Is EVERY team member consistently earning client trust?
- Are your executives hiring outsiders to do what you believe YOUR TEAM could do?
- Do you or your team call yourselves consultants?
- Does every member appear that way to your internal/external clients?
- When you meet a prospective new client, what will show him or her in the first 5 minutes that EACH of you truly are operating as a consultant?
Why focus on Consultative Skills?
Do you or your team members struggle toā€¦?
- Get invited to the decision making process earlier
- Move your client relationship from reactive “data retrieval” to proactive advisor
- Recognize key political stakeholder roles and develop tactics to effectively implement change
- Avoid premature solutions by client OR consultant
- Effectively scope key phases and high-priority deliverables
- Manage “project overload” with clearly established scope conversations
- Negotiate and manage realistic expectations
- Change your client’s perception of the value of your capabilities
- Diffuse and manage interpersonal conflicts
- Build your value by tactfully opening your client’s eyes to unseen risks and missed opportunities
- Recognize and respond to resistance and objections
- Synthesize information into reports that your clients can immediately use with their executive leadership
- Create and test actionable recommendations
- Increase your credibility and rapport with clients as insightful problem solvers and key resources for achieving their business objectives
- Consistently sell your new role with new and existing clients
What benefits might a more consultative team accomplish if you learned how to Lead Consultative Teams?
-Business and financial objectives
-Group/Unit/Department prestige
-Personal development goals
-Career advancement opportunities
Consultative Skills: Influential Collaboration
Typically an intensive and creative 2.5-day classroom immersion into the key behavioral strategies and tools to establish and maintain business value-oriented relationships with internal and external clients and client teams.
It is ideally suited for new or existing teams that seek to raise client value perceptions of their capabilities. It addresses how to transform client perceptions from “service providers” to “insightful advisors”.
Includes CHALLENGE execYOUtives emphasis
Participants regularly compliment us on our rigorous internal team case studies, which may optionally be customized as needed or left intact. The intended educational insights that all teams generate are transferable to their real life responsibilities through the team experience and professionally facilitated debriefs. Clients tell us this course repeatedly receives the highest participant satisfaction ratings of all their offerings from any source.
You BENEFIT from:
Even our standardized classroom education is “consultatively” custom fit to our clients and delivered through sponsored private sessions only, with session sizes typically limited to 30 participants to augment participatory learning.
Some clients may choose to invite other groups/departments or a non competing supplier/partner to economically help share FLAT FEE program costs.
Collectively learn how to distinguish behaviors that lead others to conclude you're consultative.
- Learn and apply varying levels of consultative questioning to influence
- Clarify client needs to avoid redundant and wasteful effort/ resource use
- Earn trust to move beyond short term transactions to earlier engagements
- Apply innovative/ adaptable cross-boundary problem solving techniques
- Negotiate collaborative rapport that mitigates resistance/ objections
- Focus on discovering early insights that also help client's client/ executive
- Challenge assumptions and synthesize distinguishable conclusions
- Effectively persuade client on how to frame the best route to their results
- Enhance collective team capabilities for continuous global improvements
Everyone understands that any one-time learning may only accomplish some "quick-fix" benefit UNLESS reinforced over time as appropriate.
Supplemental options, such as refresher workshops, online "collaboratory" communities, chat groups, tactical Q&A coaching, etc. may be priced separately. Please contact [email protected] as interested.
"The Consultative Skills class helped turn my career around"
Fortune 50 Manager who became Vice President
"Like a graduate level course focused into a week."
U.K. Market Intelligence Director, U.S. high-tech firm
"Great case study! You guys are extremely knowledgeable and made the course both fun and highly relevant to our needs!"
Canadian Segment Analyst
Consultative Skills Face-To-Face Class for 6-30 people
Join the thousands at competing firms that have already experienced this transformative training! The opportunity is right here, right now... You just need to take it.