Consulting Skills - Consulting Firms and Units |
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Designed for teams of (external) consultants expert in their own professional area so that they can be consistent in the way they deliver their consultancy services.
External consultants are those whose clients are in other organisations. Internal consultants are those whose customers/clients work for the same organisation as the consultants.
Program Outcomes Summary
a. |
Consult more effectively using a tested process - so that the deliverable is accepted by the whole client team. |
b. |
Learn new consulting tools and how and when to use them |
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Build client engagement and manage resistance - both client and user (client staff) |
d. |
Chart a path for progression from 'pair of hands' / contractor service provision to the status of 'trusted advisor' |
e. |
Demonstrate that you are a team of 'Consultants' in addition to the obvious technical / professional expert reputation |
Consultants in Consulting Firms and Consulting Units who have external clients (clients who work for other organisations).
Orientation and clarification
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Distinction between consulting, contracting and service provision |
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4 Modes of delivering consulting 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? |
Consulting 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: |
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 |
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Workshopping issues particular to your consulting context |
The Next Step |
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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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