Expand - setting expectations

Overview

8 units

The Expand phase is where you widen the playing field and lay expectations on the table: number of candidates, timeline, seniority level, salary range, who decides and when. Done well, it prevents 90% of the objections that would otherwise need WRIOC handling later.

For

Intermediate

Consultants who feel deals slipping between Probe and Close, or who get surprised too often by 'we expected something different'.

Outcome

By the end

A call summary where every expectation is explicitly and mutually confirmed.