Results focused collaboration.
Our standardized initiatives reflect the key consultative principles we have
developed from our client work worldwide.
Even our standardized classroom education is “consultatively” custom fit to our
clients and delivered through sponsored private sessions only, with session
sizes typically limited to 24 participants. Some clients may choose to invite
other groups/departments or a non competing supplier/partner to economically
help share program costs.
Internal Consultative Skills
Internal Consultative Skills is an intensive and creative 3
to 5 day classroom
immersion into the key behavioral strategies and tools to establish and maintain
business value-oriented relationships with internal clients and client teams. It
is ideally suited for new or existing teams who seek to raise client value
perceptions of their capabilities. It addresses how to transform client
perceptions from “service providers” to “insightful advisors”.
Participants regularly compliment us on our rigorous internal team case studies,
which may optionally be customized as needed or left intact. The intended
educational insights that all teams generate are transferable to their real life
responsibilities through the team experience and co-facilitated debriefs.
Clients tell us this course repeatedly receives the highest participant
satisfaction ratings of all their offerings from any source.
For client convenience, US/Canada classes may be “turn-key” where we handle all
meeting room arrangements and costs, along with assuming our own travel
expenses. Your administrative duties need only be filling the class, providing a
roster, and whatever internal bookkeeping your company requires. We also assume
our own travel expenses for classes at international locations, yet prefer local
coordination of meeting room arrangements and logistics. Other arrangements are
Internal Consultative Skills “PONDER QUIET”© model
Our proprietary course model helps to show how diligently applying a rigorous
consultative methodology can help produce impressive results.
||Prepare: Gathering the requisite skills, knowledge, and attitude
to perform credibly.
|Orient:Identifying what you will need to know to understand the
problem, client, direction and role to play.
|Negotiate:Coming to agreement about outcomes, project elements,
|Document:Formalizing the understandings and scope that were
negotiated or given.
|Engage:Launching the project within the documented scope.
|Research:Gathering adequate information to meet the project
|Question:Assessing project thoroughness, quality and risk.
|Understand:Synthesizing information into priority messages.
|Inform:Presenting messages to client and other stakeholders.
|Evaluate:Reflecting on process and results.
|Teach:Sharing transferable learning that will enhance
preparation for the next engagement.
Workshops/ Practice Sessions
We can provide a range of shorter workshop/practice sessions that emphasize
continued skills development and process improvement. Each would be adapted to
your environment as needed.
Please Contact Us for ideas on enhancing your team’s value proposition. See Customized Services
for additional options to consider.
FACILITATED GROUP DECISION MAKING
Focus is on surveyed pre-work and professionally facilitated team meetings that
help the group contribute to and take ownership of the design and details of
their decisions and any desired work products. Involves neutral facilitation of
extensive discussion, effectively challenging, capturing, synthesizing, and
bringing to potential consensus the opportunities that arise. This process frees
up management to listen, reflect, and engage attendees in a non-threatening
manner that encourages commitment rather than acquiescence to the group’s
REJUVINATING PROJECT OR VIRTUAL TEAMS
Focus is on leveraging face-to-face bonding opportunities toward heightened
productivity when later working virtually under pressure situations. Includes
collaborative creativity, appreciating functional capabilities and
consultatively delivering cross-team and client messages.
SKILLS PERFORMANCE CRITERIA AND EVALUATION RATING SCALE
Focus is on a facilitated process where the performance skill areas for
consultative roles are defined, with specific observable skill rating levels
articulated for continuous performance improvement and coaching.
IMPROVING THE HUMAN ENCOUNTER
Focus is on how to get incremental agreements on team process, findings,
conclusions, and recommendations. Includes how to diplomatically help clients
see and confront choices and potential consequences/ payoffs before taking
Focus is on consultative exploration of actual needs and resolvable objections
by diffusing "I'm right, you're wrong" and other resistance behaviors. Includes
assessment of client's current ready/willing/able potential for change.
NEGOTIATING WORK EXPECTATION DILEMMAS
Focus is on discerning the potential impact of unproductive pushback behaviors
and converting them to more productive negotiated agreements. Includes assessing
work expectations, such as “one-off” requests, and how to manage polarities for
health, morale, and career enhancing opportunities that improve work-life
PROACTIVE LEADERSHIP IN EVERY ROLE
Focus is on building/honoring selected leadership traits as applied to specific
situations by any role within any job hierarchy /matrix. Includes 12 personally
adjustable categories within Analysis, Interaction, Character, and
Accomplishment dimensions. Learning contributes to the confidence and competence
needed for proactively repositioning your capabilities, offerings, and practices.
ANTICIPATING CLIENT PRIORITIES TO BUILD RELATIONSHIPS
Focus is on identifying and mapping perspectives from multiple stakeholders to
enhance accomplishing specific high priority client outcomes and results.
Includes practice in developing consultative probing questions that demonstrate
business acumen, strengthen client relationships, and help expand your image and
VIRTUAL TEAM COLLABORATION TOWARD CLIENT GOALS
Focus is on helping individuals work from their strengths by identifying their
most natural team role, while bonding from the added appreciation of the
contributions of others on the same virtual team. Includes actual team project
analysis and facilitated application of team dimensions to develop a team action
plan matched to client goals.