Talking Points & Agenda: Overview of Universities engagement with the external world beyond pure academia and research Overview on AUB’s Engagement in Consulting Projects Regionally Situational Analyses of university dynamics and faculty engagement What key soft skills do we really need when we manage projects? How do soft skills facilitate project execution with difficult clients? Learning Objectives: Understand how academia dynamics differ than consulting. Know the key soft skills project managers need to cultivate when leading consulting projects. Get insights on the effectiveness of those soft skills when managing difficult clients.

1. Role of Soft Skills in
Academic Consulting Projects
Sami Gheriafi, EMBA

2. Agenda
‣ Introduction
‣ Corporate Relations in Academia
‣ Consulting Practice in Academia
‣ University Dynamics: a situational analyses
‣ Soft Skills needed to manage projects
‣ How helpful are they?
‣ Q&A

3. Corporate Relations in Academia
‣ One stop shop to university resources
‣ Transforming knowledge into practice
‣ Efficient R&D activities
‣ Integrated research development
‣ Bridging corporate & academic worlds
‣ Corporations are no longer philanthropists. They are
investors in higher education for a return of knowledge

4. Win-Win relationship
University gets Corporation gets
Jobs/internships/fellowships for students Future employee recruitment
Executive Education participants Executive education training for
employees
Expanded research capacity; access to
real-world problems
Campus research collaborations
Licensing revenue Licensing patents
Equipment/facilities fees Access to specialized equipment
Event funding Event sponsorship/publicity

5. Consulting Practice in Academia
‣ Beyond pure research
‣ Application of expertise for the benefit of others
‣ Impact driven, financially enriched
‣ Elevates quality of higher education

6. The people who
are crazy
enough to think
they can change
the world are the
ones who do.
Steve Jobs

7. University Dynamics (EEFs)
‣ Nature of engagement
‣ Employees vs Freelancers?
‣ Varying levels of commitment
‣ Areas of specialization
‣ Areas of research interest
‣ Do it on my own pace
‣ Varying motivations
‣ Access to research data
‣ Financial returns
‣ Engagement with external parties
‣ Conflicting priorities
‣ Institutional
‣ Faculties/Departments
‣ Individual
‣ Purpose of engagement
‣ Institutional Impact
‣ Institutional financial returns
‣ Regulatory compliance
‣ Compliance with applicable local
and international laws

8. The Soft Skill
‣ Communication
‣ Team work
‣ Creativity
‣ Problem solving
‣ Adaptability
‣ Work ethics
‣ Time management
‣ Leadership
‣ Attention to detail
‣ Interpersonal skills
The Consultant The Client

9. Communication
‣ Clarity
‣ Confidence
‣ Respect
‣ Empathy
‣ Listening
‣ Constructive feedback
‣ Friendliness
‣ Written communication
‣ Verbal communication
‣ Non-verbal
communication – Body
Language

10. Teamwork
‣ Conflict Management
‣ Delegation
‣ Listening
‣ Active listening
‣ Collaboration
‣ Cooperation
‣ Coordination
‣ Idea exchange
‣ Mediation
‣ Negotiating

11. Adaptability
‣ Curiosity
‣ Self-management
‣ Decision-making
‣ Calmness
‣ Optimism
‣ Open-mindedness
‣ Analysis
‣ Self-confidence
‣ Organization
‣ Self-motivation

12. Problem Solving
‣ Analysis
‣ Lateral thinking
‣ Logical reasoning
‣ Initiative
‣ Persistence
‣ Observation
‣ Persuasion
‣ Negotiation
‣ Brainstorming
‣ Decision making

13. Creativity
‣ Divergent thinking
‣ Inspiration
‣ Imagination
‣ Reframing
‣ Mind mapping
‣ Insight
‣ Innovation
‣ Experimenting
‣ Questioning
‣ Design

14. Work Ethics
‣ Integrity
‣ Responsibility
‣ Discipline
‣ Initiative
‣ Dependability
‣ Commitment
‣ Self-motivated
‣ Professionalism
‣ Teamwork
‣ Time-management

15. Interpersonal skills
‣ Empathy
‣ Humor
‣ Mentoring
‣ Networking
‣ Sensitivity
‣ Patience
‣ Tolerance
‣ Public speaking
‣ Positive reinforcement
‣ Diplomacy

16. Time management
‣ Goal setting
‣ Prioritizing
‣ Self-starter
‣ Planning
‣ Decision making
‣ Focus
‣ Delegation
‣ Stress management
‣ Coping
‣ Organization

17. Leadership
‣ Empathy
‣ Selflessness
‣ Agility
‣ Listening
‣ Humility
‣ Cultural intelligence
‣ Authenticity
‣ Versatility
‣ Generosity
‣ Trust

18. Attention to detail
‣ Critical observation
‣ Listening
‣ Organization
‣ Scheduling
‣ Analysis
‣ Introspection
‣ Memory
‣ Acuity
‣ Recall
‣ Questioning

19. The Consultant
… is a technical team leader on a highly technical project. He
wants to involve himself in all aspects of the project
management to ensure full oversight on how the project is
managed administratively, to determine what resources to
deploy, when, and how. He also wants to oversee spending,
decide on what to buy without due process. He is powerful
enough to cause harm to the project. His decisions are
impacting the project finances and causing stress on you
administratively. This is tainting your reputation as a project
manager with your leadership and your relationship with the
client.
The Consultant

20. The Client
… contracted us to help improve the standards of their
educational offerings and support services. The services
agreed to do are broad such as review of programs,
improve student recruitment, review of HR function, etc.
The Client became dissatisfied with service delivery.
Payments were withheld. Services were halted. We need
the Client and we need the work!
The Client

21. Com
m
unication
Team
w
ork
Adaptability
Problem
solving
Creativity
W
orkEthics
InterpersonalSkills
Tim
e
m
anagem
ent
Leadership
Attention
to
details
Active listening ✓ ✓ ✓ ✓
Analysis ✓ ✓ ✓ ✓
Confidence ✓ ✓
Critical Observation ✓ ✓ ✓
Decision making ✓ ✓ ✓
Delegation ✓ ✓ ✓
Empathy ✓ ✓ ✓ ✓
Initiative ✓ ✓ ✓
Negotiation ✓ ✓
Organization ✓ ✓ ✓ ✓
Questioning ✓ ✓
Self-confidence ✓ ✓

22. Lessons Learned
‣ Hard skills are essential in our specific industries
‣ Soft skills are the attributes that cut across all industries
‣ Our natural abilities can be nurtured when discovered
‣ Relating to emotional intelligence is a key success factor
Hard skills may earn you a spot on the project
but
Soft skills will successfully get you through the project

23. Thank You