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Professional Development
 E
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:
- Identifying and agreeing skill
enhancement needs;
- Designing and presenting training
workshops;
- Setting specific development projects
for participants;
- Reviewing the outcomes of these
projects;
- Assessing the success of the program
overall.
Subject areas which are most commonly
included in development programs are listed below.
1. The Role of Consultancy
in the Professional Services Practice
- Why services professionals are
hired.
- What makes a project successful.
- Qualities of a good consultant.
2. Conducting a Professional Services
Project
- The initial briefing.
- Beginning the project.
- Early project requirements.
- Meeting milestones.
- Diagnostic skills.
- Getting the right information.
3. Managing the Practice/Client Relationship
- Maintaining a client focus.
- Addressing the real problem.
- Managing change.
- Involving client staff.
- Gaining acceptance.
The twelve key success factors.
4. Consultancy Ethics
- Case studies illustrating ethical
principles.
- When to say 'no' as a
professional advisor.
5. Communicating with Clients
- Questioning skills: obtaining information.
- Listening skills.
- Interpersonal differences and personality
types.
- How different personalities interact.
- Developing rapport with clients.
6. Writing Effective Client Reports
- Purpose of the client report.
- Content of the report.
- Structuring an argument in pyramid
form.
- Appearance of the report.
7. Giving Client Presentations
- Presenting to clients (e.g. proposals,
project outcomes).
- Key elements of a persuasive presentation.
- Preparing a presentation.
- Creating and maintaining interest.
- Establishing rapport.
- Understanding and overcoming nervousness.
- Preparing and using visual aids.
8. Managing Time in a Professional
Services Project
- Project planning.
- Increasing productive time.
- Reducing non-productive time.
9. On Completing a Project
- Team member debriefing.
- Client debriefing.
- Selling extensions.
10. Supervising the Work of Service
Professionals
- Meeting project objectives and
client needs.
- The project leader's role.
- Planning and controlling the project
process.
- Managing other professionals.
- Managing project realities.
11. Introduction to Selling Professional
Services
- Attitudes to selling.
- Selling intangible services.
- The consultative selling model.
- Sources of business (prospection,
market intelligence).
- 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.
12. Writing a Proposal
- Purpose of the proposal.
- Content and format of the proposal.
- Proposal writing style.
13. Meetings as a Consultancy Tool
- Meeting preparation.
- The agenda.
- Leading a consultancy meeting.
14. Developing the Practice
- Effective ways of promoting a professional
services organisation.
- Building relationships with clients.
- Securing referrals and recommendations.
15. Presenting a Professional Image
- Business etiquette.
- Social skills in the workplace.
- Presenting a professional appearance.
16. Managing Difficult Clients
- 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
Services
- Marketing principles applied to
services.
- The marketing mix.
- Market segmentation.
- Relationship marketing.
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