Course Objectives & Benefits
Increase sales and retain clients
- Sell with a focus on solutions delivering value
- Develop negotiation skills to identify ways to meet both client and consultancy needs
- Build stronger and longer-lasting client relationships
Develop and Retain Consultants
- Develop a range of interpersonal and consultative skills
- Deepen knowledge and link to consultancy
- Deepen relationships between consultants
- Improve project profitability by increasing awareness of profitability drivers, and the ability to identify, escalate and resolve project issues
- Improve HR costs by reducing consulting churn
- Increase client profitability by reducing cost of sale and increasing client retention
It works because it's real
How much do individual consultants know or understand about the company?
What are your key goals & values?
What makes you stand apart from the competition?
This provides the perfect opportunity to reaffirm what is important and why via consistent messaging
Your elevator Pitch
As an individual consultant this can be a daunting situation.
Others find it easy but can often say the wrong thing.
This session explores the key ingredients to becoming comfortable & getting this right.
How good is the understanding of client requirements?
Credibility to deliver, solution robustness and value are all critical ingredients in any successful pitch.
With a team based role-play that centres around a client pitch to be delivered in tight timescales.
Defining Project Purpose
Delivery often takes place with most of those involved unaware of the true project goals.
Understanding the real value led reasons for change elevates the quality of delivery.
This gives greater alignment to the client business objectives, and leads to greater partnership.
Consultants negotiate all of the time.
Learning from their own and others' experiences it is key to stay objective & not emotional.
This role play scenario enables team to prepare fully and practice in a safe environment.
Delivering a Profit
Profitability should not be the sole preserve of the Company Directorship.
Each step of delivery (and in-between times) includes opportunities to increase revenue or decrease costs.
Understanding the key drivers enables all consultants to help maximise potential profitability.
How aware are consultants of their own natural working styles and how this relates to others?
Can people adapt their style to compliment others?
The best teams are likely to have greater awareness of each others natural strengths and weaknesses.
Whether we like it or not all consultants are on show all of the time and not just via formal PPT presentations. Every thing we say and do in front of a client can define the professional consultant.
There is no substitute for recognising this and being prepared - small changes can change perception enormously.
This is a great opportunity to remind ourselves of the basics & put them into practice.
Positive feedback is always welcomed. However constructive feedback is key to enable improvement.
Learn & Practice how to deliver and receive feedback in a positive and welcome manner.
Seek out opportunities to gain others' insight.