Developing Client Relationships for Consultants (CO40)

  • Anyone in an internal or external consulting role
  • Project managers
  • Business analysts
  • IT professionals
  • Engineers
  • Other technical professionals who would like to improve the outcomes of their consulting engagements

Prerequisite

  • Self-study on the consulting skills portal prior to class
  • Experience dealing with customers or completion of analysis and problem solving for consultants, in which the client relationship is introduced
  • Consulting Fundamentals (CO10) or practical experience as a consultant and solid knowledge of the topics covered in that workshop, including the role of the consultant, key consulting processes, and the consulting life cycle

Expected Duration
2 day

Description

In order to provide solutions that deliver true business value in today’s complex and ever-changing business environment, technical consultants need to have strong relationships with their clients and the partners they work with. For externally-facing consultants, this is primarily driven by organizations moving from providing commodity products to providing professional services and complete solutions. Internally, the heightened need for strong relationships is also the result of solutions becoming more complex and integrated with business processes.

This means that to succeed, consultants not only need to be experts in their field, they also have to be able to build strong relationships with an increasingly diverse group of stakeholders and communicate effectively with those clients and partners. This two-day workshop helps consultants learn practical skills and techniques that can be applied immediately so they can build the right relationship the right way.

Students pursuing a university-recognized and/or accredited certificate in Canada or continuing education units in the U.S. must attend at least 90% of class time, participate in class exercises and section-knowledge checks, and score at least 70% on an end-of-class, multiple-choice assessment.

Objective

1. Prework: Preparation Phase

  • Identify Your Client Engagement Opportunity, Part 1
  • Identify Your Client Engagement Opportunity, Part 2
  • Consulting Behaviours Benchmark Assessment
  • Review the Consulting Engagement Life Cycle

2. Introduction

  • Introduction to Workshop
  • Personal Learning Objectives
  • The Consulting Lifecycle
  • Your Relationships
  • The Changing Role of a Technical Consultant
  • Balancing Needs

3. Building Relationships – Core Skills

  • Being Client-Oriented
  • Adapting Your Approach and Style to Build Stronger Rapport
  • Tailoring Communications to Meet Client Needs
  • Building Trust

4. The Building Client Relationships Model

  • Three Levels of Relationships
  • Recognizing Current Levels for Your Relationships
  • Understanding and Satisfying Client Needs
  • Listening and Overcoming Client Concerns
  • Understanding Your Client’s Business Model and Strategy
  • Identifying and Navigating Your Client’s Informal Organization
  • Positioning Your Unique Value

5. Client Relationship Planning

  • The Client Portfolio Grid
  • Tactics for Sustaining and Strengthening Relationships
  • Developing Client Relationship Plans

6. Connection

  • Your Personal Action Plan

SUBSCRIPTION COST


$1,395.00

 

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