Peter Block wrote this classic book for everone in the consulting/freelance business.

A quick look at the highlights from the book:

Overview of Consulting Process

Phase 1. Entry and Contracting
Matching Wants and Offers

Phase 2. Data Collection and Diagnosis
Symptom or underlying problem

Phase 3. Feedback and Decision to Act
the report and presentation

Phase 4. Implementation
the main events

Phase 5. Extension, Recycle, or Termination

Approach’s Assumptions
- Problem Solving Requires Valid Data

- Effective Decision Making Requires Free and Open Choice

- Effective Implementation Requires Internal Commitment

Approach’s Goals
1. Establish a Collaborative Relationship
2. Solve Problems So they Stay Solved
3. Ensure Attention is Given to:
o Technical Factors
o Business Problems
o Interpersonal Relationships
Developing Client Commitment

The Faces of Resistance
- Give me more detail
- Flooding you with detail
- Delays
- Impracticality
- Confusion
- Intellectualizing
- Moralizing
- Attach
- Silence

Negotiating your Contract
- Key Concepts
o Mutual Consent
o Valid Consideration
- Some Rules
o You can say NO
o You can contract for behavior, but not for feelings
o The contract must be 50/50
o You can’t contract with someone who is not in the room

SCOPE
Analysis Boundaries
Project Objectives
Your/Client Roles
Information Needs
Expected Products
Support Required
Involvement Required
Schedule Requirements
Confidentiality
Success Criteria

Data Collection and Diagnosis
- Keep simplifying, narrowing, reducing the study focusing on the next actions required of the client
- Use Business Language
- Maintain relationship(s) with the Client(s)
- Is the Client the Problem?

STEPS
Clarify Presenting Problem, Inquiry Dimensions and Who will be involved.
Proceed?
Plan data collection.
Collect data/opinions.
Isolate key information.
Determine Real Problem(s).
Data Summary (Findings).
Data Analysis (Conclusions)

Feedback and Decision to Act
- Manage the meeting
- If you present a clear and simple picture of why the underlying problem exists, the client will have as many ideas for recommendations as you have.

CONTENT
Restate contract
Present Agenda
Present Facts
Present Diagnosis
Present Recommendations
Get decision to proceed
Schedule next step
Give Support

Ending the Project
- Give feedback on how the client managed the project
- Get feedback from the client on how you managed the project
- Discuss future support/wants
- Celebrate

[From the Great Books Series. Also see The Success Manual - Encyclopedia of Advice, which contains summaries of 100+ Most useful books.]