From technical expert to business advisor and partner

Benefits:

Attending this programme will enable you to:

  • Manage the people and client side of complex change projects
  • Manage internal clients through the difficult stages of consulting / change projects
  • Avoid surprising your clients and ending up with unhappy clients and poor project deliverables
  • Influence difficult internal clients
  • Present the bad news as well as the good
  • Use a practical and “winning” tool kit to get your messages home
  • Enhance your internal capability and brand – promote your “value added agenda” to the business
Objectives:

At the end of the programme participants will

  • Fully understand the role of the internal consultant and how it differs from expert consulting roles
  • Be able to apply consulting tools and techniques to effectively manage a range of different client meetings and situations
  • Be able to successfully manage clients’ assignments using project and change management tools and techniques
  • Be able to apply the techniques and skills of an internal consultant with increased credibility and confidence
  • Have reviewed their strengths as an internal consultant and identified future development actions
Our Experiential Learning Approach

A vital element of the programme’s success is the fact that it is a intensive experiential learning process based on a business case providing a wide range of real and challenging client scenarios. Participants are required to practice the tools and lead the process and receive feedback on how well they are doing and what they could/should be doing differently.

Programme Outline

DAY 1

INTRODUCTION

THE INTERNAL CONSULTING PROCESS
• What is consultancy?
• Differences between internal and external consultants
• Developing a flexible consulting style
• Understanding the consulting process

WINNING CLIENTS
• Managing initial client meetings successfully
• Using questions to build the client relationship
• Essential success criteria for an initial client meeting
• Review and discussion

DEFINING THE ASSIGNMENT
• Understanding the classic project life cycle
• Winning criteria for projects and assignments
• Critical success factors in project management
• Using Terms of Reference to manage client relationships

DAY 2

REVIEW OF DAY 1

DATA GATHERING
• How to run successful data-gathering meetings
• Handling difficult clients
• Managing client expectations
• Working as a consulting team

DEVELOPING THE CLIENT RELATIONSHIP
• Understanding the factors that motivate clients
• Developing your consulting antennae to detect client preferences
• Adaptring your style to develop client rapport
• Understanding your own preference and how it impacts on your clients

MANAGING CHANGE
• Understanding organisational change
• Identifying the critical success factors that determine success in change
• The role of the internal consultant in managing change
• Linking theory to practice

PRESENTING FINDINGS AND RECOMMENDATIONS
• Communicating and reporting back to clients
• Using consulting tools to communicate effectively
• Appling SWOT, 7S’s, COPS, Force Field Analyses etc
• Designing and running client workshops

DAY 3

REVIEW OF DAY 2

MANAGING CLIENT COMMITMENT
• Maintaining the client’s commitment
• Avoiding the disappearing client
• Confronting “bad news” issues
• Closing the assignment and exiting

MARKETING INTERNAL CONSULTING SERVICES
• Identifying your key clients
• Defining what your clients want to buy
• Developing a marketing strategy
• Organising delivery of your services

ACTION PLANNING AND DISCUSSION
• Programme review – what have I learnt?
• Skill set review
• Personal action planning and discussion
• Group review and discussion