The document outlines a two-day intensive workshop by Proctra focused on consulting skills, emphasizing experiential learning through simulations and case studies. Participants will learn to position themselves as trusted business advisors, effectively pitch recommendations, and develop key consulting skills. Balaji, with extensive consulting experience, leads the workshop, showcasing Proctra's expertise in IT process definition and implementation.

1. 1
– A Two day Intense Consulting Skills
Workshop
– A Two Day Intense
Consulting Skills Workshop

2. Introduction to
Consulting
Consulting Process
Planning the
Consulting
Engagement
Data Gathering Resistance
Analysis and
Preparing the
Recommendations
Presenting the
findings
Implementation Closure
Proctra adopts an experiential approach to training. The workshops are designed
with more emphasis on scenario, simulations, role-plays and case studies.
Case Studies
Simulation
Role Plays
Scenarios
1 2
4
3
5 6
7 8 9
2

3.  Getting Started
 Introductions
 Structure of MATRIX Workshop
 Workshop Goals & Objectives
 Case Study
 Introduction to Consulting
 The Consultant
 The Client
 Why Consulting Engagements Fail?
 Key Consulting Success Factors
 Consulting Engagement Structure & Roles
 Consulting Process
 Consulting Process
 Discovery
 Analysis
 Presentation
 Implementation
Planning the Consulting Assignment
 Stakeholder Analysis
 Kickoff meeting
 Data Gathering Plan
 Obtaining Commitment
 Common Challenges
 Case Study
Data Gathering
Getting the Big Picture
Techniques for Data Gathering
Data Gathering Guidelines
Communication Mechanisms
Do’s and Don’ts
 Group Activity
 Resistance
 Resistance
 Understanding Resistance
 Dealing with Resistance
 Case Study
3

4. Analysis and Preparing the Recommendations
 Techniques for Effective Analysis
 Preparing Recommendations
 Common Challenges
 Case Study
 Presenting the Findings
 Understanding the Environment
 Six steps for effective presentation
 Engaging the Client
 Common Challenges
 Key Success Factors
 Case Study
 Simulation Activity
 Implementation
 Implementation Plan
 Pilot Plan
Communication Plan
 Feedback on Implementation
 Case Study
Closure
 Lessons Learned
 Submission of Presentation
 Engagement Feedback
 Consultant Feedback
 Best Practices
 Summary
4

5. • Participants learn the following skills which lead them
to
– Utilize their expertise and position them as expert.
– Transform the perception of being “external consultant”
to a trusted business advisor.
– Understand the collaborative way of working with clients
– Negotiate more effectively.
– Develop the ability to pitch their recommendations
effectively to senior management.
– Avoid lock –in situations
– Gain senior management commitment and trust
5

6. Balaji has over 18 years of consulting and training experience and currently works as a Director
Consulting Services in Proctra, specializing in Business Process Consulting, Training and Change
Management. Balaji brings in a rich blend of practical hands-on and consulting experience.
Prior to this, Balaji was with Infosys Process Consulting group for 12 years and has been involved
with various clients in Australia, Canada and United States of America.
Balaji has a Post Graduate Degree in Quality Management from Anna University, India and a Degree
in Electronics & Communication Engineering from the University of Madras, India.
Balaji has been trained and certified as a Qualified Lead Auditor by the British Standards Institution
(BSI), London for ISO 9001 and ISO 27001 certifications.
Balaji completed his Project Management Professional (PMP) certification from Project
Management Institute (PMI) and Certified Quality Manager (CQM) certification from American
Society for Quality (ASQ).
Balaji has also successfully completed the Certified Information Systems Auditor ( CISA) conducted
by Information Systems Audit and Control Association (ISACA) .
6

7. Proctra Consulting Services LLP is a firm specializing in Information
Technology process definition, process training and process
implementation. Our consultants work as a strategic partner for
clients in building and improving their business processes to deliver
tangible and significant results. Proctra provides practical advice to
complex process implementation issues. Our uniqueness comes
from our ability to look beyond standard solutions to develop new
process solutions that provide superior operational improvement
and lasting competitive advantage.
7

8. For more information, please contact us .
Thank You.