Series 4 · Complete

The Engagement

Win it, scope it, deliver it.

9 meetings · 70 min of audio · 70+ phrases explained · Intermediate · Consulting

Every meeting includes expert notes, a study layer and practice mode.

The cast
Judithpartner
Owenengagement manager
Meeraconsultant
PhilipCOO
Stefanoprocurement
Javiercustomer operations
Joannaprogramme lead

The same people, meeting after meeting.

2
Scope and fee negotiation6.8 min

Scope & Fee Negotiation: Trade the Scope, Not the Price

Procurement wants ten per cent off. The engagement manager says no to a discount, and yes to a trade.
“We don't discount the same work.”
Owen · Judith · Philip · Stefano
3
Client workshop7.4 min

Client Workshop: Bring In the Quiet Voice

The first workshop with the client. The critic speaks first, and the quiet one knows the most.
“We disagree with ideas, not with people.”
Owen · Meera · Javier · Joanna
4
Internal review7.8 min

Internal Review: What Would Have to Be True?

Halfway through, the data says the first idea was wrong. The team tests it, drops it, and finds a better question.
“The cheapest centre per call isn't the cheapest centre per customer.”
Judith · Owen · Meera
5
Steering committee7.7 min

Steering Committee: Bad News Without Blame

Halfway through, the consultants bring a hard finding, a delay and a change request. The sponsor wants a decision, not an excuse.
“I can handle bad news. I don't like old bad news.”
Philip · Owen · Judith · Javier · Joanna
6
One-to-one7.9 min

One-to-One: Saying No Upward

The Monday after the steering committee. The engagement manager tells the partner the plan doesn't fit, and brings options, not complaints.
“A problem you hide doesn't disappear. Somebody pays for it.”
Owen · Judith
7
Pre-wire meeting8.0 min

Pre-Wire Call: Hear the Objection Before the Room Does

A few days before the decision, Owen shows the recommendation to the client's biggest sceptic, alone. He listens, takes the counter-proposal seriously, and changes the plan.
“I was wrong about Glasgow. I'm not wrong about Bristol.”
Owen · Javier
8
Steering committee8.3 min

Final Steering Committee: One Sentence, Then the Decision

One sentence, then the decision. The smaller first-year number is said out loud, the sceptic states his condition, and the sponsor says yes, with two conditions.
“A recommendation that nobody argued with, I wouldn't trust.”
Philip · Owen · Judith · Javier · Joanna · Meera
9
Debrief8.5 min

Engagement Debrief: What We'd Keep, What We'd Change

The Monday after the decision. What went well, what went wrong, and what each person will do differently, starting with the partner's own mistakes.
“It's what the client repeats when you're not in the room.”
Judith · Owen · Meera

That's the engagement.

Nine meetings, from the proposal to the debrief. That's all four storylines. Go back to any meeting and practise the lines you'd say yourself.

Complete