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Document
Professional Consulting Skills Overview 2016
Document
Francais
Document
Why?

Powerful Professional Consulting/Business Partnering Skills Workshop 

This Canadian-designed workshop is the International leading source of consulting - business partnering skills for professionals.  Over 15,000 participants from around the world have already received the benefits from attending this unique session.

Many professionals have vast educational experience in their chosen profession, however almost none of them have been taught how to be a ‘professional consultant’. 

Those professionals who have attended this workshop report substantial growth in their effectiveness  and the value of their contribution to organizational results.

Specialists inside organizations face
tough challenges. With little formal authority or training on how to be a ‘consultant’, they are expected to use their expertise to meet the business needs of the organization and to constructively influence decision-makers. . .  all of this within complex organizational systems with multiple stakeholders.  In this environment, successful professionals choose partnering as the best way to approach their client relationships.  And they base their practice on a proven reliable, disciplined consulting process framework. 

This is the foundation of the Powerful Professionals Workshop.

This workshop is of critical importance to professionals whose role is to deliver their advice/expertise - including IT professionals, systems analysts, engineers, financial professionals, human resource advisors, public affairs advisors,

Objectives:
Using participative presentations, group discussions, practice sessions the participant will learn how to:
  • Achieve an understanding of the role of a consultant and business partner
  • Use a five step process for delivering expertise
  • Develop interpersonal techniques & communications
  • Clarify expectations and roles between yourself, managers and clients/customers
  • Ask effective questions/gather data to get at the underlying need
  • Sort out complex situations quickly
  • Say “NO” with options
  • Sell recommendations and deal with resistance
  • Gain commitment from clients to action
  • Effectively wrap up a project
  • Develop personal action plan to improve the your consulting performance

Document
Outcomes
Typical 2 Day Workshop Agenda(customizable)
with the Powerful Feedback Client Service Survey
 
Day One  
Day Two
 
8:00  Opening
          • setting expectations for the day
          • explore the changing role of the professional consultant
          • overview of the expertise delivery model
          • overcoming obstacles, issues & concerns
 
8:30   A Stimulating Simulation
          • thought-provoking exercise
          • impact of consulting process
 
9:30   The Expertise Delivery Process
          • overview of the five stage Expertise Delivery model
 
10:00  Step One: Exploring the Need
          • the dynamics of a first meeting with a client
          • how to get at the underlying need
          • exploring the need practice session
 

12:00 Lunch

 
 
8:00 Powerful Feedback Action Planning
            • perspective management
            • why and how to plan
            • personal action planning
            • group action planning
 
9:45 Being Strategic as a Professional
            • how to look at your role strategically
            • getting leverage on your expertise
            • how to say no to low value work
 
11:00 Step 4: Recommending Change
            • the ‘Grand Canyon’ skill gap
            • a professional selling model
            • presenting features and benefits
            • dealing with client reservations/resistance/conflict
 
 
12:00 Lunch
 
1:00 Step Two: Clarifying Expectations & Commitments
          • why clarify expectations?
          • what and how to clarify
          • on-job simulation
 
2:45 Step Three: Gathering Information
          • importance of the skill of sorting out complex situations
          • simulation
          • questioning skills strategies
 
4:15 Client/Customer Service Feedback Report
          • why feedback?
          • overview of Powerful Feedback Report
          • personal time with the Report
 
4:45 Day One Wrap-Up
          • look ahead to Profile action planning
          • evening assignment
 
1:00  Skill Building Practice Sessions
            • on-job simulations
            • coaching
 
3:00 Selected Options:
            • leading change / seeing change as opportunity
            • mapping complex stakeholder systems
            • career growth as a professional
 
4:00 Step 5: Taking Stock/Closing
            • Importance of this step,
            • closing this workshop
 
4:45 Application/Integration Session                                                              
            • personal applications
            • group follow-through applications
 
 
Pre Workshop Learner Preparation
Ø    Web-based Powerful Feedback customer/client service survey (www.Powerfulfeedback.com) is started about five weeks before workshop. Each participant completes own assessment, then requests clients and others to complete theirs. (Confidentiality assured.)
Ø    Pre-reading from Powerful Professionals.
Ø    Meeting with supervisor about the workshop, expectations and outcomes.
 
Follow-through
Ø    Discussion with supervisor or manager and additional improvement application planning.
Ø    Access to the book Powerful Professionals—a desktop reference full of practical models and checklists.
Ø    Access to the Internet Desktop Workshop with dozens of continuous learning and application tools all hypertext linked together for ease of access. Consulting help—just in the click of time!
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