have an excellent track record in designing
and presenting professional development programs and management
training to enhance the skills of professional staff whose
success depends on working effectively with clients, considerable
flexibility, resourcefulness, tenacity or innovation.
Typically, we develop training
programs tailored to the particular needs of our client organisation.
Generally programs involve:
Subject areas which are most commonly
included in development programs are listed below.
- Identifying and agreeing skill
- Designing and presenting training
- Setting specific development projects
- Reviewing the outcomes of these
- Assessing the success of the program
1. The Role of Consultancy
in the Professional Services Practice
2. Conducting a Professional Services
- Why services professionals are
- What makes a project successful.
- Qualities of a good consultant.
3. Managing the Practice/Client Relationship
- The initial briefing.
- Beginning the project.
- Early project requirements.
- Meeting milestones.
- Diagnostic skills.
- Getting the right information.
4. Consultancy Ethics
- Maintaining a client focus.
- Addressing the real problem.
- Managing change.
- Involving client staff.
- Gaining acceptance.
The twelve key success factors.
5. Communicating with Clients
- Case studies illustrating ethical
- When to say 'no' as a
6. Writing Effective Client Reports
- Questioning skills: obtaining information.
- Listening skills.
- Interpersonal differences and personality
- How different personalities interact.
- Developing rapport with clients.
7. Giving Client Presentations
- Purpose of the client report.
- Content of the report.
- Structuring an argument in pyramid
- Appearance of the report.
8. Managing Time in a Professional
- Presenting to clients (e.g. proposals,
- Key elements of a persuasive presentation.
- Preparing a presentation.
- Creating and maintaining interest.
- Establishing rapport.
- Understanding and overcoming nervousness.
- Preparing and using visual aids.
9. On Completing a Project
- Project planning.
- Increasing productive time.
- Reducing non-productive time.
10. Supervising the Work of Service
- Team member debriefing.
- Client debriefing.
- Selling extensions.
11. Introduction to Selling Professional
- Meeting project objectives and
- The project leader's role.
- Planning and controlling the project
- Managing other professionals.
- Managing project realities.
12. Writing a Proposal
- Attitudes to selling.
- Selling intangible services.
- The consultative selling model.
- Sources of business (prospection,
- Features, benefits to clients,
competitive advantage, evidence.
- The buying process.
- Preparing the first sales meeting.
- Conducting the first sales meeting.
- The sales presentation.
- Negotiating buyer resistance.
- Closing the sale.
13. Meetings as a Consultancy Tool
- Purpose of the proposal.
- Content and format of the proposal.
- Proposal writing style.
14. Developing the Practice
- Meeting preparation.
- The agenda.
- Leading a consultancy meeting.
15. Presenting a Professional Image
- Effective ways of promoting a professional
- Building relationships with clients.
- Securing referrals and recommendations.
16. Managing Difficult Clients
- Business etiquette.
- Social skills in the workplace.
- Presenting a professional appearance.
- Degrees of difficulty.
- Why they are like that.
- How to manage them.
17. Managing your Manager
- Understanding your manager.
- Understanding yourself.
- Managing your behaviour in the relationship.
18. Marketing and Professional
- Marketing principles applied to
- The marketing mix.
- Market segmentation.
- Relationship marketing.