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Increase Your Value to Clients by Acting Consultatively
 Program Benefits
This program from Advance Consulting, Inc., offers a new approach to working with clients that changes the mindset of most business professionals. The program helps professionals develop a "consultant" mindset that enables them to better understand business issues and provide higher-level business solutions, expand their influence, and increase the satisfaction of clients and employees with whom they interact. The program, based on the book The Consultative Approach (by LaGrossa and Saxe) focuses on truly understanding clients, and presents a process for working through pre-sales, planning, implementation, and identification of new opportunities. The result is ongoing partnerships in which new opportunities are identified, better solutions are generated, and clients begin to involve the professional in strategic business discussions. After experiencing this program, your professionals will be able to:
- act as a business partner with clients rather than just a solutions provider
- better understand business issues, needs, and strategies
- recommend more relevant and valuable business solutions
- better identify new business opportunities
- greatly expand their influence within client organizations
- increase productivity through effective interactions with internal and external clients
Program Description
The first step is to shift client conversations from technical issues to business issues. The program begins with this challenge using real-life situations. Participants develop a deeper understanding of client needs, issues, strategies, and personalities; develop a strategy for working with clients; and manage each interaction for the purpose of building trust and commitment and moving the project forward. Program content includes:
I. Working Consultatively with Your Clients:
- Defining Your Clients – Internal and External
- The Roles You Play – Expanding Your Expertise: technical expert, coach, facilitator, problem-solver, administrator, influencer, strategist
- Presenting Your Expertise to Gain Influence
- Working Strategically with People
- Managing Client Interactions – to build trust and commitment and obtain optimum results
II. The Consultative Process:
- Creating Work Agreements
- Defining Key Issues and Solution Ideas
- Gaining Commitment for Your Recommendations
- Implementing Solutions and Making Them Stick
Implementation/Customization
The program is a two-day, interactive workshop in which participants work on real-life situations, in teams and with peer coaches. The program includes online prework and 50+ online reinforcement activities and tools. Skills and tools are applied to and integrated with your organization's unique methodology and processes, and customization is provided to achieve business objectives. Keynote speeches are also available based on this topic.
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