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Developing Client Relationships for Consultants (CO40) (CO40)

  • Tuition USD $1,395
  • Reviews star_rate star_rate star_rate star_rate star_half 329 Ratings
  • Course Code 8966
  • Duration 2 days
  • Available Formats Virtual, Classroom

In order to provide solutions that deliver true business value in today's complex and ever-changing business environment, technical consultants need to have strong relationships with their clients and the partners they work with. For externally-facing consultants, this is primarily driven by organizations moving from providing commodity products to providing professional services and complete solutions. Internally, the heightened need for strong relationships is also the result of solutions becoming more complex and integrated with business processes.

This means that to succeed, consultants not only need to be experts in their field, they also have to be able to build strong relationships with an increasingly diverse group of stakeholders and communicate effectively with those clients and partners. This two-day workshop helps consultants learn practical skills and techniques that can be applied immediately so they can build the right relationship the right way.

Skills Gained

  • Prioritize your individual and organizational relationships
  • Assess the current and desired level of a relationship
  • Describe the impact of customer service on relationships
  • Build rapport and trust
  • Increase the success of an interaction by using the Strategic Questioning Process
  • Identify and apply short-term and longer-term tactics to achieve your relationship goals

Who Can Benefit

Anyone in an internal or external consulting role

Project managers

Business analysts

IT professionals

Engineers

Other technical professionals who would like to improve the outcomes of their consulting engagements by:

  • Being more client-oriented
  • Communicating more effectively with clients and other stakeholders
  • Developing a deeper understanding of a cliens business and needs
  • Being able to clearly articulate the relevant business value delivered through their solutions and services

Prerequisites

Self-study on the consulting skills portal prior to class.

Course Details

1. Prework: Preparation Phase

  • Identify Your Client Engagement Opportunity, Part 1
  • Identify Your Client Engagement Opportunity, Part 2
  • Consulting Behaviours Benchmark Assessment
  • Review the Consulting Engagement Life Cycle

2. Introduction

  • Introduction to Workshop
  • Personal Learning Objectives
  • The Consulting Lifecycle
  • Your Relationships
  • The Changing Role of a Technical Consultant
  • Balancing Needs

3. Building Relationships - Core Skills

  • Being Client-Oriented
  • Adapting Your Approach and Style to Build Stronger Rapport
  • Tailoring Communications to Meet Client Needs
  • Building Trust

4. The Building Client Relationships Model

  • Three Levels of Relationships
  • Recognizing Current Levels for Your Relationships
  • Understanding and Satisfying Client Needs
  • Listening and Overcoming Client Concerns
  • Understanding Your Client's Business Model and Strategy
  • Identifying and Navigating Your Client's Informal Organization
  • Positioning Your Unique Value

5. Client Relationship Planning

  • The Client Portfolio Grid
  • Tactics for Sustaining and Strengthening Relationships
  • Developing Client Relationship Plans

6. Connection

  • Your Personal Action Plan

How do I enroll?

A comprehensive listing of ExitCertified courses can be found here. You can register directly for the required course/location when you select "register". If you have any questions or prefer to speak with an ExitCertified education consultant directly, please submit your query here. A representative will contact you shortly.

How do I pay for a class?

You can pay at the time of registration using credit card (Mastercard/Visa/American Express) cheque or PO.

What if I have training credits?

ExitCertified honors all savings programs from the partners we work with. ExitCertified also offers training credits across multiple partners through our FLEX Account.

When does class start/end?

Classes begin promptly at 9:00 am, and typically end at 5:00 pm.

Lunchtime?

Lunch is normally an hour long and begins at noon. Coffee, tea, hot chocolate and juice are available all day in the kitchen. Fruit, muffins and bagels are served each morning. There are numerous restaurants near each of our centers, and some popular ones are indicated on the Area Map in the Student Welcome Handbooks - these can be picked up in the lobby or requested from one of our ExitCertified staff.

How can someone reach me during class?

If someone should need to contact you while you are in class, please have them call the center telephone number and leave a message with the receptionist.

What languages are used to deliver training?

Most courses are conducted in English, unless otherwise specified. Some courses will have the word "FRENCH" marked in red beside the scheduled date(s) indicating the language of instruction.

Thank you for training on AWS development. Course was good and encouraging but labs need to be improved and provide more information and ask students to more work than provide solutions.

The course is well organized, and I would recommend it. The cadence can be faster.

Excellent facilities, excellent staff.. and the coffee is good too! Thanks for helping to advance my career and the career of my colleagues!

ExcitCertified(Tech Data) was great and I enjoyed my experience with them. Looking forward to taking more courses with them!

Very well organized training material. The instruction was knowledgeable and ready to help or answer questions.

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