Internal Consulting Excellence: Course Contents | ALC Training News

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1. Clarifying the Consulting Role

  • Understanding the need for consulting services
  • Identifying barriers to consulting success
  • Exploring various consulting approaches and strategies
  • 5-Step Consulting Process
  • Guidelines for successful consulting engagements

2. Initiating and Managing Consulting Engagements

  • Qualifying client motivation and level of commitment
  • Clarifying business issues, potential solutions, and desired outcomes
  • Identifying and assessing risk(s)
  • Establishing and maintaining credibility
  • Managing stakeholder expectations
  • Determining strategy and approach
  • Identifying milestones and estimating workload, capabilities
  • Forming and leading teams
  • Writing a research proposal, terms of reference, and business case

3. Understanding and Influencing Client Thinking

  • Understanding differences in people’s personalities and styles
  • Identifying our own thinking and behavioural tendencies
  • Using physiology to expand our communication range
  • Narrowing perceived inter-personal gaps to create rapport
  • Questioning technique
  • Active listening
  • Body Language

4. Gathering Information

  • Understanding various methods and selection criteria
  • Designing surveys
  • Planning and conducting interviews
  • Facilitating workshops and focus groups
  • Document search and other support methods
  • Managing discussions and taking notes
  • Ethics and legal issues

5. Data Analysis

  • Quantitative versus qualitative methods
  • Quality issues – reliability, validity, generalisability, and triangulation
  • Discerning patterns in data and handling extremes
  • Looking for disconfirming evidence
  • Distilling findings: issues, causes, impacts, and solutions

6. Information Presentation

  • Representing raw data
  • Confidentiality
  • Report writing
  • Audience analysis
  • Presentation design, flow strategy, and framing

7. Engagement Close-Out

  • Cross-checking back to initial Brief and Proposal (promised deliverables)
  • Review of effort versus plan
  • Presentation delivery skills
  • Objection handling
  • Gaining commitment and moving to the next step

8. Generating Opportunities

  • Being proactive versus reactive
  • Identifying consulting opportunities
  • Reviewing the Services ‘sales’ process
  • Value propositions
  • Differentiation
  • Defending rate / charges
  • Relationship management
  • Phasing and generating re-buy

9. Continuing the Consulting Journey

  • Reviewing material covered and relevant reading
  • Future advanced skills programs and one-on-one coaching

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