| Consulting & Relationship Skills (Internal) |
1-2 day program |
Designed for consultants expert in their own professional area who want to enhance their skills in building relationships with clients and in delivering their consultancy services
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Create your own network within your organisation |
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Workshop specific consulting issues that you need to address |
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Learn the process of winning assignments - convert opportunities into engagements |
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Add more value to the client than simply being a subject expert |
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Find your work more fulfilling by moving above the contractor role |
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Position yourself as a potential strategic partner with increased influence |
Outcomes - in summary
a.
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Consult more effectively
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b.
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Relate to clients, building their engagement with the consultancy project
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c.
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Contribute to building the profile of the Internal Consulting Unit
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Consulting skills
1. |
Develop a consulting methodology that increases the likelihood of success in your consulting assignments |
2. |
Be aware of the four types of consulting approaches and: |
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- how the approach you use affects client expectations;
- the strengths and weaknesses of each approach
- when to use each one;
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3. |
Focus on how to establish the collaborative consulting model to build client and user/staff ownership of your initiatives and solutions |
4. |
Chart a path for progression from 'pair of hands' / contractor service provision to the status of 'trusted advisor' |
5. |
Clarify appropriate responses to many consulting pressure situations |
6. |
Workshop issues relevant to consulting within your organisation |
Relationship Skills
1. |
Develop relationships with your clients leading to increased utilisation of your services and acceptance of your contributions |
2. |
Make a greater contribution to your consulting firm or unit by identifying and following up additional consulting opportunities |
3. |
Learn the process of winning assignments - convert opportunities into leads and engagements |
4. |
Build your own network and use it to create business opportunities |
5. |
Internal consultants can become more influential in your organisation |
6. |
Receive templates for consulting tools and recommendations as to when and how to use them |
7. |
Receive an extensive manual for post workshop reference. |
Designed for consultants expert in their own professional area who want to enhance their skills in building relationships with clients and in delivering their consultancy services
CONSULTING SKILLS
Orientation and clarification
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Distinction between consulting, contracting and service provision |
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4 Modes of delivering consultancy services: contracting, expert, facilitating & collaborative - appropriateness and insights into how you are perceived |
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Client needs, client / consultant fears. specialisation & generalisation issues |
Consultancy Skills - 'How To Consult'
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The consulting process - 6 essential steps |
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Four principles for any consultancy: the politics, people, building ownership and support, risk management |
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Consulting competencies |
Consulting Tools -
A look at some of the key tools
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Needs analysis / Gap analysis / Questioning techniques |
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Project plans: a Project Mx approach |
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PIR - Post Implementation Reviews |
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Strategic planning, force field analysis, visioning |
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Facilitation skills, group process |
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Problem diagnosis |
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Creating solutions |
Consultancy Skills - Service delivery issues
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Identifying and managing resistance, leading vs collaborating, delivering bad news, client fears, handling difficult people, giving and receiving feedback |
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Contracting: being overlooked, being typecast, being ignored |
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Workshop issues relevant to consulting within your organisation |
RELATIONSHIPS SKILLS
Client Relationship Management 1 / Marketing your services
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Nature of services: intangibles, 3rd party endorsement |
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Client ladder; relationship marketing |
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Your offer, your services |
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Identifying your target market |
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Building your profile active and passive marketing strategies |
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Networking skills |
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Conversation techniques, working a room! |
Introduction to winning the engagement
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The business development processes |
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Researching the need |
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Preparation and customising the offer |
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Approaching the client |
Conducting the client meeting
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Conducting the client meeting |
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Gaining agreement |
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Taking the brief |
Client Relationship Management 2 / Building & sustaining influence
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Building your influence |
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Managing expectations and relationships |
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Maintaining the relationship |
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Your key client program - composition and Action Steps / Schedule |
Applied Relationship Skills
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Skills acquisition and consolidation through customised role plays |
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Workshop issues relevant to consulting within your organisation |
Contact Consultant Training Australia
For a discussion on your requirements, please contact Ian Benjamin at Consultant Training Australia.
Telephone: 03 9593 1678 (1800 266 266 outside Vic) or 0419 593 167
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