There is likely no more important Change Agent activity than getting Sponsors to provide the visible commitment you need for transformational change success. We use the term "contracting" to describe these meetings because the most effective meetings involve an exchange of needs and offers. 
By this we mean that the Change Agent needs specific actions from the Sponsor, and in return, will offer specific assistance that will make the Sponsor's job easier, faster, and/or more effective. The Change Agent is always trying to get what he/she needs from the Sponsor, but should never put the Sponsor in the position of risking reputation and/or time. And the Sponsor can also make offers in exchange for having needs met.
For example, our change management consultants may offer to provide assistance to a Sponsor in preparing for an important transformational change project meeting. In exchange, we may ask the Sponsor to provide positive and negative consequences to that leader's direct reports.
In most cases, these contracting sessions don't actually include an actual written contract-- although that can be very effective in certain situations and in certain organizational cultures. And in most cases the "contract" isn't actually signed.
What is always true, though, is that these meetings require advance thought and preparation. As an aid in the planning process, our change management consultants recommend building the meeting agenda around the three actions we need from every Sponsor: to Express, Model, and Reinforce their personal commitment to the project.
Here are some questions to ask in preparing for the next meeting with your Sponsor on your transformational change.
Sponsor Actions to Express Commitment to the Transformation
If you are a Change Agent getting ready to ask your Sponsor for what you need in terms of communication, here are some questions to think about: 
1. What should be communicated, and to whom?
2. What do you need the Sponsor to tell his or her direct reports?
3. What items on the communication plan are imminent and require immediate action?
Sponsor Actions to Model Commitment to the Transformation
Remember that what the Sponsor models has twice as much impact as what he or she says. So as a Change Agent, you should spend time thinking about what you want your Sponsor to model. These questions can help trigger your thinking:
1. What do you want the Sponsor to model?
2. What decisions do you need him/her to make, and by when?
3. What meetings do you need him/her to attend?
Sponsor Actions to Reinforce Commitment to the Transformation
By far, the most impactful actions you will need from your Sponsor are in the reinforcement that Sponsor provides to his/her direct reports. Change Agents should ask Sponsors for specific actions that will provide meaningful rewards and consequences. These questions can help to plan the needs and offers you should build into your Sponsor discussion:
1. What do you want the Sponsor to reinforce? How, and with whom?
2. How should the Sponsor recognize and reward efforts?
3. What can and can't be tolerated?
4. What involvement do you need from the Sponsor in monitoring progress?
5. What are some ways that you can suggest to the Sponsor to celebrate success?
Sponsor reinforcement is absolutely critical to the transformation. What's often misunderstood is that the reinforcement is not an "expression of support" for the transformation. When you are planning your Sponsor meeting, you are contracting for visible action, not intangible support!
As you can imagine, this level of planning requires that Change Agents really have an open, authentic relationship with the Sponsor. Without this kind of trust and credibility, the Sponsor meeting won't get get you what you need, and your Sponsor won't get what he or she needs from you either!
