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Skills sharing client management

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  • Prep = read up on clientBe smart = be widely read.
  • Prep = read up on clientBe smart = be widely read.
  • As it turns out, we realize that
  • Prep = read up on clientBe smart = be widely read.
  • 2 levels of back up = Source of source 1.
  • http://www.kec.co.nz/wp-content/themes/KEC/images/cartoon-home.gif
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    • 1. Skills SharingIntroduction to consulting – Client relationship management Slide 1 of 16
    • 2. Outline Brief introduction to what consulting is about. How would this benefit you? 5 tips on client relationship management Q&A Slide 2 of 16
    • 3. Before we begin The word client in this presentation refers to:  Your Manager  External parties  Anyone whom you are delivering value to  It could also be anyone who is involve in your project in more general sense Slide 3 of 16
    • 4. What is consulting? The business of giving specialist advice to other professionals. Consulting guru, Peter Block, defines a consultant as "someone who has influence over an individual, group, or organization, but who has no direct authority to implement changes. "Consultants are thus also professionals who provides expert advice in their own area of expertise to solve real world problems. Slide 4 of 16
    • 5. Why engage a consultant? Clients wants an objective third party view  No prior knowledge of the organization  Present new ideas and a fresh approach  Reframing the problems at hand Clients lack expertise on an issue and do not have the people resources or expertise to conduct necessary research and analysis Clients do not have the time to take a step back from operational activities to reflect on the bigger picture at hand Slide 5 of 16
    • 6. Outline Brief introduction to what consulting is about. How would this benefit you? 5 tips on client relationship management Q&A Slide 6 of 16
    • 7. Main agenda Today’s focus is on client management. I would be sharing a few tips which I found to be really helpful in communicating and delivering value to your client. Slide 7 of 16
    • 8. Skillset of a consultantJust to list a few… Data Presentation Gathering Skills Client Project Frameworks Management Management Thought Data Process Visualization Slide 8 of 16
    • 9. How does this relates to you? As graduates, we would be tasked to solve problems in our future careers. Consider the following scenarios:  You wish to please your manager  You wish to excel and to seek out new opportunities in your future career progression.  Highly applicable to just about any situation in life  You wish to pursue consulting as a career Slide 9 of 16
    • 10. Outline Brief introduction to what consulting is about. How would this benefit you? 5 tips on client relationship management Q&A Slide 10 of 16
    • 11. Tip #1 – First impression You are late if you arrive on time. Be 15mins early. Professionalism. Adequate preparation. Be smart. Take notes immediately. Slide 11 of 16
    • 12. Tip #2 – Manage Expectations Reliable - Weekly updates Responsive – Reply within 24 hours. Be: Cordial, Sincere, Polite, Professional, Competent Establish rapport  Have a chat over lunch Be well prepared. Slide 12 of 16
    • 13. Tip #3 – Euphemism As it turns out... Certainly instead of Yes Verify instead of check Assists instead of help Have a magical day Challenges instead of problems Slide 13 of 16
    • 14. Tip #4 – Asking the right question How about… Have you thought of? What’s your vision VS How do you see yourself in 2 years. Describe your ideal state. Asking questions as a tool to:  Probe deeper  Direct the conversation  Client buy in Give people credits openly. Slide 14 of 16
    • 15. Tip #5 – Justify Justify Justify Never ever make recommendations or give suggestions without having any form of data to back you up. 2 Levels of back up. Actionable and executable strategies Data visualisation Slide 15 of 16
    • 16. Problem solving process Communication Conclude Scoping Problem Consult with down Solution Project ManagementCommunication is the key to any successful project outcomes Slide 16 of 16
    • 17. Slide of 16