How to Unlock the Secrets of Successful Consulting

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How to Unlock the Secrets of Successful Consulting

  1. 1. Unlocking the Secrets of Successful Consulting Michael J. Grove Grove USA Free Agent Consultant
  2. 2. International franchise strategy firm. World premier brand identity consultancy. Enterprise software for marketers. Marketing Professor, executive MBA program. Marketing and Sales Consulting Experience Launch technology companies and careers Professor, Graduate School of Continuing Studies. Active volunteer. Co-chair the AMA Mentor program. Growing network..
  3. 3. Alltel – 360 Communications, AK American Red Cross, OH Amoco, IL Amegy Bank, TX Bayer, IN Bombardier, Canada Cash Station, IL Cole Parmer, IL Conoco Oil, TX Crum & Forster Insurance, PA Cyberonics, TX Dun & Bradstreet, NJ Field Container, IL Franklin Templeton, Canada Frito Lay, TX General Foods, MN Intergraph, AL Kellogg’s, MI Kinko’s, GA Lane Crawford, Hong Kong McDonald’s, IL MCI Systemhouse, TX Monsanto, IA Omron Healthcare, IL Pharmacia, MI Quaker Oats, IL Regis, MN SciTech, IL Searle, IL SunEdison, MD TYCO Valves, TX Wal-Mart, AR 3M, MN Marketing and Sales Consulting Experience
  4. 4. The FUTURE A hybrid model combining internal and external consultants. Grove USA Training consultants to be more successful Careers and career development are now YOUR responsibility. Learning consulting skills is key to career success.
  5. 5. <ul><li>DEFINITION OF A CONSULTANT </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden rule goals </li></ul><ul><li>Six phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful to learn more, visit my blog at groveusa/groveblog
  6. 6. Definitions and Distinctions Grove USA Training consultants to be more successful CONSULTANT A person in a position with some influence but no direct power to make changes or implement programs. External consultant is not a member or part of the system to which s/he is consulting. MANAGER Someone who has direct responsibility , power and control . CLIENT The person the consultant wants to influence . INTERNAL CONSULTANTS People in staff or support roles are internal consultants, even if called something else (HR, Finance, Audit, Marketing, etc.) LINE MANAGERS Clients for services provided by support people (internal consultants) within the organization.
  7. 7. <ul><li>Consultant or Manager? </li></ul><ul><li>Alfred tells us, </li></ul><ul><li>“ It was a great four-month project. I headed the account team </li></ul><ul><li>for McDonald’s. We installed the new marketing management </li></ul><ul><li>system. We assessed the problems, designed the system, and </li></ul><ul><li>got Alice, the line manager, to let us install the system from top </li></ul><ul><li>to bottom.” Alfred a manager or a consultant? Explain? </li></ul>Grove USA Training consultants to be more successful Definitions And Distinctions
  8. 8. The Consulting Dilemma <ul><li>Giving Advice with NO direct control </li></ul><ul><li>Giving unsolicited advice </li></ul><ul><li>Wanting someone to listen </li></ul><ul><li>Wanting someone to heed your advice </li></ul><ul><li>Knowing if someone is listening or following your advice </li></ul><ul><li>Assuming we have control when we don’t! </li></ul>Grove USA Training consultants to be more successful
  9. 9. <ul><li>Definition of a consultant </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden rule goals </li></ul><ul><li>Six phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful
  10. 10. Internal versus External consultants <ul><li>Internal consultants often operate by mandate than choice. </li></ul><ul><li>Sell your own department’s approach. </li></ul><ul><li>Convert an adversary. </li></ul><ul><li>A manager angry with you can be career limiting. </li></ul><ul><li>Your world is easily referenced. Reputation key. </li></ul><ul><li>Status in organization can be limiting. </li></ul>Grove USA Training consultants to be more successful Consultant’s Boss Consultant Client Consultant’s Boss Client’s Boss Consultant Client
  11. 11. <ul><li>Definition of a consultant </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden rule goals </li></ul><ul><li>Six phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Where disasters most frequently occur </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful
  12. 12. Successful Consultants Possess Four Core Skills: <ul><li>Technical Skills </li></ul><ul><li>Exceed tech knowledge of the client . </li></ul><ul><li>Interpersonal & Communication Skills </li></ul><ul><li>Ideas to words and action, build alliances, negotiate; overcome resistance. </li></ul><ul><li>Consulting Skills </li></ul><ul><ul><li>Know and follow phases of consulting. </li></ul></ul><ul><li>Selling Skills </li></ul><ul><li>Consultative and multi-buyer selling skills. </li></ul>Grove USA Training consultants to be more successful
  13. 13. <ul><li>Definition of a consultant </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden rule goals </li></ul><ul><li>Five phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful
  14. 14. Types of Consulting Roles. Your Choice. Grove USA Training consultants to be more successful Vendor Consultant takes a passive role. Client directs you. Specialist Alfred. Client inactive. Consultant executes alone. Collaborative Consultant and client work interdependently; decision making bilateral; sharing, learning, growing together.
  15. 15. <ul><li>Definition of a consultant </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden Rules of Consulting </li></ul><ul><li>Six phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful
  16. 16. Golden Rules of Consulting <ul><li>Goal 1: Establish a Collaborative Relationship </li></ul><ul><li>Goal 2: Solve Problems So They Stay Solved </li></ul><ul><li>Goal 3: Ensure Attention Is Given to Both the Technical/Business Problem and the Relationships </li></ul><ul><li>Goal 4: Communicating and Completing the Consulting Phase you are in </li></ul><ul><li>Goal 5: Be Genuine </li></ul>Grove USA Training consultants to be more successful
  17. 17. <ul><li>Definition of a consultant </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden Rule goals </li></ul><ul><li>Six phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful
  18. 18. Six Phases of Consulting Grove USA Training consultants to be more successful sales sales sales sales Phase 1: Entry Phase 2: Discovery Phase 3: Contracting Phase 4: Analysis & Engagement Phase 5: Presentation & Implementation Phase 6: Recycle, New Sales or Termination
  19. 19. Five Phases of Consulting <ul><li>Phase 1: Entry </li></ul><ul><li>When client or prospective client invites us in by phone or </li></ul><ul><li>meeting. </li></ul><ul><li>Exploring the problem. </li></ul><ul><li>Getting permission to explore problem on our own and to learn political context. </li></ul><ul><li>Determining type of working relationship. </li></ul><ul><li>Revealing client’s expectations/outcomes/needs/wants. </li></ul><ul><li>Reveal who the clients are (decision makers) </li></ul><ul><li>Setting up next meeting (attendance and commitment) </li></ul><ul><li>Begin staging your needs/wants. </li></ul><ul><li>Verify budget. </li></ul><ul><li>Create how and when to get started. </li></ul>Grove USA Training consultants to be more successful
  20. 20. Five Phases of Consulting <ul><li>Phase 2: Discovery </li></ul><ul><li>Consultants need to come up with their own sense of both the problem client strengths and the political landscape. </li></ul><ul><li>How long has this been a problem? </li></ul><ul><li>What actions have you taken to resolve it? </li></ul><ul><li>What were the outcomes? </li></ul><ul><li>Why wasn’t it successful? </li></ul><ul><li>What benefits or outcomes do YOU seek? </li></ul><ul><li>Who is going to be involved? </li></ul><ul><li>Is everyone in favor of this project? Who is not? </li></ul>Grove USA Training consultants to be more successful
  21. 21. Five Phases of Consulting <ul><li>Phase 3: Contracting </li></ul><ul><li>The most critical step. </li></ul><ul><li>The inquiry and dialogue must be organized. </li></ul><ul><li>It includes setting ultimate goals for the project. </li></ul><ul><li>Defines the role with client. </li></ul><ul><li>Develop a genuine relationship. </li></ul><ul><li>Exchange needs/wants for success. </li></ul><ul><li>Identify key consulting phases and outcomes. </li></ul><ul><li>Know who will be involved in the project. </li></ul>Grove USA Training consultants to be more successful
  22. 22. Five Phases of Consulting <ul><li>Phase 4: Analysis and Engagement </li></ul>Grove USA Training consultants to be more successful <ul><li>Accomplishing the work according to the work plan. </li></ul><ul><li>Communicating your work according to the work plan. </li></ul><ul><li>Being aware of the needs and expectations of all stakeholders. </li></ul><ul><li>Managing the relationships. </li></ul><ul><li>Remaining genuine to surface issues. </li></ul>
  23. 23. Six Phases of Consulting <ul><li>Phase 5: Presentation and Implementation </li></ul><ul><li>Moment of Truth & Meeting for Action </li></ul>Grove USA Training consultants to be more successful <ul><li>GOALS </li></ul><ul><li>Keep the picture in focus. </li></ul><ul><li>Present personal and organizational data </li></ul><ul><li>Manage the meeting </li></ul><ul><li>Focus on the here and now. </li></ul><ul><li>Don’t take anything personally </li></ul><ul><li>STEPS </li></ul><ul><li>Restate the contract. </li></ul><ul><li>State Agenda and Meeting Structure. </li></ul><ul><li>Present Clear Picture. </li></ul><ul><li>Present Recommendations. </li></ul><ul><li>Ask for Reactions. </li></ul><ul><li>Ask For Concerns (affective). </li></ul><ul><li>Proceed. </li></ul><ul><li>Ask Self if you got all you wanted </li></ul><ul><li>Proceed. </li></ul>
  24. 24. Six Phases of Consulting <ul><li>Phase 6: Recycle, New Sales or Termination </li></ul><ul><li>Recycle process; new contract is discussed. </li></ul><ul><li>Extend to a larger segment of the organization. </li></ul><ul><li>Identifying new opportunities in the field </li></ul><ul><li>Become a resource to others </li></ul><ul><li>Terminate. </li></ul><ul><li>Learning from the engagement. </li></ul>Grove USA Training consultants to be more successful
  25. 25. <ul><li>Definition of a consultant </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden Rule goals </li></ul><ul><li>Six phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Navigating the contracting process </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful
  26. 26. Avoiding Projects that Don’t Fit <ul><li>Phase 2: Discovery </li></ul><ul><li>Consultants need to come up with their own sense of both the problem client strengths and the political landscape. </li></ul><ul><li>How long has this been a problem? </li></ul><ul><li>What actions have you taken to resolve it? </li></ul><ul><li>What were the outcomes? </li></ul><ul><li>Why wasn’t it successful? </li></ul><ul><li>What benefits or outcomes do YOU seek? </li></ul><ul><li>Who is going to be involved? </li></ul><ul><li>Is everyone in favor of this project? Who is not? </li></ul><ul><li>Next Step is Contracting – the Most Critical. </li></ul>Grove USA Training consultants to be more successful
  27. 27. <ul><li>Definition of a consultant </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden Rule goals </li></ul><ul><li>Six phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Navigating the contracting process </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful
  28. 28. Dealing with Resistance Grove USA Training consultants to be more successful <ul><li>The Many Faces of Resistance </li></ul><ul><li>Give Me More Detail </li></ul><ul><li>Flooding You with Detail </li></ul><ul><li>Time </li></ul><ul><li>Impracticality </li></ul><ul><li>I’m Not Surprised </li></ul><ul><li>Attack </li></ul><ul><li>Confusion </li></ul><ul><li>Silence </li></ul><ul><li>Intellectualizing </li></ul><ul><li>Moralizing </li></ul><ul><li>Compliance </li></ul><ul><li>Methodology </li></ul><ul><li>Pressing for Solutions </li></ul>
  29. 29. <ul><li>Definition of a consultant </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Golden Rule goals </li></ul><ul><li>Six phases of consulting and selling </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Navigating the contracting process </li></ul><ul><li>Where disasters most frequently occur </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful
  30. 30. Rights of a Consultant <ul><ul><li>You have the right to: </li></ul></ul><ul><ul><li>Succeed </li></ul></ul><ul><ul><li>Fail </li></ul></ul><ul><ul><li>Have your needs and wants met </li></ul></ul><ul><ul><li>Say NO </li></ul></ul><ul><ul><li>However, you are obligated to be Honest and Genuine. </li></ul></ul>Grove USA Training consultants to be more successful
  31. 31. <ul><li>Definition of a consultant </li></ul><ul><li>Key skills for successful consulting </li></ul><ul><li>Internal versus external consultants </li></ul><ul><li>Types of consulting roles and what to avoid </li></ul><ul><li>Three Golden Rule Goals </li></ul><ul><li>Six phases of consulting </li></ul><ul><li>Avoiding projects with a poor fit </li></ul><ul><li>Navigating the contracting process </li></ul><ul><li>Dealing with resistance </li></ul><ul><li>Consultant’s Bill of Rights </li></ul>LEARNING OBJECTIVES Grove USA Training consultants to be more successful SUMMARY
  32. 32. <ul><li>What we did not cover due to time constraints </li></ul><ul><li>Establishing and assessing the balance of responsibility </li></ul><ul><li>Dealing with various types and levels of resistance </li></ul><ul><li>What manager’s fear most about consultants </li></ul><ul><li>Staging the client’s involvement , step by step </li></ul>There is more… Grove USA Training consultants to be more successful Visit my blog – groveusa.com/groveblog
  33. 33. Unlocking the Secrets of Successful Consulting THANK YOU 202.341.6015 [email_address] Michael J. Grove

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