Consulting Fundamentals

The program is designed for Project Managers, Business Analysts, IT Professionals, Engineers, and other technical professionals who would like to improve the outcomes of their consulting engagements by: 

• Deepening their skills and competencies across the entire Consulting Life Cycle
• Using a set of proven tools to achieve better results in current and future engagements
• Using communication techniques to better understand client needs and preferences
• Aligning decision makers to gain buy-in and commitment
• Preparing project teams to ensure successful solution implementation

After completing this course, you will be able to:

• Use the five-step Consulting Engagement Life Cycle and associated key actions to successfully consult with your clients
• Articulate the value technical consulting brings to the client, to the consulting company and to the consultant
• Assess your behaviours against the competencies required for technical consulting and identify how to leverage your strengths and close any gaps
• Increase your technical credibility and value by adding consulting skills to your current skill set

INTRODUCTION

• Introduction to course
• Personal learning objectives
• The Consulting Life Cycle
• The definition and value of technical consulting
• The  Consulting Competency Model

UNIT 1:  ENGAGE THE CLIENT

• Establishing an initial relationship
• Making a preliminary assessment of needs
• The Strategic Questioning Process – better understanding client needs
• Active listening
• Recognizing and dealing with client resistance
• Confirming the scope of the engagement – getting client agreement

UNIT 2:  GATHER AND ANALYZE INFORMATION

• Collecting and organizing data
• Establishing a clear definition of desired outcomes
• Identifying success criteria
• Analyzing the data
• Selecting the best solution option
• Developing and testing an initial recommendation

UNIT 3:  PRESENT FINDINGS AND RECOMMENDATIONS

• Planning your recommendation message
• Structuring your communication to achieve your objectives
• Delivering a compelling presentation
• Recognizing and handling client concerns or objections

 UNIT 4: PLAN AND IMPLEMENT RECOMMENDATIONS

• Identifying and mitigating implementation risks
• Transitioning responsibilities to project teams
• Ensuring client satisfaction during implementation

UNIT 5: EVALUATE RESULTS AND EVOLVE ENGAGEMENT

• Ending a specific consulting engagement
• Evaluating the engagement and identifying lessons learned
• Celebrating successes
• Evolving the relationship

CONNECTION

•  Your personal action plan