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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 4731 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 clients 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

When does class start/end?

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

Does the course schedule include a Lunchbreak?

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.

What does GTR stand for?

GTR stands for Guaranteed to Run; if you see a course with this status, it means this event is confirmed to run. View our GTR page to see our full list of Guaranteed to Run courses.

Does ExitCertified deliver group training?

Yes, we provide training for groups, individuals and private on sites. View our group training page for more information.

Does ExitCertified deliver group training?

Yes, we provide training for groups, individuals, and private on sites. View our group training page for more information.

What does vendor-authorized training mean?

As a vendor-authorized training partner, we offer a curriculum that our partners have vetted. We use the same course materials and facilitate the same labs as our vendor-delivered training. These courses are considered the gold standard and, as such, are priced accordingly.

Is the training too basic, or will you go deep into technology?

It depends on your requirements, your role in your company, and your depth of knowledge. The good news about many of our learning paths, you can start from the fundamentals to highly specialized training.

How up-to-date are your courses and support materials?

We continuously work with our vendors to evaluate and refresh course material to reflect the latest training courses and best practices.

Are your instructors seasoned trainers who have deep knowledge of the training topic?

ExitCertified instructors have an average of 27 years of practical IT experience. They have also served as consultants for an average of 15 years. To stay up to date, instructors will at least spend 25 percent of their time learning new emerging technologies and courses.

Do you provide hands-on training and exercises in an actual lab environment?

Lab access is dependent on the vendor and the type of training you sign up for. However, many of our top vendors will provide lab access to students to test and practice. The course description will specify lab access.

Will you customize the training for our company’s specific needs and goals?

We will work with you to identify training needs and areas of growth.  We offer a variety of training methods, such as private group training, on-site of your choice, and virtually. We provide courses and certifications that are aligned with your business goals.

How do I get started with certification?

Getting started on a certification pathway depends on your goals and the vendor you choose to get certified in. Many vendors offer entry-level IT certification to advanced IT certification that can boost your career. To get access to certification vouchers and discounts, please contact Edu_customerexperience@techdata.com

Will I get access to content after I complete a course?

You will get access to the PDF of course books and guides, but access to the recording and slides will depend on the vendor and type of training you receive.

Course trainer was excellent, content was well organized. However, labs should be instructor lead versus on your own. Much time is wasted for newbees in getting acclimated to tool set, AWS environment, navigating and setting up things to complete tasks. This was my third class and I was barely able to finish most of the labs. (The first 2 classes I only finished one lab exercise for the 2 together.)

I thought the course was informative and the tools to go over the material were very nice.

I was very satisfied about how the course was organized. Sean Did a very good work

Thank Tech Data for sponsoring this course you really take care of your partners.

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.

0 options available

There are currently no scheduled dates for this course. If you are interested in this course, request a course date with the links above. We can also contact you when the course is scheduled in your area.

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