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

1. Consulting skills
Rotterdam School of Management
October 2010

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3. Focus for this afternoon:
Developing Soft Skills for consultants
30 minutes theory
150 minutes workshops and clinics

4. c
client
clientclient
client
consultant consultant
consultantconsultant

6. Reflect for a moment
on the next question:
What dynamics play a part in the
(first) meeting of client and
consultant?

7. 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”

8. 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

9. Puppet theatre
Client: dependent
Consultant: goeroe
Client: purchaser
Consultant: messenger boy
Brothers in arms
Profiling
Connecting
Energizing

10. Reflect for a moment
on the next question:
What sort of consultants can you identify?
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11. 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

12. 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

13. Reflect for a moment:
What competencies doe you need as a consultant?
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15. awareness coachingdecisionmaking entrepreneurship gutsinspiring leadership marketdriven organizationa organizingplanningproblemsolving quality result resultoriented
riskawareness selfcontrol
Role specific competencies
Take the selfassessment by de Caluwe/Reitsma!

16. 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

17. 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
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18. 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!

19. 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