How to Unlock the Secrets of Successful Consulting

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


to learn more, visit my blog at groveusa/groveblog

Definitions and Distinctions


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?


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!


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


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.


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


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.



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


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.



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


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



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


Six Phases of Consulting

Phase 1: EntryPhase 2: DiscoveryPhase 3: ContractingPhase 4: Analysis & EngagementPhase 5: Presentation & ImplementationPhase 6: Recycle, New Sales or

Termination


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.



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?



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.



Phase 4: Analysis and Engagement


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.


Phase 5: Presentation and ImplementationMoment of Truth & Meeting for Action


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.


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.


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


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.


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


Dealing with Resistance


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


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.


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


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…


Visit my blog – groveusa.com/groveblog

THANK YOU

[email protected]

Michael J. Grove

Unlocking the Secrets of Successful Consulting

How to Unlock the Secrets of Successful Consulting

Education

Transcript of How to Unlock the Secrets of Successful Consulting