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Consulting & Relationship Skills (external)
1-2 day program

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

Create your own business network
Find consulting opportunities
Learn the process of winning assignments - convert opportunities into leads and engagements
Add more value to the client than simply being a subject expert
Find your work more fulfilling by moving above the contractor role

Program Outcomes Summary

a.
Consult more effectively
b.
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
2.
Be aware of the four types of consulting approaches and:
  • how the approach you use affects client expectations;
  • the strengths and weaknesses of each approach
  • when to use each one;
3.
Focus on how to establish the collaborative consulting model to build client and user/staff ownership of your initiatives and solutions
4.
Chart a path for progression from 'pair of hands' / contractor service provision to the status of 'trusted advisor'
5.
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
2.
Make a greater contribution to your consulting firm or unit by identifying and 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.
Internal consultants can become more influential in your organisation
6.
Receive templates for consulting tools and recommendations as to when and how to use them
7.
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

Distinction between consulting, contracting and service provision
4 Modes of delivering consultancy services: contracting, expert, facilitating &  collaborative - appropriateness and insights into how you are perceived
Client needs, client / consultant fears. specialisation & generalisation issues

Consultancy Skills - 'How To Consult'

The consulting process - 6 essential steps
Four principles for any consultancy:  the politics, people, building ownership and support, risk management
Consulting competencies

Consulting Tools - A look at some of the key tools

Needs analysis / Gap analysis / Questioning techniques
Project plans:  a Project Mx approach
PIR - Post Implementation Reviews
Strategic planning, force field analysis, visioning
Facilitation skills, group process
Solution creation

Consultancy 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

RELATIONSHIPS SKILLS

Client Relationship Management 1 / Marketing your services

Nature of services:  intangibles, 3 rd party endorsement
Client ladder; relationship marketing
Your offer, your services
Identifying your target market
Building your profile active and passive marketing strategies
Networking skills
Conversation techniques, working a room!

Introduction to winning the engagement!

The business development and winning processes
Researching the need
Preparation and customising the offer
Approaching the client
Conducting the client meeting
Gaining agreement
Taking the brief

Client Relationship Management 2

Building your influence
Managing expectations and relationships
Maintaining the relationship
Your key client program - composition and Action Steps / Schedule

Applied Relationship Skills

Skills acquisition and consolidation through customised role plays
       
 

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

 

 

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