Skills for internal consultants

Programme content

Day 1
*The CONSULT* process**	Introduction to the CONSULT delivery process – the basis of the remainder of the course.
Entry 1 – situation appraisal	Making sense of complex organisational situations through useful analytical tools.
Entry 2 – positioning yourself with the client	Consultants have to have appropriate interpersonal as well as consultancy skills to make a favourable impression when meeting clients. This may also require positioning oneself professionally as well as personally.
Contracting 1 – managing client relationships	Successful consultants not only do the work well, but also keep their clients happy. This session looks considers the issues of setting and managing expectations and needs of both the clients and the consultants.
Contracting 2 – defining terms of reference	Terms of reference define the nature of a consultancy project. This session presents an approach that will be helpful to all consultants, whether or not they are responsible for the initial negotiation and selling of projects.
Contracting 3 –managing assignments	This session looks at how to set up and run consultancy projects, from estimating the resources required through to project management processes and the levers of power available for getting things done.
Day 2
Diagnosis 1 – problem solving	Consultants need to recognise and address different types of problems. This session focuses on “messy” problems where much of the work in a project is concerned with defining the problem in the first place.
Diagnosis 2 – data collection	This session reviews how to decide what data to collect; various methods of collecting data; and practical skills in interviewing.
Diagnosis 3– solution generation	In this session we look at creative ways of generating optimal solutions to the presenting issues.
Intervention 1 – developing recommendations	Recommendations must be not only “right” but also attuned to the client environment if they are to be really helpful.
Intervention 2 – managing change	The test of a good consultant is not only to come out with good solutions, but also getting them implemented. This session examines issues involved in managing change and practical tips and techniques to facilitate it.
Intervention 3 – reporting to clients	This is not a presentation skills course, but often the test of the quality of a consultant’s thinking is through presentations. This session suggests an approach to the preparatory work required and then practise it.
Closure and action planning	There will be many pressures back at work that will make it difficult to apply what has been learned on the course. The aim of this session is to facilitate the translation of the learning into practice.

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