Performance
Based Consulting Skills
In order to be effective with your clients, both internal
and external, you need to be able to help them get to the
root causes of their problems and not just address
observable symptoms. Explore ways to keep your clients
focused on the big picture, and techniques for managing
their changing deliverables. Consultants learn to meet the
specific needs of their clients as well as to manage the
overall relationship.
Participants will work to:
• Understand The Client And Their Business
Doing your homework and establishing a relationship is a
critical but often overlooked first step.
• Evaluate The Current Situation Versus The Ideal
Use both needs assessments and cause analysis to look
beyond superficial problems.
• Perform A Gap Analysis
Are there any performance gaps? What could help them close
the gap? Use proven techniques to make sure you’ve
covered all the bases.
• Derive And Test Possible Solutions
Review various alternatives. Use the PDSA model
(Plan/Do/Study/Act) to design implementation plans.
• Get Buy-in From All Possible Parties
The client needs to support any consulting efforts in order
to actually be successful. Explore ways of making sure
people at all levels are bought into the process.
• Follow-Up And Gain Support
Results depend on support and ongoing follow-up. People
need to be held accountable and it’s a
consultant’s job to foster that process. Examine
identifiable steps to help ensure ongoing support.
• Practice Critical Interpersonal Skills
Effective consultants must have strong interpersonal
skills. We explore active listening, giving and receiving
feedback, in-depth questioning, handling resistance, and a
professional image.