Michael J. Grove Grove USA Free Agent Consultant Unlocking the Secrets of Successful Consulting
Oct 18, 2014
Michael J. GroveGrove USA
Free Agent Consultant
Unlocking the Secrets of Successful Consulting
International franchise strategy firm.
World premier brand identity consultancy.
Enterprise software for marketers.
Marketing Professor, executive MBA program.
Marketing and Sales Consulting Experience
Launch technology companies and careers
Professor, Graduate School of Continuing Studies.
Active volunteer. Co-chair the AMA Mentor program. Growing network..
Alltel – 360 Communications, AKAmerican Red Cross, OHAmoco, ILAmegy Bank, TXBayer, INBombardier, CanadaCash Station, ILCole Parmer, ILConoco Oil, TXCrum & Forster Insurance, PACyberonics, TXDun & Bradstreet, NJField Container, ILFranklin Templeton, CanadaFrito Lay, TXGeneral Foods, MN
Intergraph, ALKellogg’s, MIKinko’s, GALane Crawford, Hong KongMcDonald’s, ILMCI Systemhouse, TXMonsanto, IAOmron Healthcare, ILPharmacia, MIQuaker Oats, ILRegis, MNSciTech, ILSearle, ILSunEdison, MDTYCO Valves, TXWal-Mart, AR3M, MN
Marketing and Sales Consulting Experience
The FUTURE
A hybrid model combining internal and external consultants.
Grove USA Training consultants to be more successful
Careers and career development are now YOUR responsibility.
Learning consulting skills is key to career success.
DEFINITION OF A CONSULTANT Key skills for successful consulting Internal versus external consultants Types of consulting roles and what to avoid Golden rule goals Six phases of consulting and selling Avoiding projects with a poor fit Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
to learn more, visit my blog at groveusa/groveblog
Definitions and Distinctions
Grove USA Training consultants to be more successful
CONSULTANTA person in a position with some influence but no direct power to make changes or implement programs. External consultant is not a member or part of the system to which s/he is consulting.
MANAGER Someone who has direct responsibility, power and control.
CLIENTThe person the consultant wants to influence.
INTERNAL CONSULTANTSPeople in staff or support roles are internal consultants, even if called something else (HR, Finance, Audit, Marketing, etc.)
LINE MANAGERSClients for services provided by support people (internal consultants) within the organization.
Consultant or Manager?
Alfred tells us,
“It was a great four-month project. I headed the account team
for McDonald’s. We installed the new marketing management
system. We assessed the problems, designed the system, and
got Alice, the line manager, to let us install the system from top
to bottom.” Alfred a manager or a consultant? Explain?
Grove USA Training consultants to be more successful
Definitions And Distinctions
The Consulting Dilemma
Giving Advice with NO direct control Giving unsolicited advice Wanting someone to listen Wanting someone to heed your advice Knowing if someone is listening or following
your advice
Assuming we have control when we don’t!
Grove USA Training consultants to be more successful
Definition of a consultant Internal versus external
consultants Key skills for successful consulting Types of consulting roles and what to
avoid Golden rule goals Six phases of consulting and selling Avoiding projects with a poor fit Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
Internal versus External consultants
Internal consultants often operate by mandate than choice. Sell your own department’s approach. Convert an adversary. A manager angry with you can be career limiting. Your world is easily referenced. Reputation key. Status in organization can be limiting.
Grove USA Training consultants to be more successful
Consultant’s Boss
Consultant Client
Consultant’s Boss
Client’s Boss
Consultant Client
Definition of a consultant Internal versus external consultants Key skills for successful consulting Types of consulting roles and what to
avoid Golden rule goals Six phases of consulting and selling Avoiding projects with a poor fit Where disasters most frequently occur Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
Successful Consultants Possess Four Core Skills:
Technical SkillsExceed tech knowledge of the client.
Interpersonal & Communication SkillsIdeas to words and action, build alliances, negotiate;
overcome resistance.
Consulting SkillsKnow and follow phases of consulting.
Selling SkillsConsultative and multi-buyer selling skills.
Grove USA Training consultants to be more successful
Definition of a consultant Internal versus external consultants Key skills for successful consulting Types of consulting roles and what to
avoid Golden rule goals Five phases of consulting and selling Avoiding projects with a poor fit Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
Types of Consulting Roles. Your Choice.
Vendor
Consultant takes a passive role. Client directs you.
Specialist
Alfred. Client inactive. Consultant executes alone.
Collaborative
Consultant and client work interdependently; decision making bilateral; sharing, learning, growing together.
Grove USA Training consultants to be more successful
Definition of a consultant Internal versus external consultants Key skills for successful consulting Types of consulting roles and what to
avoid Golden Rules of Consulting Six phases of consulting and selling Avoiding projects with a poor fit Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
Golden Rules of Consulting
Goal 1: Establish a Collaborative Relationship
Goal 2: Solve Problems So They Stay Solved
Goal 3: Ensure Attention Is Given to Both the
Technical/Business Problem and the Relationships
Goal 4: Communicating and Completing the Consulting
Phase you are in
Goal 5: Be Genuine
Grove USA Training consultants to be more successful
Definition of a consultant Internal versus external consultants Key skills for successful consulting Types of consulting roles and what to
avoid Golden Rule goals Six phases of consulting and selling Avoiding projects with a poor fit Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
Six Phases of Consulting
Phase 1: EntryPhase 2: DiscoveryPhase 3: ContractingPhase 4: Analysis & EngagementPhase 5: Presentation & ImplementationPhase 6: Recycle, New Sales or
Termination
Grove USA Training consultants to be more successful
sales
salessales
sales
Five Phases of Consulting
Phase 1: Entry When client or prospective client invites us in by phone or meeting.
Exploring the problem. Getting permission to explore problem on our own and to learn
political context. Determining type of working relationship. Revealing client’s expectations/outcomes/needs/wants. Reveal who the clients are (decision makers) Setting up next meeting (attendance and commitment) Begin staging your needs/wants. Verify budget. Create how and when to get started.
Grove USA Training consultants to be more successful
Five Phases of Consulting
Phase 2: DiscoveryConsultants need to come up with their own sense of both the problem client strengths and the political landscape.
How long has this been a problem?What actions have you taken to resolve it?What were the outcomes?Why wasn’t it successful?What benefits or outcomes do YOU seek?Who is going to be involved?Is everyone in favor of this project? Who is not?
Grove USA Training consultants to be more successful
Five Phases of Consulting
Phase 3: Contracting
The most critical step. The inquiry and dialogue must be organized. It includes setting ultimate goals for the project. Defines the role with client. Develop a genuine relationship. Exchange needs/wants for success. Identify key consulting phases and outcomes. Know who will be involved in the project.
Grove USA Training consultants to be more successful
Five Phases of Consulting
Phase 4: Analysis and Engagement
Grove USA Training consultants to be more successful
Accomplishing the work according to the work plan. Communicating your work according to the work plan. Being aware of the needs and expectations of all
stakeholders. Managing the relationships. Remaining genuine to surface issues.
Six Phases of Consulting
Phase 5: Presentation and ImplementationMoment of Truth & Meeting for Action
Grove USA Training consultants to be more successful
GOALS Keep the picture in focus. Present personal and
organizational data Manage the meeting Focus on the here and now. Don’t take anything personally
STEPS Restate the contract.State Agenda and Meeting Structure.Present Clear Picture.Present Recommendations.Ask for Reactions.Ask For Concerns (affective).Proceed.Ask Self if you got all you wantedProceed.
Six Phases of Consulting
Phase 6: Recycle, New Sales or Termination
Recycle process; new contract is discussed. Extend to a larger segment of the organization. Identifying new opportunities in the field Become a resource to others Terminate. Learning from the engagement.
Grove USA Training consultants to be more successful
Definition of a consultant Internal versus external consultants Key skills for successful consulting Types of consulting roles and what to avoid Golden Rule goals Six phases of consulting and selling Avoiding projects with a poor fit Navigating the contracting process Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
Avoiding Projects that Don’t Fit
Phase 2: DiscoveryConsultants need to come up with their own sense of both the problem client strengths
and the political landscape.
How long has this been a problem? What actions have you taken to resolve it? What were the outcomes? Why wasn’t it successful? What benefits or outcomes do YOU seek? Who is going to be involved? Is everyone in favor of this project? Who is not?
Next Step is Contracting – the Most Critical.
Grove USA Training consultants to be more successful
Definition of a consultant Internal versus external consultants Key skills for successful consulting Types of consulting roles and what to avoid Golden Rule goals Six phases of consulting and selling Avoiding projects with a poor fit Navigating the contracting process Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
Dealing with Resistance
Grove USA Training consultants to be more successful
The Many Faces of Resistance Give Me More Detail Flooding You with Detail Time Impracticality I’m Not Surprised Attack Confusion Silence
Intellectualizing Moralizing Compliance Methodology Pressing for Solutions
Definition of a consultant Internal versus external consultants Key skills for successful consulting Types of consulting roles and what to avoid Golden Rule goals Six phases of consulting and selling Avoiding projects with a poor fit Navigating the contracting process Where disasters most frequently occur Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
Rights of a Consultant
You have the right to: Succeed Fail Have your needs and wants met Say NO
However, you are obligated to be Honest and Genuine.
Grove USA Training consultants to be more successful
Definition of a consultant Key skills for successful consulting Internal versus external consultants Types of consulting roles and what to avoid Three Golden Rule Goals Six phases of consulting Avoiding projects with a poor fit Navigating the contracting process Dealing with resistance Consultant’s Bill of Rights
LEARNING OBJECTIVES
Grove USA Training consultants to be more successful
SUMMARY
What we did not cover due to time constraints
Establishing and assessing the balance of responsibility
Dealing with various types and levels of resistance
What manager’s fear most about consultants
Staging the client’s involvement , step by step
There is more…
Grove USA Training consultants to be more successful
Visit my blog – groveusa.com/groveblog