This document provides an overview of consulting skills and the consulting process. It defines internal and external consultants and their objectives. Key consulting skills include technical skills like time management and teamwork, as well as interpersonal skills like listening and building trust. The consulting process involves five stages: entry and contracting, discovery and data collection, feedback and deciding to act, engagement and implementation, and recycling, extending, or terminating the engagement. The document also discusses consultant roles, styles, and common ethical issues in consulting.

1. Basics of ConsultingBasics of Consulting
SkillsSkills
Amar Majhu

2. Teaching ObjectivesTeaching Objectives
To provide class with an
overview of key consulting skills,
the basic model of the consulting
process, and exposure to the
following:
Ethical issues in consulting
Career opportunities in
consulting

3. What is a Consultant?What is a Consultant?
Someone who provides his
or her unique expertise to an
organization or to someone
else.

4. Internal ConsultantInternal Consultant
A professional who is employed full-time
by an organization and who reports to a
general manager or other senior
management. He/she works exclusively
within the domain of the employing
organization and at the request of the
manager to whom he/she reports.

5. External ConsultantExternal Consultant
A professional who does not work within a
parent host company. A professional who
has an expertise in a specific area and
offers his/her services to the public and/or
private sector.

6. Consultant’s ObjectivesConsultant’s Objectives
To establish a collaborative relationship
To solve problems so they stay solved
To ensure attention is given to both the
technical/business problem and the
relationships

7. Key Consulting SkillsKey Consulting Skills
Technical
◦ Time management
◦ Team work
◦ Software application
Interpersonal
◦ Open minded
◦ Support
◦ Respect
Consulting
◦ Listening
◦ Building Trust
◦ Balancing Directness

8. Practical ApplicationsPractical Applications
Bain & Company seek applicants who
possess:
◦Big picture thinking
◦Problem solving logic
◦Focus on value
◦Depth and breadth- business
intuition
◦Results orientation

9. Consulting ProcessConsulting Process
Entry & Contracting
Discover & Data Collection
Feedback & Decision to Act
Engagement & Implementation
Recycle, Extension, & Terminate

10. Entry & ContractingEntry & Contracting
Negotiating
Coping with
mixed motivation
Exposure and
control
Contracting
◦Triangular
◦Rectangular

11. Discovery & Data CollectionDiscovery & Data Collection
Layers of analysis
Political climate
Resistance to
share information
Interview as a
joint learning
event

12. Feedback & The Decision ToFeedback & The Decision To
ActAct
Funneling data
Presenting data
Managing the
feedback meeting
Focus on here
and now
Don’t take it
personally

13. Block’s 10 Step FeedbackBlock’s 10 Step Feedback
Restate original
contract
Structure of
meeting
Present findings
Present
recommendation
s
Ask for client’s
reaction
Ask client did
they get what
they wanted
Decision to
proceed
Test for client
concerns-control/
commitment
Did consultant
get what they
wanted?
Give support

14. Engagement &Engagement &
ImplementationImplementation
Bet on
engagement over
mandate and
persuasion
Design more
participation then
presentation
Encourage
difficult public
exchange
Change the
conversation

15. Recycle, Extension,Recycle, Extension,
TerminatioTerminatio
Evaluate what
happened in
“Engagement and
Implementation”
Decide on next
step
◦Recycle
◦Extension
◦Termination

16. APIE Change ModelAPIE Change Model
Assess the need for change
Plan the change
Implement the change
Evaluate the change process and results

17. Consultant RolesConsultant Roles
Expert
Service
Collaborative

18. Expert RoleExpert Role
Class: Describe what behaviors are
exhibited by the client and the consultant?
Client: Inactive participation
Consultant: Determines need, gathers
data, make decisions, plans and
implements change

19. Service RoleService Role
Class: Describe what behaviors are
exhibited by the client and the consultant?
Client: Determines need, gathers data,
make decisions, plans and implements
change
Consultant: Inactive participation

20. Collaborative RoleCollaborative Role
Class: Describe what behaviors are
exhibited by the client and the consultant?
Client and Consultant: Actively
participate to determine needs, gather
data, make decisions, plan and implement
change

21. Consulting StylesConsulting Styles
Stabilizer
Cheerleader
Analyzer
Persuader
Pathfinder

22. Ethical IssuesEthical Issues
Boundaries of competence
Conflicts between ethics and company
demands
Explaining assessment results

23. Q & AQ & A