Consulting and Relationship Skills - Consulting Firms and Units
Two day workshop |
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This workshop is the Consulting Skills workshop with a second day for external consultants to focus on
(a) building relationships during the consultancy, and
(b) building their own networks, and
(c) getting clients to do things - such as arranging well attended meetings, extending the scope and, engaging us!
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Create your own business network |
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Find consulting opportunities |
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Learn the process of winning assignments - convert opportunities into leads and engagements |
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Workshop specific consulting issues that you need to address |
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Position yourself as a potential strategic partner with increased influence |
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Workshop issues relevant to your consulting |
Program Outcomes Summary
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 referring or 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. |
Receive templates for consulting tools and recommendations as to when and how to use them |
6. |
Know what to do in tricky situations - scope creep, delays, overruns, and others |
7. |
Receive an extensive manual for post workshop reference. |
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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How consultants add value |
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Key relationships: who are your real clients? |
Consultancy Skills - 'How To Consult'
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The consulting process - 6 essential steps |
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Four principles for collaborative consulting: managing politics, people and risk while building ownership and support |
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Consulting competencies |
Consulting Tools - A look at some of the key tools
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Front end diagnostic tools: Needs analysis / Gap analysis / Questioning techniques / Affinity charts / others |
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Problem diagnosis - 5 Whys, KISS (Keep, Increase, Stop, Start), others |
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Project plans: a Project Management approach |
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Stakeholder mapping and management |
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Prioritisation techniques |
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Strategic planning, force field analysis, visioning |
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Facilitation skills, group process |
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Change Management methods |
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Solution creation |
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PIR - Post Implementation Reviews: |
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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Workshopping issues particular to your consulting context |
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 your consulting |
The Next Step |
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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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