Internal Consulting Skills Workshop
BackgroundTwenty years ago there were five books on consulting. Today there are over 500. Why? Different relationships and skills are being demanded of employees with specific subject matter expertise. In this era of limited resources, experts can’t be used as just another pair of hands, they must assist internal clients in leveraging their expertise and transfer skills wherever applicable. Since many of these experts carry little direct authority, they can only facilitate organizational change through their ability to influence, negotiate, and successfully handle client resistance.
An effective consulting process must consist of practical yet powerful tools and techniques that help to build client buy-in at all stages in the client-consultant relationship. This workshop was developed in response to internal consultants’ questions about the boundaries of this challenging role and how to sustain effective relationships that deliver the desired results with and for their clients.
To be effective, internal consultants require more than technical expertise and strong interpersonal skills. They require knowledge of a practical consultative process (a roadmap) and related tools to help navigate clients safely to their destination.
You will leave our two-day training with:- A clear understanding of the value you provide to any client
- An awareness of the eight roles you can potentially play as a consultant, and which roles to choose to best support your client
- An understanding of how consulting is different from your desk work, from management authority, and from external consulting
- Clarity as to the different types of clients and whom you must consider during all assignments
- A roadmap that guides you in each of the stages of the consulting process as well as in every meeting you have with your client
- Useful processes to help the client clearly identify the results they want you to help them achieve
- Knowledge of potential pitfalls and challenges to avoid at every stage of consulting
- Insight into your strengths and areas for growth
- A takeaway manual with practical tips, tested tools, and comprehensive checklists
- Small class size
- Highly interactive and participative
- Numerous opportunities to practice
- Structured feedback
- Approachable workshop leader
All individual contributors or subject matter experts including but not limited to:
- HR staff
- OD staff
- IT staff
- Policy development staff
- Project Managers
- Accountants, legal, customer service, etc.
Workshop Agenda
Introduction to Consulting Workshop- Content/Objectives/Agenda/Working style
- The Medium is the Message – Contracting in this Program
- Internal Consulting Vs. the Daily Routine, Vs. Managing, Vs. External Consulting
- Consulting Roles & Reciprocal Relationships
- The Roadmap – Consulting Process Model
- Asking Questions & Getting Answers
- Understanding the Presenting Problem
- Achieving Entry Objectives: Establishing Rapport, Getting to Collaboration, Expanding the Client’s Understanding, Further Data Gathering Discussion
- Developing a Shared Understanding: Why does the client want your help? What will be the results of a successful consultation? What might get in the way of achieving the results?
- Scoping the Project
- Negotiating the Initial Contract
- Strong Vs. Weak Contracts
- The Final Letter of Understanding
- Understanding Sources of Ambivalence
- Approaches to Ambivalence and Resistance
- Talking about the Client-Consultant Relationship
- Taking Care of Yourself
- Feedback Response