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Developing Client Relationships for Consultants (CO40)

Exclusive – Provides the internal or external consultants with the concepts, tools and skills to work more effectively with their clients to achieve results, and to create a sustainable, mutually satisfying and profitable relationships.

GK# 8966 Vendor# CO40

Course Overview

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In order to provide solutions that deliver true business value in today's complex and ever-changing business environment, technical consultants need to have strong relationships with their clients and the partners they work with. For externally-facing consultants, this is primarily driven by organizations moving from providing commodity products to providing professional services and complete solutions. Internally, the heightened need for strong relationships is also the result of solutions becoming more complex and integrated with business processes.

This means that to succeed, consultants not only need to be experts in their field, they also have to be able to build strong relationships with an increasingly diverse group of stakeholders and communicate effectively with those clients and partners. This two-day workshop helps consultants learn practical skills and techniques that can be applied immediately so they can build the right relationship the right way.

Schedule

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  • Delivery Format:
  • Date:
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$

What You'll Learn

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  • Prioritize your individual and organizational relationships
  • Assess the current and desired level of a relationship
  • Describe the impact of customer service on relationships
  • Build rapport and trust
  • Increase the success of an interaction by using the Strategic Questioning Process
  • Identify and apply short-term and longer-term tactics to achieve your relationship goals

Outline

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Viewing outline for:

Virtual Classroom Live Outline

Prework: Preparation Phase

  • Identify Your Client Engagement Opportunity, Part 1
  • Identify Your Client Engagement Opportunity, Part 2
  • Consulting Behaviours Benchmark Assessment
  • Review the Consulting Engagement Life Cycle

Introduction

  • Introduction to Workshop
  • Personal Learning Objectives
  • The Consulting Lifecycle
  • Your Relationships
  • The Changing Role of a Technical Consultant
  • Balancing Needs

Building Relationships - Core Skills

  • Being Client-Oriented
  • Adapting Your Approach and Style to Build Stronger Rapport
  • Tailoring Communications to Meet Client Needs
  • Building Trust

The Building Client Relationships Model

  • Three Levels of Relationships
  • Recognizing Current Levels for Your Relationships
  • Understanding and Satisfying Client Needs
  • Listening and Overcoming Client Concerns
  • Understanding Your Client's Business Model and Strategy
  • Identifying and Navigating Your Client's Informal Organization
  • Positioning Your Unique Value

Client Relationship Planning

  • The Client Portfolio Grid
  • Tactics for Sustaining and Strengthening Relationships
  • Developing Client Relationship Plans

Connection

  • Your Personal Action Plan

Prerequisites

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Self-study on the consulting skills portal prior to class.

Who Should Attend

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Anyone in an internal or external consulting role

Project managers

Business analysts

IT professionals

Engineers

Other technical professionals who would like to improve the outcomes of their consulting engagements by:

  • Being more client-oriented
  • Communicating more effectively with clients and other stakeholders
  • Developing a deeper understanding of a client’s business and needs
  • Being able to clearly articulate the relevant business value delivered through their solutions and services

PDUs

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This course qualifies you for the following PMI® Professional Development Units (PDUs):

  • Technical Project Management = 15

Follow-On Courses

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The Consulting Skills Program consists of 5 courses. Consultants will developed a variety of Personal and Interpersonal Skills and Competencies such as building and using business acumen, communicate effectively and manage client expectations.

Course Delivery

This course is available in the following formats:

Virtual Classroom Live

Experience expert-led online training from the convenience of your home, office or anywhere with an internet connection.

Duration: 2 day

Request this course in a different delivery format.
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