

A client questionnaire helps you get a snapshot of where your potential client currently is, what problem they’re hoping you can solve, and how they see themselves using the final product in the future. A client questionnaire also helps you to gain clarity on what the client needs, so as to avoid repeatedly going back to the client throughout the project to for more information.

I use a client questionnaire as a preliminary way of connecting with the client. Some people are good at responding to a request, getting on the phone, and taking it from there. I like to at least know a little about the organization/agency, their experience with working with external evaluators, and what programs or services they want me to assist with before I have contact with them.

I also use the client questionnaire as part of my client connecting phase before I start a project:

• Client questionnaire
• Phone conversation
• Face to face meeting (this can be done in person if the client in located near you, or over Skype, Google Hangout, and the like)
• If all goes well, review and sign contract
• Get to work

If you don’t have a client questionnaire, I highly recommend you create one. You don’t need any elaborate software. Mine was created using Google Docs. If you don’t know what questions to ask, here are the questions from my questionnaire. Feel free to use the questions that work best for you, and update it after every couple of clients to address any recurring issues you’re having:

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