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This program will provide participants with the techniques, approaches and skill sets inherent in effective "value driven" consulting and provide an understanding of the benefits as they apply to both firm and individual practices. Participants will identify the different characteristics, behaviors and thought processes associated with moving from a transaction orientation, to a relationship orientation, to that of a trusted advisor.
Participants will develop best-in-class strategies for:
- Establishing and maintaining collaborative partnerships with clients while maintaining objectivity and expressing opposing views
- Developing client support and affirmation through implementation of recommendations
- Avoiding no-win situations including understanding nuances and implications of problem situations and the power of saying no
- Dealing with resistance and increasing leverage with clients
- Maintaining objectivity and expressing opposing views
- Developing client commitment and a relationship of mutual trust
Senior faculty will discuss strategies for managing an effective consulting relationship while guiding participants to take a closer look at some of the traps into which consultants fall when they're dealing with difficult clients and issues.
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