Skills sharing client management

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Skills SharingIntroduction to consulting – Client relationship management

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Outline

Brief introduction to what consulting is about.

How would this benefit you?

5 tips on client relationship management

Q&A

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Before we begin

The word client in this presentation refers to: Your Manager External parties Anyone whom you are delivering value to It could also be anyone who is involve in your

project in more general sense

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What is consulting?

The business of giving specialist advice to other professionals.

Consulting guru, Peter Block, defines a consultant as "someone who has influence over an individual, group, or organization, but who has no direct authority to implement changes.

"Consultants are thus also professionals who provides expert advice in their own area of expertise to solve real world problems.

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Why engage a consultant?

Clients wants an objective third party view No prior knowledge of the organization Present new ideas and a fresh approach Reframing the problems at hand

Clients lack expertise on an issue and do not have the people resources or expertise to conduct necessary research and analysis

Clients do not have the time to take a step back from operational activities to reflect on the bigger picture at hand

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Outline

Brief introduction to what consulting is about.

How would this benefit you?

5 tips on client relationship management

Q&A

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Main agenda

Today’s focus is on client management.

I would be sharing a few tips which I found to be really helpful in communicating and delivering value to your client.

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Skillset of a consultant

Data Gatherin

gPresentation

Skills

Client Management

Project Management

Data Visualization

ThoughtProcess

Just to list a few…

Frameworks

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How does this relates to you?

As graduates, we would be tasked to solve problems in our future careers.

Consider the following scenarios: You wish to please your manager You wish to excel and to seek out new

opportunities in your future career progression. Highly applicable to just about any situation in

life You wish to pursue consulting as a career

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Outline

Brief introduction to what consulting is about.

How would this benefit you?

5 tips on client relationship management

Q&A

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Tip #1 – First impression

You are late if you arrive on time. Be 15mins early.

Professionalism.

Adequate preparation.

Be smart.

Take notes immediately.

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Tip #2 – Manage Expectations

Reliable - Weekly updates

Responsive – Reply within 24 hours.

Be: Cordial, Sincere, Polite, Professional, Competent

Establish rapport Have a chat over lunch

Be well prepared.

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Tip #3 – Euphemism

As it turns out...

Certainly instead of Yes

Verify instead of check

Assists instead of help

Have a magical day

Challenges instead of problems

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Tip #4 – Asking the right question

How about… Have you thought of?

What’s your vision VS How do you see yourself in 2 years. Describe your ideal state.

Asking questions as a tool to: Probe deeper Direct the conversation Client buy in

Give people credits openly.

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Tip #5 – Justify Justify Justify

Never ever make recommendations or give suggestions without having any form of data to back you up.

2 Levels of back up.

Actionable and executable strategies

Data visualisation

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Problem solving process

Problem Scoping down Consult

Conclude with

Solution

Project Management

Communication

Communication is the key to any successful project outcomes

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Questions ?