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Internal consulting skills

Outcomes for a 2-3 day program: 

• Adopt the consultancy process to model, monitor and improve service delivery

• Build client and user ownership of your initiatives and solutions

• Develop relationships with your clients leading to increased utilisation of your services and acceptance of your contributions

• Implement practical and tested advice on how to manage the issues of building support for consultancies, managing resistance, delivering ‘bad news’ and in the management of change programs.

• Move up your client's value chain by using consulting methodology as opposed to pair of hands engagement

• Become more influential in your organisation

• Receive templates for consulting tools and recommendations as to when and how to use them

• Receive an extensive manual for post workshop reference.

Target Group:  For internal and external consultants who want to become more effective in their workplaces. This includes employees of consulting firms, service providers in organisations, consultants and contractors.

Delivered extensively to:

• Shared Services business units in large Corporates, Government Organisations and Universities

• CPA Australia in all Australian mainland states as a public workshop

• a Knowledge Management organisation in Australia and NZ as a public workshop for their client base

Program contents: Internal consulting skills

Part 1: Consultant roles

•  Consulting, freelancing and contracting service provision

•  Alternative roles for consultants and relevant client expectations

•  Creating awareness and interest in what you offer

Part 2: Consultant practices

• The consulting process

• Consultant competencies

• Operating levels:  technical, cognitive and affective

Part 3: Consulting principles

• Effective consulting:  6 phases of the consulting process

• Two aspects of service delivery - the professional and the affective.

• Politics and people

• The ‘real client’

• Building ownership

• Risk management

Part 4: Consulting tools

• Needs analyses:  GAP, Checklists, clarifying needs - business, performance, process, environmental, taking the brief

• Facilitation techniques:  group process, communication aspects

• Strategy development:  SWOT, Forcefield, Visioning, Problem solving

• Measurement:  Post Implementation Reviews, Plusses and Deltas

• Templates:  Needs analyses, Business Case Proposals, Project Schemata, PIRs

Part 5: Implementation techniques

• Building stakeholder support

• Balancing leadership with ownership

• Managing change

• Delivering bad news

• Identifying and dealing with resistance

• Fear triggers

• Credibility of the internal consultant

• Case studies

Part 6: Building influence and marketing your services

• Building your influence the organisation

• Significance of personality differences and how to manage them

• Negotiation styles – your preferences and how to become more collaborative

• Developing a business case for a preferred project – a template

• Marketing your services within the organisation

• Marketing tools for the Internal Consultant:  what is in the marketing kit and how to use it

• Costing and pricing:  how to negotiate fees for your own services or with suppliers

• Template marketing plan for individual customisation and application

• Case study – developing support and winning approval and involvement for one of your projects

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