Integrated External and Internal Consultative Management Skills

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Integrated External and Internal Consultative Management Skills

  1. 1. THINKING BEYOND THE OBVIOUS Integrated External and Internal Consultative Management SkillsAny job role may become more “consultative” by choosing the behaviors that clients most highly value 4 - 5 December 2012 Global Prospectus Training Centre, 366 Pretoria Avenue, Randburg SETA Accreditation No. 2502
  2. 2. OVERVIEWMany business units have a role in the organisation that requires their staff to consult to other parts of the organisation or toexternal clients. Whether in a problem solving, service provision or advice giving capacity, this programme will equip you withconsulting skills in order for you to engage with internal and/or external clients using a professional approach, one that bothdiscerns the real needs and at the same time builds ongoing constructive client relationshipsThis workshop will provide participants with expert consultancy key principles, approaches and skills. By the end of the workshopparticipants should be able to understand and apply the consultancy process, manage the requirements and expectations of theirclients more effectively, organise and facilitate consultancy projects. BENEFITS OF ATTENDING• Understand what clients really want and how they feel• Learn the interpersonal skills of interviewing, influencing and negotiating• Grasp the practice of consulting - managing the process of initial survey and draft proposal• Use your learned consultative skills in the securing and managing of contracts• Gain insights into the stages that effective consultancy work goes through• Build a relationship with the client and start influencing them TARGET MARKETThis workshop is for people in indirect functions - e.g. Training and other Human Resource Specialists, Accountants,Financial Analysts and Auditors, Systems Analysts, Information Technology Specialists, Corporate Planners, Marketing andSales Specialists, Engineers and Technical Specialists - all people who seek to have a positive and lasting impact on theirinternal or their external clients’ performance. It is also for people who want to enhance their negotiating, consulting andcoaching abilities, and to utilise the abilities to build effective and sustainable relationships with the people they serve. EXPERT SPEAKERSNicholas CamplemanNicholas has 25 years of experience in IT, Accounting, Finance and Consulting. He is the MD of Dreamcatchers. He has vastexperience both at the coal face of IT, Accounting, Financial Forecasting and Facilitation; and from a consulting perspective.Nicholas has worked both in the corporate environment as a Financial Manager and IT Manager as well as spent almost halfof his career consulting to large and small organisations in these arenas. His background includes, from lecturing technologystudents and MBA Students, through to a 2 year period on the board of the institute of Business Accountants, consulting andfacilitating conferences on a range of subjects, from technology finance and accounting through to business communicationand writing skills. He has held the position of Financial Manager and IT Manager within Multinational Companies, as wellas consulted into these organisations on projects involving the implementation and running of Accounting Systems andmulti-continental infrastructure projects.Mike Lacey-SmithMike has vast experience in the area of facilitation he has worked in over sixty organisations in South Africa on many trainingprogrammes ranging from Project Management, Technical Writing Skills, Personal Effectiveness, Change Management,Stress Management, Time Management, dealing with Change as an ongoing constant, Personal attitude to work and lifeand to Specialised Team Building.He is a motivational speaker and a conference speaker. Mike is an Associate of both LCI (Leadership Culture Innovators) andIzicKwe Academy, and is an Executive member of COAT (Consortium of Accredited Trainers). He is the CEO of Free to Live, andis also the Co-Founder of Journey Man, a workshop programme for men to help them realign themselves to the changingworld. He is also MWEB’s “Life Coach for Men” expert on line and administrates the “Man Talk Peer Forum” on the same site.GLOBAL PROSPECTUS TRAINING (PTY) LTD. Chief Executive O er - Dhevaraj PillayJohannesburg - Tel: +27 11 781 6222 Fax: +27 11 781 6044 Marketing - m2@globalprospectus.co.za Auditors - Russell Bedford SA (Jhb) Inc.Pietermaritzburg - Tel: +27 33 391 4229 Fax: +27 33 391 5722 Design - www.designmaster.co.za (071 018 8355) Legal - DA Morris & Associates
  3. 3. AGENDA Session One The Consultancy Process • The natural stages that effective consultancy work goes through - entry, contracting, diagnosis, intervention, withdrawal • The entry stage - appraising the situation whilst building a relationship with the client and starting to influence them Session Two Managing clients and their expectations • What do clients really want? How do they feel? • Building confidence and trust. • Managing the entry stage Session Three The Interpersonal skills of consulting • Interpersonal skills of interviewing, influencing and negotiating • Learning to observe, listen, and read situations. • Facilitation techniques and skills Session Four The practice of consulting • The practice of consulting - managing the process of initial survey, draft proposal • Developing proposals and findings • Presenting proposals • Designing and organising effective workshops and meetings • Research and data collection, analysis, and problem solving Session Five Contracting • 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 Session Seven Recognizing and responding to resistance • Understanding sources of ambivalence • Approaches to ambivalence and resistance • Taking about the client – consultant relationship • Feedback response PROGRAMME SCHEDULE 08:00 – 08:30 Registration and early-morning tea 08:30 – 10:00 Opening remarks and morning session 10:00 – 10:30 Mid-morning refreshments and networking break 10:30 – 12:30 Mid-morning session 12:30 – 13:30 Networking luncheon 13:30 – 15:00 Afternoon session 15:00 – 15:15 Afternoon refreshments and networking break 15:15 – 16:30 Late Afternoon session 16:30 End of trainingGLOBAL PROSPECTUS TRAINING (PTY) LTD. Chief Executive O er - Dhevaraj PillayJohannesburg - Tel: +27 11 781 6222 Fax: +27 11 781 6044 Marketing - m2@globalprospectus.co.za Auditors - Russell Bedford SA (Jhb) Inc.Pietermaritzburg - Tel: +27 33 391 4229 Fax: +27 33 391 5722 Design - www.designmaster.co.za (071 018 8355) Legal - DA Morris & Associates
  4. 4. Integrated External and Internal Consultative ONLY Management Skills R699 Per D eleg 0Registration Form 4 - 5 December 2012 ex. VA ate, T. Global Prospectus Training Centre,GPW Marketing 366 Pretoria Avenue, Randburg Fax Completed Registration Form To: +27 11 781 6044Company Name:Type of Business:Address:Tel: Fax: VAT Number:Delegate 1:Position: E-Mail:Delegate 2:Position: E-Mail:Delegate 3:Position: E-Mail:Delegate 4:Position: E-Mail:Delegate 5:Position: E-Mail:AUTHORISATION: Signatory must be authorised to sign on behalf of Company CREDIT CARDName: Cardholder’s Name: DETAILSPosition: Credit Card Number:Signature: Date: CVC No: Expiry Date:PAYMENT METHODS1. Bank Transfer - Global Prospectus Training (PTY) Ltd. 2. Credit card - Please fill in your credit card details above First National Bank: Randburg 3. Cheques - Made Payable to: Global Prospectus Training (PTY) Ltd. Account Number: 62109 270372 Branch Code: 254005TERMS & CONDITIONSThe following terms and conditions will apply: Substitutions Payment is required in full 5 days from date of invoice Delegates must inform Global Prospectus Training (PTY) Ltd in writing All payments to be made directly to Global Prospectus Training (PTY) Ltd. of any substitutions. No seats will be reserved, unless Global Prospectus Training (PTY) Ltd. receives a signed registration form. There is no charge for substitutions. Global Prospectus Training (PTY) Ltd. reserves the right, due to circumstances beyond our control, to change Global Prospectus Training (PTY) Ltd will not be held liable for incorrect speakers, program content, date & venue. Delegate details on Certi s, etc. in the event of substitutions being The signed registration form is a legally binding contract. made on the day of the conference. In the event of Global Prospectus Training (PTY) Ltd having to cancel or postpone an event due to circum-Cancellations stances beyond our control, delegates will be issued with a credit voucher,All cancellations will be subject to approval by the management of Global Prospectus Training (PTY) Ltd. - which may be used at another of our events.All cancellations made 7 days prior to date of the above mentioned event will be subject to a 50% cancellation fee.Cancellations made within 7 days of date of the above mentioned event, will be subject to a 100% cancellation fee. - Global Prospectus Training (PTY) Ltd will not be held liable for travel and accommoda -The will be no refunds or credit vouchers. tion costs. The conference fee includes: conference material, lunches and refreshments, but excludes travel & accommodation.GLOBAL PROSPECTUS TRAINING (PTY) LTD. Chief Executive O er - Dhevaraj PillayJohannesburg - Tel: +27 11 781 6222 Fax: +27 11 781 6044 Marketing - m2@globalprospectus.co.za Auditors - Russell Bedford SA (Jhb) Inc.Pietermaritzburg - Tel: +27 33 391 4229 Fax: +27 33 391 5722 Design - www.designmaster.co.za (071 018 8355) Legal - DA Morris & Associates

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