Sales Sense and Transition Architects Invite You to

Consulting Skills for Professionals 

In today’s economic environment, you’ve got to take advantage of every edge you can find.  If you’re like many  organizations, you might be missing an important one:  the trusted relationship between your consultants and their clients – whether those clients are internal to your organization or external customers.  Your clients expect your consultants to show the value that you and your organization can provide.  It is a key factor in establishing on-going trust and credibility with key decision makers.

Would you like to know how well you and your consultants are doing? 

Would you like a proven model to evaluate and develop your team’s consulting approach?

Often, people slip into their consulting role purely based upon their subject matter expertise.  Unfortunately, these consultants are not always well prepared to deal with issues that go beyond their specific skills and knowledge.  At best, this results in not fully satisfying the client’s expectations.  More critically, your company may be missing the opportunity to strengthen the client relationship, prove your strategic value to your clients, and to expand your business.

Workshop Content

We introduce the Novations Four Stages Model to describe the major stages of a professional career.  It develops a participant's awareness of what it takes to develop from being a subject matter expert to being a true master consultant. We use the model under license from BT.Novations, one of the leading US HR companies.   For more information on the Four Stages Model:  BT.Novations Four Stages Model

The seminar introduces the notion of a “consulting wheel” to explore consulting assignments step by step, from defining business needs to closing and taking stock. Focusing on content as well as on rapport, the participants work towards being accepted by their clients as full cycle consultants and not just product/service experts. The participants will receive numerous tools in electronic form that support and develop their consulting activities.

Participants learn to understand what types of activity make sense for their teams and their company and how to say “No” to activities that do not fit their consulting portfolio.

A consulting specific, internet-based 360° survey is carried out prior to the workshop. Input as well as output are dealt with confidentially. It shows participants how their perception of their skills and abilities contrasts with those of their clients and their colleagues. Based upon this analysis the participants will develop specific plans, as to what they want to improve in what area, using the skills and tools acquired during the workshop.  Many participants tell us that the survey alone is worth the price of the seminar.  (Click for more info on the survey)

During the workshop the participants will apply what they learned to their own consulting assignments. Participants receive a workbook designed as a reference guide as well as a CD-ROM full of checklists, forms and background information to ensure that the impact of Consulting Skills for Professionals will be lasting.

Like to know more?

We'd love to talk to you about how a CSP session might benefit the consultants and consultative sales people in your organization.   We can discuss how you could arrange a dedicated session for your company or attend one of several open sessions we conduct around the country.  Give us a call or drop us a line.