The document outlines the consulting engagement lifecycle, emphasizing the importance of understanding the client's problem, clear communication, and managing expectations. It highlights core consultancy skills such as building trust, effective listening, and offering options instead of direct solutions. Key strategies include keeping the client at the center, being adaptable in methodology, and acknowledging the client's expertise in their business.

1. CONSULTING
ENGAGEMENT LIFECYCLE & CORE
CONSULTANCY SKILLS
London College of Fashion
Executive MBA presentation
10th July 2014

2. CONSULTING
ENGAGEMENT
LIFECYCLE

3. START MIDDLE END
Analysis & Critical Thinking
Brief
Proposal
• Understanding of the
problem
• Proposed methodology
• Timescales
• Agreed outputs
• Rates
• Terms & Conditions
Kick off meeting
Consultations
Update Meetings / Key
Milestones
Draft Deliverables
Final Deliverable
Close-down

4. TOP TIPS
Make sure you understand the problem the client
wants to solve – play it back to them
Ensure the scope of work is clear
– manage ‘scope
creep’
Don’t get too hung up on the methodology – it can
change, in agreement with the client
Be clear about timescales – but they can change in
agreement with the client

5. CORE
CONSULTANCY
SKILLS

6. Depth of personal relationship
Breadth of business issues
The Trusted Advisor (Maister, Green & Galford 1990)

7. Ask yourself:
“What is going on
here?”

8. What the client thinks is the
issue might not be the issue

9. Don’t assume you have
the answer from the
beginning...

10. Hypothesise based upon
your experience

11. Keep a very open mind from the start – you
are dealing with limited information to
begin with

12. Technical mastery is
important

13. But ultimately you must build a trust-based
relationship
“You don’t get the chance to employ advisory skills until you get someone
to trust you enough to share their problems with you”

14. The Trusted Advisor (Maister, Green & Galford 1990)

15. Care about their
problem
MANAGE
EXPECTATIONS
If you say you are going
to do something... do it!
Remember the client
knows more about their
business than you
Know when you are
outside your area of
You can be creative
with the truth but
NEVER lie
Don’t be afraid to
manage the elephant in
the room
expertise
Practice the art of
thinking 3 questions
ahead

16. Never ‘tell’ someone
what to do
Express potential
solutions as options
Provide clear rationale
for each option
Remember it is the
client’s decision not
yours
That doesn’t mean you
can’t exercise
professional opinion
Not enough to be right –
you must be helpful!
Be mindful of internal
politics in determining
options
You are there to make
the client’s life easier
not harder
Ensure the client
remains the centre of
attention
The client should feel
like they have come up
with the solution

17. You have 2 ears and 1
mouth, use them in that
order
Listen and
understand... I mean
really listen
Show an interest and
establish (genuine)
rapport
Earn the right to offer
advice
Set clear goals and
outcomes
Manage the
engagement effectively
Let the small stuff go...
Research them and
their background