View
335
Download
0
Category
Preview:
Citation preview
Uniface Delivery GroupTeam Leadership
Arjen van VlietSenior Uniface Consultant
• About me• Fulfilling the role• Growing the role
Objectives
• Aspirations• Add value to the Dutch SDG organisation• Add management skills to my professional experience
• Key attributes• ‘Above average’ communicator, social skills• Pro active attitude
• Experience & achievements• Almost 20 years of working as a consultant• Almost 15 years of working with Uniface• Almost 10 years of working with / for the Compuware organization
About Me
Fulfilling the roleDelivery
• Deliver excellent service• …while increasing profitability• …and offer satisfaction on the job
3 kinds of client work:
• ‘Brains’ projects• ‘Grey hair’ projects• ‘Procedure’ projects
Fulfilling the roleDelivery
Fulfilling the roleDelivery
versus
Fulfilling the roleDelivery
Fulfilling the roleDelivery
Linking the 3 goals
Fulfilling the rolePeople management
Origin of the word ‘manager
• Lies in the French horse riding sports• ‘Le soigneur d ún champion’
(The trainer of a champion)• The manager provides ideal conditions for the
champion horse to achieve optimal performance
Managing is providing conditions through which employees can optimally make use of their qualities to achieve pursued results
Fulfilling the rolePeople management
Stereotyping the typical consultant (1)• Gets bored easily• Hates doing repetitive sorts of work• Always likes to seek out new challenges• Keyword: driven
Fulfilling the rolePeople management
Stereotyping the typical consultant (2)• Needs to constantly test his/her skills against
unfamiliair problems with uncertain probability of succes
• Prime example of ‘The Imposter Syndrome’(= “We have found you out. You’ve been faking it all these years”)
Fulfilling the rolePeople management
Fulfilling the rolePeople management
How to motivate these professionals?
Fulfilling the rolePeople management
Fulfilling the rolePeople management
Career lessons for consultants:1. Continual professional development is a lifelong requirement, not an option
2. Career health is not dependent on the volume of business you do, but the type of work you do and who you do it for
3. Don’t put your career building in other people’s hands “asset milking”
4. Take charge of your own practice development activities (marketing and selling) “asset building”
5. What the firm “ask you to do” will not automatically always be the right thing to build your asset. Keep a balance between “milking” and “building”
6. Invest in marketing to existing clients: their new business promotes both your skill asset and your client relationship asset
Fulfilling the roleSales Support
Fulfilling the roleSales Support
Fulfilling the roleSales Support
Can we…..• Develop an innovative approach to hiring• Train our people better than the competition• Develop innovative methodologies for handling our matters • Build our firmwide expertise better• Organize and specialize our people better• Listen to the market better• Invest in research an development on client issues
?
Growing the roleExceeding Expectations
Moving towards an international SDG“Making the network work”
1. Investigate available skills, past projects2. Reward consultants for international
assignments3. Reward local offices for lending out or
referring client work to other offices
Growing the roleExceeding Expectations
Questions? Discussion?
Recommended