I prepared this presentation for a group of sales implementation professionals who were transforming their function from project management to client consulting.

1. A PRESENTATION TO CLIENT SERVICES TEAM MEMBERS
by SALES COMPETENCY AND TRAINING
Consulting Overview
What do we mean by “Consulting?”
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October 6, 2009
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2. Objectives
Upon completion of this module you will be able to:
Differentiate between different types of consulting.
Outline the typical phases of consulting projects and
identify key actions within and outcomes from each
Why we are here? phase.
Describe skills and practices that contribute to a
How it will work? successful consulting relationship.
Agenda
 Introduction – Nature of the Consulting Relationship
 The Consultant’s Goals
 Five Phases of Consulting
– Entry and Contracting
– Discovery and Dialogue
– Feedback and Decision to Act
– Engagement and Implementation
– Extension, Recycle or Termination
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3. The Nature
Of
Consulting
Consulting is not
something you learn in:
a day
a week
a month
a year
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4. The Nature
Of
Consulting
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5. The Nature
Three Types of Consulting:
Of
Consulting •Expert
•Implementer
•Co-Creator
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6. The Consultant’s Goals
 Establish collaborative relationship
 Solve problems so the stay solved
 Attend to technical/business
problems and relationships
 Develop client commitment
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7. Five Phases of Consulting
1. Entry and Contracting
2. Discovery and Dialogue
3. Feedback and Decision to Act
4. Engagement and Implementation
5. Extension, Recycle or Termination
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8. Phase One:
Entry and Contracting
 Negotiating wants
 Coping with mixed motivation
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9. Phase One:
Entry and Contracting
 Negotiating wants
 Coping with mixed motivation
 Dealing with concerns about
exposure and loss of control
 Doing triangular and
rectangular contracting
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10. Triangular and Rectangular Contracting
Entry and
Contracting
Client Roles Deluxe Roles
CFO AMs
VP Operations CLCs
VP Marketing DSMs
VP Info Tech Product Managers
Compliance Officer Elec. Delivery Spec.
Operations Manager Billing
Data Specialist Technical Analysts
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11. Dallas Vensel
Managing a Project with:
• High Profile/Huge Revenue
Opportunity
• Shortened Implementation Timeframe
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• Heightened Complexity
• Ever Changing Variables
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12. Phase Two:
Discovery and Dialogue
• Surfacing layers of analysis
• Gaining needed data (despite
client reluctance)
• Recognizing that data collection
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is part of the intervention
• Dealing with political climate
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13. Phase Three:
Feedback and Decision to Act
• Analysis and recommending actions to
be taken
• Identifying and working with different
forms of resistance
• Presenting data
• Focusing on here and now choices
• Not taking it personally
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14. Phase Four:
Engagement and Implementation
Choosing Engagement over Installation
Creating Change
– Attending to feelings
– Participation
– Real sense of choice
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– Co-Creating structures to fit
purpose
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15. Debbie Heilig Client Engagement
Kari Mesick
Asking questions to generate:
•Collaboration
•Better Future
•Win-Win!
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16. Phase Five:
Extension, Recycle or Termination
• Evaluate project results
• Determine if additional needs exist
– How to address additional needs
– When to extend, when to recycle
and when to terminate
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17. What’s Next?
 Your Feedback
 Your Continued Engagement
 Email with survey link
Complete survey by October 12
 Look for additional learning opportunities
Articles
Activities
Sessions
Questions – Talk with you supervisor or call Judy Hogan @528520
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18. Thank You
for your
participation…
the next step
is yours.
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formatted to back of so
legal copy is readable.
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