Aimed at managers from various parts of the business who would benefit from a more focused ‘consulting’ approach for their engagements.
It will provide delegates with the confidence and persuasiveness needed to successfully present their proposals and recommendations.
In-Person
Online
Objectives and Introductions
Setting the Scene – What is a Consultant?
• What is a consultant, and what is their role?
• Consulting skills checklist
• The Trusted Advisor Model
• The elements of Trust
Exploring and Understanding our Client’s Needs
• Observe and Inquire
• Pitfalls in the early stages
• Exploring client needs / concerns and the barriers they present
• Good planning for the Inquiry stage
Understanding the Consulting Environment
• Knowing the industry and product lifecycles
• Typical issues that clients face at each stage
• Mapping your client’s position for their lifecycle
• The Sigmoid curve – impact on change
• Understanding the environment we operate in
The Consulting Cycle
• Gaining entry; initial contact; starting the consultation; establishing a
working relationship. Using B.O.S.C.A.R.D.
• Contracting; understanding needs and setting work expectations,
including areas for conflict discussion
• Collecting data; validation and feedback loops
• Making sense of the data; presentation options to focus the client and
team on the problem
• Decision making (re. project initiation and planning)
• Implementation; aligning commitment and resources; highlighting risks
and options approval; validating the client buy-in to project
• Closure and disengagement; arranging confirmation of closure and
follow-up actions; lessons learnt
Building and Maintaining Effective Consulting Relationships
• Simply communication – and the issues
• The five communication skills
• The four goals of our communication
• Barriers to effective communication
• Planning to address conflict and differing opinions
Developing the Future Relationship
• Giving feedback to the client during and post project completion
• Celebrating success and engaging the project team and sponsors
• Outlining future liaison / update / review points
Personal Action Planning
• Consulting Skills Checklist
• Review of key learnings from the day
• Refection on personal areas for development – action plan
• Discussion by group on next steps
