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Leveraging The Consultative Approach®
Master the Art of Creating Top-tier Consultative Relationships
 Program Benefits
Leveraging The Consultative Approach®, from Advance Consulting, Inc., helps your top performers and leaders apply consultative skills to successfully develop and manage complex, high profile client relationships. Building on skills developed in The Consultative Approach® workshop, this program focuses on individuals' current consulting relationships and develops strategies for moving them to the next level. Participants assess complex client relationships and learn that partnerships are driven by elements such as common goals, values, trust, commitment, open communication, and collaboration. Participants apply proven strategies for effectively recognizing, resolving and preventing conflict, and learn how to move themselves and their clients to a productive partnering mode. At the end of the workshop, each participant walks away with a plan outlining how to build a stronger partnership with a specific client by implementing partnering strategies and conflict resolution processes.
After experiencing Leveraging The Consultative Approach, your top performers and leaders will be better able to:
- use consultative skills to maintain and enhance business relationships
- act as a partner with clients
- clearly communicate the ROI for each project
- better understand clients' business needs
- identify areas of improvement and uncover business opportunities
- broaden their perspective and see the value in giving voice to differing opinions
- develop the capacity to choose collaboration over conflict
- better resolve conflict "in the moment" and go beyond symptoms to uncover root causes of conflict
Program Description
Working in groups, participants focus on their own consulting projects and relationships. They begin by assessing and rating their current business partnerships using Advance Consulting's Partnering Factors. Participants create an understanding of the elements that drive relationships, learn strategies for preventing and resolving conflict, and apply all of their new learning to a specific client situation. Program content includes:
I. Partnering Factors:
- Common Goals – how to recognize, focus and commit to the higher, overarching goal
- Common Values – how to determine what is mutually important, and work together despite differences
- Open and Complete Communication – the key to working through difficult times
- Trust – dependent on integrity and reliability, and often the deciding factor in determining partnerships
- Commitment – what it looks like and how to obtain it
- It Works – the overall sense of mutual respect, chemistry, and collaboration
II. Conflict Strategies:
- Recognizing Conflict – recognizing the emotional levels and stages of conflict
- Resolving Conflict – a practical model for resolving confllict quickly while increasing trust and commitment
- Preventing Conflict – how to analyze the root causes of conflict and develop strategies for preventing it
Implementation/Customization
Leveraging The Consultative Approach is a two-day, interactive workshop in which participants work on real-life situations, in teams and with peer coaches. The program is an effective advanced class for participants of The Consultative Approach and can also be delivered as a stand-alone workshop for more senior audiences. A reinforcement website is available. Keynote speeches can also be customized and delivered based on this topic.
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