Consulting Transitions Workshop
General Description
Consulting Transitions is a workshop designed to facilitate the transition from technical support personnel to consulting partners. It improves the ability of technically oriented people to advise and partner with their customers rather than simply fulfilling orders Although the elements of the workshop are applicable to a broader audience the Consulting Transitions Workshop is designed specifically to benefit employee technical teams and those contractors in place on customer sites. The focus of the workshop is the transformation of the team’s engagement with the internal customer or client to a relationship that integrates consultative and advisory elements with the existing strengths of delivery of technology solutions.
In order to provide an effective outcome, the workshop focuses on both the development of individual skills of as well as the development of a framework for the effective and repeatable utilization of team assets. The on-site technology team is a primary asset in terms of your ability to position yourself as a consultative partner. The embedded and intimate nature of technology team members provides a unique vantage point for the understanding of business needs and the ability to craft high value proposals and solutions. The in-place associates provide listening points and potential intelligence sources. The team is uniquely positioned to understand the needs and points of inflection that can drive effective partnering opportunities.
Participant Profile
The skills developed in the workshop are applicable to all associates located at a client site. However, the highest value will be gained by those whose roles include the expectation of consulting and advice on the part of the client as well as the proposal of solutions and services. The participants likely to show the greatest benefit from the workshop therefore are those in roles similar to the below:
- Consultants
- Technical Project Members
- Account Managers
- Team Leads
- Business Analysts
- Project Managers
Results
The Consulting Transitions Workshop is a results-based activity. It is assumed that if the investment is made in the workshop attendance, measureable results are expected. Therefore the workshop is designed for action steps and accountabilities. The workshop is designed to lay the groundwork for the following:
1. Improved consultative skills
2. Increased customer business success
3. Increased depth of provided services
4. A closer partnering relationship
Workshop Structure
Module 1: Consulting Skills – 1.5 Days
- Business Analysis
- Right-to-Left Thinking
- Problem Solving & Diagnostics & Recommended Actions
- Working to Result
- Eyes Open Behavior
- The Business Plan Mirror
- Opportunity Identification
- Continual Business Improvement Models
- The Job of the Consulting Associate
Module 2: Cultural Alignment – 4 Hours
- Customer Peculiarities
- Challenge and Response / Constructive Debate
- The Consultant/Client Dynamic
- Neutralizing the “No”
- Enabling Success
- Meetings, Jokes, and oddball references
Module 3: The Engagement Model – 5 Hours
- The Customer Profile
- Project Portfolio Mirror
- Business Needs and Objectives
- Social Network
- Controlling Tools
- Applications of the Peter Principal
- Engagement Current State
- Value Trade Model
- Engagement Map
Wrap-up: Action Plans / Goals / Accountability / Governance – 2 Hours
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Consulting Transitions Workshop Brochure (Download)
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Note:
Workshops are subject to cancellation with full refund based on inadequate projected attendance.
Attendee cancellations made two weeks prior to the workshop start date will receive a full refund.
Attendee cancellations made less thantwo weeks prior to the workshop start date will receive a 50% refund.
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