Consulting & Relationship Skills (external)
Workshop Details |
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Designed for consultants expert in their own professional area who want to enhance their skills in building relationships with clients and in delivering their consulting services
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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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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 |
Program Outcomes Summary
a. |
Consult more effectively |
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Relate to their clients and build client engagement |
c. |
Contribute to winning engagements and building the profile of the firm |
Consulting skills
1. |
Develop a consulting methodology that increases the likelihood of success in your consulting assignments |
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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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Focus on how to establish the collaborative consulting model to build client and user/staff ownership of your initiatives and solutions |
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Chart a path for progression from 'pair of hands' / contractor service provision to the status of 'trusted advisor' |
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Clarify appropriate responses to many consulting pressure situations |
Relationship Skills
1. |
Develop relationships with your clients leading to increased utilisation of your services and acceptance of your contributions |
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Make a greater contribution to your consulting firm or unit by identifying and following up additional consulting opportunities |
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Learn the process of winning assignments - convert opportunities into leads and engagements |
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Build your own network and use it to create business opportunities |
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Internal consultants can become more influential in your organisation |
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Receive templates for consulting tools and recommendations as to when and how to use them |
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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 |
Consulting 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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Solution creation |
Consulting 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 |
RELATIONSHIPS SKILLS
Client Relationship Management 1 / Marketing your services
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Nature of services: intangibles, 3 rd 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 and winning processes |
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Researching the need |
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Preparation and customising the offer |
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Approaching the client |
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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
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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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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 or 0419 593 167
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