This workshop explores the fundamental nature of consulting. Participants will learn the three fundamental skill sets of consulting, specifically: - Alignment: establishing the customer/consultant relationship - Discovery: gathering data to support appropriate recommendations - Implementation: putting recommendations into action They will have the chance to practice consulting skills in a safe workshop environment and receive detailed, specific feedback on their performance. Upon completion of the workshop participants will be able to enter into, manage, and conclude consulting projects of all degrees of complexity.
Course Overview
Course Outcomes
Gain a basic understanding of what it means to be a consultant and what skills are necessary for success
Learn how to deepen the relationship with clients using a proven consulting model
Enhance communications and other inter-personal skills, including:
- Listening
- Skillful discussion
- Effective presentations
- Negotiations
- Conflict management
- Understanding change models
Business Need
The nature of the marketplace has fundamentally changed many customer relationships. Organizations ready to move beyond seeing themselves purely as a provider of goods and services and more as a long-term partner with customers will have a marked advantage over their competitors by significantly deepening the customer relationship. While many organizations have grasped this new dynamic, they may lack the skills and tools to effectively serve as consultants.
Course Topics
Consultant Model and Skill Set
- Alignment
- Discovery
- Implementation
- Listening
- Skillful discussion
- Effective presentations
- Dealing with resistance
Negotiation
- Learn how to address people’s issues first before seeking solution
- Help customers identify interests rather than positions
- Invent options for mutual satisfaction
- Evaluate decisions using objective criteria
Increase Awareness to Improve Effectiveness
- Use mental models to manage our natural inclination to make assumptions and draw conclusions
- Balance advocacy with inquiry to generate quality discussion
Conflict Management
- Look and feel of confidence
- Communicate persuasively
- Establish accountability and credibility with clients
- Role play client scenarios
Change Models
- Application to client needs
Presentation Skills
- Use mental models to manage our natural inclination to make assumptions and draw conclusions
- Balance advocacy with inquiry to generate quality discussion
Course Schedule
Typical Course Duration
Virtual: 12 hours
In-person: 24 hours
Our typical syllabus for this course is three-days in length, but we offer a condensed one-day version of this course if a shorter learning experience fits better in your schedule.
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Delivery Methods
Number of participants
- in-person: 30
- virtual: 30
Course Details
Course Level:
- Mid Level Leader
Learning Methods:
- Case Study
- Discussion
- Lecture
- Personal Reflection
Equipment:
- easel/markers
- LCD projector and screen