Consulting skillsRotterdam School of Management
October 2010
QuickTime™ en een-decompressor
zijn vereist om deze afbeelding weer te geven.
Focus for this afternoon:
Developing Soft Skills for consultants
30 minutes theory150 minutes workshops and clinics
consultantconsultantconsultant
consultant
client
client
clientclient
client
consultant consultant
consultantconsultant
Reflect for a moment on the next question:
What dynamics play a part in the (first) meeting of client
and consultant?
AWho A is
BWho B is
A’Who B thinks
that A is
B’Who A thinks
that B is
A’’Who A thinksthat B thinks
that he is
B’’Who B thinksthat A thinks
that he is
“The table of six”
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
Puppet theatre
Client: dependentConsultant: goeroe
Client: purchaserConsultant: messenger boy
Brothers in arms
Pro
filin
g
Connecting
Ener
gizin
g
Reflect for a moment on the next question:
What sort of consultants can you identify?
QuickTime™ en een-decompressor
zijn vereist om deze afbeelding weer te geven.
Consulting roles
Accent on ExpertiseProgrammin
gBehaviour Personality
ProblemClient
situation
Problem solving
techniques
Patterns of behaviour
Client as a person
Interventions Content solutions
Problem solving
procedures
New behaviour
Personal development
InteractionShallow DeepExternal-Objective
Internal-Personal
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
Reflect for a moment:What competencies doe you need as a
consultant?
QuickTime™ en een-decompressor
zijn vereist om deze afbeelding weer te geven.
awareness coaching decisionmaking entrepreneurship guts inspiring leadership marketdriven organizationa organizing planning problemsolving quality result resultoriented riskawareness selfcontrol
Role specific competencies
Take the selfassessment by de Caluwe/Reitsma!
Basic competencies for
consultantsBasic competencies for
consultantsanalysis analyzing awareness communication conceptual
confidence creativity dependability empathy facilitating flexibility influencing inspiring integrity learning listening loyalty
organizational orientation performance persuasiveness presentation reflecting reflecting reflecting
resilience thinking visioning
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 minutes2.Group experiment with levels of communication3.Confronting yourself with personal allergies
Logistics
3 GroupsRooms .., .. and ..
Each group 1 facilitator, 1 actorEverybody one chance to practice
Spectators are also reviewers/critics3 mini workshops 45 minutes each
You can learn from doing, watching and reflecting, role-modelling!
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
Recommended
