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Consulting skills RSM October 2010 dick van ginkel

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Consulting skills for the Rotterdam School of Management October 28th 2010. Dick van Ginkel

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Consulting skills RSM October 2010 dick van ginkel

  1. 1. Consulting skills Rotterdam School of Management October 2010
  2. 2. QuickTime™ en een -decompressor zijn vereist om deze afbeelding weer te geven.
  3. 3. Focus for this afternoon: Developing Soft Skills for consultants 30 minutes theory 150 minutes workshops and clinics
  4. 4. c client clientclient client consultant consultant consultantconsultant
  5. 5. Reflect for a moment on the next question: What dynamics play a part in the (first) meeting of client and consultant?
  6. 6. A Who A is B Who B is A’ Who B thinks that A is B’ Who A thinks that B is A’’ Who A thinks that B thinks that he is B’’ Who B thinks that A thinks that he is “The table of six”
  7. 7. Client and consultant: building a relation •to the point •show experience •show interest •agreement •listening •encouraging openness •sensing •structuring •respect •initimity •integrity •sincere interest How can the consultant acquire credibility? How can the consultant create confidence? How to build a trustful relation
  8. 8. Puppet theatre Client: dependent Consultant: goeroe Client: purchaser Consultant: messenger boy Brothers in arms Profiling Connecting Energizing
  9. 9. Reflect for a moment on the next question: What sort of consultants can you identify? QuickTime™ en een -decompressor zijn vereist om deze afbeelding weer te geven.
  10. 10. Consulting roles Accent on Expertise Programming Behaviour Personality Problem Client situation Problem solving techniques Patterns of behaviour Client as a person Interventions Content solutions Problem solving procedures New behaviour Personal development Interaction Shallow Deep External- Objective Internal- Personal
  11. 11. 4 levels in communication Consultant Client 1. Content •Information, the topic 2. Structure •Procedures •Agenda •Timing 3. Interaction processes •Relations •Interaction 4. Motivational processes •Feelings •Expectations •Images •Wishes
  12. 12. Reflect for a moment: What competencies doe you need as a consultant? QuickTime™ en een -decompressor zijn vereist om deze afbeelding weer te geven.
  13. 13. awareness coachingdecisionmaking entrepreneurship gutsinspiring leadership marketdriven organizationa organizingplanningproblemsolving quality result resultoriented riskawareness selfcontrol Role specific competencies Take the selfassessment by de Caluwe/Reitsma!
  14. 14. Basic competencies for consultants analysis analyzing awareness communicationconceptual confidencecreativity dependability empathy facilitatingflexibility influencing inspiringintegrity learning listening loyalty organizational orientation performance persuasiveness presentation reflectingreflecting reflecting resiliencethinking visioning
  15. 15. Resilience Reflecting Facilitating Influencing Inspiring confidence This is what we are going to work with: In 3 mini workshops: 1.Making rapport in the first 5 minutes 2.Group experiment with levels of communication 3.Confronting yourself with personal allergies QuickTime™ en een -decompressor zijn vereist om deze afbeelding weer te geven.
  16. 16. Logistics 3 Groups Rooms .., .. and .. Each group 1 facilitator, 1 actor Everybody one chance to practice Spectators are also reviewers/critics 3 mini workshops 45 minutes each You can learn from doing, watching and reflecting, role- modelling!
  17. 17. Concentrate on specific behaviour and be concrete. Tell what you see, but keep away from interpretations Tell what effect the behaviour has on you, but stay away from bias Always check to see that your message is understood and welcome Rules for effective feedback

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