business consultancy skills

Delegates will learn
  • How to identify the nature of a consultancy role
  • How to manage structures and techniques relating to the consultancy cycle
  • How to encourage a customer oriented approach
  • How to develop appropriate Interpersonal skills
  • How to have increased commercial awareness
  • How to use their communication skills effectively
  • How to gain commitment
Style

An intense 5-day course with a combination of exercises, case studies and lectures.

Target audience
  • Staff who require the attitude and core skills to be successful as a consultant
  • Staff with a business background & who are new to a consultancy environment.
  • Existing consultants requiring a more structured approach.
Topics

SETTING THE SCENE

  • Clarifying the consulting environment
  • Selling the need for consultants

ROLE OF THE CONSULTANT

  • Activities carried out by consultants
  • Experience required to be an effective consultant
  • Essential skills and personal attributes
  • The consultants toolkit
  • Personal assessment (preliminary)

THE CONSULTANCY LIFECYCLE

  • Why the lifecycle is needed
  • Phases of the lifecycle
  • Identifying the true client
  • Establishing the Statement of Work

BUILDING AND MANAGING RELATIONSHIPS

  • Components of a business relationship
  • Establishing the relationship
  • Recognising success
  • Managing ongoing relationships

ASSERTIVE INFLUENCING

  • Passive, aggressive and assertive behaviours
  • A model for assertive influencing

NEGOTIATING SKILLS

  • When consultants negotiate
  • The 4-stages of negotiating

SITUATION ANALYSIS

  • Effective Listening
  • Using Ishikawa diagrams
  • Separating wants from needs
  • Gaining interim support

CREATIVE THINKING

  • Overview of creative thinking
  • Visioning workshops
  • Deciding the way forwards

COMMERCIAL AWARENESS

  • Components of a business case
  • Types of benefit
  • Estimating tangible benefits
  • Types of cost
  • Estimating costs
  • Cost benefit analysis

COMMUNICATION SKILLS FOR BUSINESS CONSULTANTS

  • Proposal writing
  • Presenting the proposal
  • Gaining support from the client

SUMMARY & CONCLUSION

  • Key learning points
  • Personal assessment (final)
  • Action planning