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benefits of an apprenticeship

Consultancy Skills

This Consultancy Skills training provides a challenging yet valuable insight into consulting. You will do this through a collaborative, customer-centred approach that adds real value and engages new opportunities.

What will I learn?

  • To appreciate consulting from the customer’s perspective.
  • To develop a facilitative, customer-centred approach to consulting.
  • To create a solutions-focused partnership.
  • To build capability in a range of skills in consultancy.
  • To identify different customer types and how to influence these.
  • To build confidence through demonstrations and simulations.

Who should take this course?

This Consultancy Skills training is aimed at anyone interested in learning more about consultancy. No previous training is required.

Course Content

  • Sharing experiences
  • What it feels like to be a customer and consultant
  • Identify key insights and practical actions
  • Definition of a consultant
  • Role as expert (tell) vs. facilitator (ask)
  • Interactive exercise identifying personal preference
  • Implications and development
  • How we learn
  • Difficulties with changing behaviour
  • Comfort zones, habit, conscious choice
  • 4 styles of consulting
  • Implications and practical application
  • 4 Es consultancy process
  • Priorities at each stage
  • Customer’s and consultant’s perspective
  • Relationships as partnerships
  • What is a partnership
  • Ladder of customer perception
  • Johari Window – trusted partner
  • Trust and credibility
  • Stakeholder analysis
  • Transactional Analysis
  • Perspectives on communication
  • Communication 3Vs – verbal, vocal, visual
  • Advocacy vs. enquiry
  • Communication skills
  • Influencing strategies
  • Power and politics
  • Key steps in solutions selling process
  • Questions to stimulate dialogue and elicit information
  • Developing a case for change
  • Understanding change
  • People and change
  • DREC change curve
  • Influencing people through change
  • Support and communication
  • Experiential exercise
  • Defining conflict
  • Conflict handling styles
  • Self-assessment – Thomas-Kilman
  • Emotional intelligence
  • Self-management
  • Identify different customer types
  • How to influence different types
  • Practical simulations and demonstrations
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