Consulting Fundamentals [CF100E]

OVERVIEW

Consulting is about more than just demonstrating your expertise. You need to be able to build a relationship so your advice is valued and accepted. This training course centers on the ‘consulting lifecycle': a model that helps you to analyze, advise and implement.

OBJECTIVES

 

After completing this course, you will be able to:

• Use the five-step Consulting Engagement Life Cycle and associated key actions to successfully consult with your clients
• Articulate the value technical consulting brings to the client, to the consulting company and to the consultant
• Assess your behaviours against the competencies required for technical consulting and identify how to leverage your strengths and close any gaps
• Increase your technical credibility and value by adding consulting skills to your current skill set

AUDIENCE

 

The program is designed for Project Managers, Business Analysts, IT Professionals, Engineers, and other technical professionals who would like to improve the outcomes of their consulting engagements by: 

• Deepening their skills and competencies across the entire Consulting Life Cycle
• Using a set of proven tools to achieve better results in current and future engagements
• Using communication techniques to better understand client needs and preferences
• Aligning decision makers to gain buy-in and commitment
• Preparing project teams to ensure successful solution implementation

CONTENT

 

INTRODUCTION

• Introduction to course
• Personal learning objectives
• The Consulting Life Cycle
• The definition and value of technical consulting
• The  Consulting Competency Model

 

UNIT 1:  ENGAGE THE CLIENT

• Establishing an initial relationship
• Making a preliminary assessment of needs
• The Strategic Questioning Process – better understanding client needs
• Active listening
• Recognizing and dealing with client resistance
• Confirming the scope of the engagement – getting client agreement

 

UNIT 2:  GATHER AND ANALYZE INFORMATION

• Collecting and organizing data
• Establishing a clear definition of desired outcomes
• Identifying success criteria
• Analyzing the data
• Selecting the best solution option
• Developing and testing an initial recommendation

 

UNIT 3:  PRESENT FINDINGS AND RECOMMENDATIONS

• Planning your recommendation message
• Structuring your communication to achieve your objectives
• Delivering a compelling presentation
• Recognizing and handling client concerns or objections

 

 UNIT 4: PLAN AND IMPLEMENT RECOMMENDATIONS

• Identifying and mitigating implementation risks
• Transitioning responsibilities to project teams
• Ensuring client satisfaction during implementation

 

UNIT 5: EVALUATE RESULTS AND EVOLVE ENGAGEMENT

• Ending a specific consulting engagement
• Evaluating the engagement and identifying lessons learned
• Celebrating successes
• Evolving the relationship

 

CONNECTION

•  Your personal action plan