Consulting Overview for Sales Implementation Team

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I prepared this presentation for a group of sales implementation professionals who were transforming their function from project management to client consulting.

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Consulting Overview for Sales Implementation Team

  1. 1. A PRESENTATION TO CLIENT SERVICES TEAM MEMBERS by SALES COMPETENCY AND TRAINING Consulting Overview What do we mean by “Consulting?” Add vertical photo here. October 6, 2009 ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 1
  2. 2. Objectives Upon completion of this module you will be able to: Differentiate between different types of consulting. Outline the typical phases of consulting projects and identify key actions within and outcomes from each Why we are here? phase. Describe skills and practices that contribute to a How it will work? successful consulting relationship. Agenda  Introduction – Nature of the Consulting Relationship  The Consultant’s Goals  Five Phases of Consulting – Entry and Contracting – Discovery and Dialogue – Feedback and Decision to Act – Engagement and Implementation – Extension, Recycle or Termination ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 2
  3. 3. The Nature Of Consulting Consulting is not something you learn in: a day a week a month a year ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 3
  4. 4. The Nature Of Consulting ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 4
  5. 5. The Nature Three Types of Consulting: Of Consulting •Expert •Implementer •Co-Creator ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 5
  6. 6. The Consultant’s Goals  Establish collaborative relationship  Solve problems so the stay solved  Attend to technical/business problems and relationships  Develop client commitment ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 6
  7. 7. Five Phases of Consulting 1. Entry and Contracting 2. Discovery and Dialogue 3. Feedback and Decision to Act 4. Engagement and Implementation 5. Extension, Recycle or Termination ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 7
  8. 8. Phase One: Entry and Contracting  Negotiating wants  Coping with mixed motivation ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 8
  9. 9. Phase One: Entry and Contracting  Negotiating wants  Coping with mixed motivation  Dealing with concerns about exposure and loss of control  Doing triangular and rectangular contracting ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 9
  10. 10. Triangular and Rectangular Contracting Entry and Contracting Client Roles Deluxe Roles CFO AMs VP Operations CLCs VP Marketing DSMs VP Info Tech Product Managers Compliance Officer Elec. Delivery Spec. Operations Manager Billing Data Specialist Technical Analysts ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 10
  11. 11. Dallas Vensel Managing a Project with: • High Profile/Huge Revenue Opportunity • Shortened Implementation Timeframe Add vertical photo here. • Heightened Complexity • Ever Changing Variables ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 11
  12. 12. Phase Two: Discovery and Dialogue • Surfacing layers of analysis • Gaining needed data (despite client reluctance) • Recognizing that data collection Add vertical photo here. is part of the intervention • Dealing with political climate ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 12
  13. 13. Phase Three: Feedback and Decision to Act • Analysis and recommending actions to be taken • Identifying and working with different forms of resistance • Presenting data • Focusing on here and now choices • Not taking it personally Add vertical photo here. ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 13
  14. 14. Phase Four: Engagement and Implementation Choosing Engagement over Installation Creating Change – Attending to feelings – Participation – Real sense of choice Add vertical photo here. – New discussions, ideas, thinking – Co-Creating structures to fit purpose ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 14
  15. 15. Debbie Heilig Client Engagement Kari Mesick Asking questions to generate: •Collaboration •Better Future •Win-Win! Add vertical photo here. ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 15
  16. 16. Phase Five: Extension, Recycle or Termination • Evaluate project results • Determine if additional needs exist – How to address additional needs – When to extend, when to recycle and when to terminate Add vertical photo here. ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 16
  17. 17. What’s Next?  Your Feedback  Your Continued Engagement  Email with survey link Complete survey by October 12  Look for additional learning opportunities Articles Activities Sessions Questions – Talk with you supervisor or call Judy Hogan @528520 ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 17
  18. 18. Thank You for your participation… the next step is yours. Insert large photo here, formatted to back of so legal copy is readable. ©2008 Deluxe Enterprise Operations, Inc. All rights reserved. Proprietary and Confidential. 18

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