Description

Description

This intensive course provides a solid introduction to the skills and techniques consultants need to deliver real value to clients. It explores the key steps that consultants should follow in order to appraise situations, prior to making effective diagnosis for their clients. It then follows the diagnosis through delivery and the close stages of an engagement / project.

Training Objectives

• Build effective consultancy skills by examining various techniques and tools for client consultation
• Conduct a self appraisal of key skill gaps and focus in order to develop a learning plan
• Evaluate the personal skills required for a consultant to build rapport and credibility – striving for a positive working relationship
• Learn the importance and techniques to question and listen effectively
• Address challenging behaviours and client resistance when it occurs
• How to set and manage client expectations

Course Outline

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