Business Dimensions

Consulting With the Client - Calgary IIBA® Members


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Designed For:
Business analysts, business or IT professionals, solution delivery teams, or technical specialists that deliver services as internal or external consultants. This course may also be of interest to supervisors, project managers, customer representatives or those delivering services or supporting business change initiatives.

Overview:
This two day seminar provides the participants with a good understanding of what is required to build trust, handle challenges and conflict that often arise in difficult or complex situations and use language skills and techniques to stay in control and maintain effective relationships. The participant will leave with a structured framework of the engagement process, practical tools for increasing their engagement success and a strategy for building and maintaining strong relationships with their clients.

For a limited time we are offering our 2009 fall session at 50% off the regular price to Calgary IIBA® Members. Simply bring your Calgary IIBA® Membership proof to the session. If you are not yet a Calgary IIBA® Member, click here.

Benefits:
The participants will strengthen their ability to engage with, build and maintain strong relationships with their clients, and:
  • Understand their responsibilities as a consultant
  • Understand where they are in the engagement cycle
  • Build on the level of trust established with their clients
  • Handle challenges and conflict more effectively
  • Establish self awareness of their communication style
  • Increase their effectiveness and resourcefulness in handling the human elements of solution delivery and change

    • Prerequisites:
    None

    Course Content:
    Unit 1: The Consultancy Process
  • What is consultancy?
  • Responsibilities and outcomes
  • Key skills, traits and characteristics
  • Defining success

    • Unit 2: Relationship Based Engagement
  • Value definition
  • Differentiating value of services
  • The value model
  • Value proposition
  • Conditions for engagement
  • Five steps to relationship based engagement
  • Making contact
  • Establishing trust
  • Reaching conceptual agreement
  • Options and proposals
  • Getting results

    • Unit 3: Developing Strong Relationships
  • Communication trust
  • Intent
  • Personal filters
  • Active listening
  • Verbal and non verbal messages
  • Enrolling others

    • Unit 4: Handling Difficult Situations
  • Sources of conflict
  • Customer driven change
  • Handling challenges and conflict effectively
  • Communication model for resolving conflict
  • Communication techniques for difficult
    		•   
    Training Category:
    Classroom Training

    Price:
    $647.50

    Registration:
    Registration for this event is currently closed.

    Refer to Schedule for complete list of courses scheduled.
    2005 - 2026