Technical professionals, project managers, and project supervisors will be more effective in supporting the needs of the client and their organization if they act as both technical experts and consultants. They will focus on client communications and business problem-solving skills that will lead to more productive client relationships and solutions.
The Consultative Process introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultant and helps them generate greater alignment and commitment with the organization’s clients by using a win/win problem-solving approach.
The Consultative Process examines a business relationship from the client's viewpoint and addresses the four NOs that restrain the client from willingly engaging in the recommended solution, service, or product. The four NOs include: No Trust, No Need, No Help, No Satisfaction.
Knowing how to effectively address each of the four NOs means the difference between a successful relationship and an ineffective interaction.
The Consultative Process is a three-day program comprised of five units. The first unit, the Counsellor Approach, introduces the problem-solving mindset and presents an overview of the consulting process. Each subsequent unit covers the concepts and skills of each phase of the consulting process.
The Counsellor Approach
The Consultative Process focuses on skills and tools that are for both internal and external consultants. Technical experts (e.g., accounting, information services, human resources, business strategy, and other professional personnel) require consulting skills as they interact with clients on complex engagements.
Consultative skills are also a core competency for employees who function as internal consultants. These include project managers and information services, finance, engineering, human resources, and management professionals. These and other technical experts and professionals are making a shift from a corporate control role to a business consulting role. This program helps them approach their new role in a way that adds value for the enterprise and the client.
Session Length - 3 days
Participant Materials - Participant guide