| Flawless Consulting 1: Contracting
The Concepts
Consulting Process: Goals and Phases
You will develop an understanding of the essential phases in the
consulting phases in the consulting process and that each phase has its
own unique requirements. Following this model will make projects
that succeed more successful and help you avoid those projects that
never had a chance.
The Contracting Meeting
You will learn how this initial meeting can make or break the future
relationship. You will discover how to design the meeting so that you
and your client can connect quickly, pinpoint the real issue and get to
the business of discovering what you want from each other.
Consultant Roles and Moving to Partnership
You can either be the expert, called in to solve the problem for the
client, the pair of hands called into service to do the work or equal
collaborating with the client. You will learn which role you are
most comfortable in, ways to distinguish which role the client is really
requesting from you and the personal cost in fulfilling these roles.
Assertiveness and Authenticity
We all have a communication Bill of Rights including the right to be
heard, the right to silence, etc. How do we protect these rights
without being seen as aggressive and stubborn? You will learn to
"push the envelope" of assertiveness in new and effective ways.
Listening and Affirmation
Trust is essential in any consulting relationship. You will learn
how to listen to uncover client concerns and to put into words how do
you feel about working with the client and encourage them to do the
same. You will also discover the power of support by recognizing
and articulating what is working well rather than belaboring what is
not.
Exchanging Expectations and Expressing Wants
We are usually very clear about what our clients want from us - the
problem becomes what we want from our clients. How do you, as the
consultant, put into words what you want and need to make this product
successful. This, sometimes complicated, aspect of the contracting
or entry phase, is clearly analyzed and practiced in real life
situations in the workshop.
Dealing with Resistance
At some point in each project, we hit a wall. The client does not
return our calls or talks about anything except the work at hand.
In short, we are encountering resistance. This workshop will help you
understand that resistance is most often the client's defense against
their underlying concern. Through powerful, unique simulations,
you will discover the key to utilizing resistance and change as a chance
for learning and developing deeper more effective and meaningful
relationships with your clients.
Concepts
Target Outcomes
Agenda
Who should attend?
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