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Consulting Skills - Consulting Firms and Units


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.

Develop your team's own consulting methodology to complement your professional expertise.  This means the job will be done properly. Consulting Guru Peter Block defines the 'Successful Consultant' as the one whose work is accepted and used by the client. So a successful project is more than on budget, on time and meets specifications. It's one that is used and works!  Consulting methodology will give you that process.

Consult so that you build client ownership of the project  - improving success rate
Increase your team's influence with clients and other stakeholders 
Add more value to the client than simply being a subject matter expert (Professional/Technical)
Find your work more fulfilling and profitable by moving above the contractor role

Program Outcomes Summary

Consult more effectively using a tested process - so that the deliverable is accepted by the whole client team.
Learn new consulting tools and how and when to use them
Build client engagement and manage resistance - both client and user (client staff)
Chart a path for progression from 'pair of hands' / contractor service provision to the status of 'trusted advisor'
Demonstrate that you are a team of 'Consultants' in addition to the obvious technical / professional expert reputation

Target Group


Consultants in Consulting Firms and Consulting Units who have external clients (clients who work for other organisations).

Program Content


Orientation and clarification

Distinction between consulting, contracting and service provision
4 Modes of delivering consulting services: contracting, expert, facilitating &  collaborative - appropriateness and insights into how you are perceived
How consultants add value
Key relationships: who are your real clients?

Consulting Skills - 'How To Consult'

The consulting process - 6 essential steps
Four principles for collaborative consulting:  managing politics, people and risk while building ownership and support
Consulting competencies

Consulting Tools - A look at some of the key tools

Front end diagnostic tools:  Needs analysis / Gap analysis / Questioning techniques / Affinity charts / others
Problem diagnosis  - 5 Whys, KISS (Keep, Increase, Stop, Start), others
Project plans: a Project Management approach
Stakeholder mapping and management
Prioritisation techniques
Strategic planning, force field analysis, visioning
Facilitation skills, group process
Change Management methods
Solution creation
PIR - Post Implementation Reviews:

Consulting Skills - Service delivery issues

Identifying and managing resistance, leading vs collaborating, delivering bad news, client fears, handling difficult people, giving and receiving feedback
Contracting: being overlooked, being typecast, being ignored
Workshopping issues particular to your consulting context

The Next Step


For a discussion on your requirements, please contact Ian Benjamin at Consultant Training Australia.
Telephone: 03 9593 1678 or 0419 593 167

National 03 9593 1678  Mobile 0419 593 167 International +61 3 9593 1678 info@consultanttraining.com.au
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