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 effectivenessand 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
Typical 2 Day Workshop Agenda(customizable) with the Powerful Feedback Client Service Survey
8:00Opening • setting expectations for the day • explore the changing role of the professional consultant • overview of the expertise delivery model • overcoming obstacles, issues & concerns 8:30A Stimulating Simulation • thought-provoking exercise • impact of consulting process 9:30The 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
8:00 Powerful FeedbackAction 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 withthe 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 ØWeb-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.) ØPre-reading from Powerful Professionals. ØMeeting with supervisor about the workshop, expectations and outcomes.
Follow-through ØDiscussion with supervisor or manager and additional improvement application planning. ØAccess to the book Powerful Professionals—a desktop reference full of practical models and checklists. ØAccess 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! rev 3.2
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