We can help your consultants to create more value in their client engagements.
Professional services firms are under pressure. In order to stand out in a crowded market, it is no longer enough to provide technically superior advice. Clients expect much more than this – they want genuine value, and this is where superior interpersonal skills can elevate a professional from a mere service provider to the coveted role of the ‘trusted adviser’.
Our Consulting Essentials program gives consultants from all disciplines (including lawyers, accountants, engineers and other professional advisers) a framework to manage their client conversations in a way that creates genuine value.
This program is particularly useful for lawyers, accountants, engineers and other professional advisers, as well as those who advise others within their organisation (e.g. human resources professionals).
Benefits of doing this program
This program will enable your consultants to:
- gain a deeper understanding of their clients’ business drivers and how they perceive value
- better diagnose their clients’ real needs and design more innovative, value-adding solutions
- ask more insightful questions and demonstrate the ability to listen deeply
- use ‘difficult moments’ (disagreements or conflict) as an opportunity to build trust and rapport
- proactively manage expectations and perceptions to strengthen the working relationship
- build their confidence to manage the consulting process more effectively
A few weeks before the training, we’ll start getting to know you through a short online survey. This survey will prompt you to think about your current experience with difficult conversations and also inform us about what you’d like to get out of the workshop.
During the workshop, we’ll engage you in a variety of activities – including group discussions, video analysis, self-reflection, and targeted practice with the opportunity to receive coaching and feedback. You’ll receive a workbook containing a comprehensive set of notes on the topics covered in the workshop.
After the workshop, we’ll support you to embed the skills that you’ve developed. Among other things, you’ll receive electronic copies of the templates used in the workshop. We’ll also send you reminders of key strategies so that you can keep them top of mind. CMA Alumni also receive access to a free e-coaching hotline for 12 months after the workshop, which means that we’re only an email away if you need additional support with your difficult conversations.
Scheduled 2020 ‘Getting to Yes’ public workshops
Please contact CMA on 1300 765 770 to find more information.
Register your interest for public workshops in capital cities outside of Melbourne and Sydney.