Consulting Skills for Systems Engineers

5 Day Course
Code CHCSSE

This course has been retired. If you are looking for an onsite or closed course, please see Essential Consulting Skills. If you are looking for a public scheduled course, please see Introduction to Consulting Skills.

Modules

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SETTING THE SCENE (2 topics)

  • Clarifying the consulting environment
  • Selling the need for consultants

ROLE OF THE CONSULTANT (5 topics)

  • Activities carried out by consultants
  • Experience required to be an effective consultant
  • Essential skills and personal attributes
  • The consultants toolkit
  • Personal assessment (preliminary)

THE CONSULTANCY LIFECYCLE (4 topics)

  • Why the lifecycle is needed
  • Phases of the lifecycle
  • Identifying the true client
  • Establishing the Statement of Work

BUILDING AND MANAGING RELATIONSHIPS (4 topics)

  • Components of a business relationship
  • Establishing the relationship
  • Recognizing success
  • Managing ongoing relationships

ASSERTIVE INFLUENCING (2 topics)

  • Passive, aggressive and assertive behaviors
  • A model for assertive influencing

NEGOTIATING SKILLS (2 topics)

  • When consultants negotiate
  • The 4-stages of negotiating

SITUATION ANALYSIS (4 topics)

  • Effective Listening
  • Using Ishikawa diagrams
  • Separating wants from needs
  • Gaining interim support

CREATIVE THINKING (3 topics)

  • Overview of creative thinking
  • Visioning workshops
  • Deciding the way forwards

COMMERCIAL AWARENESS (6 topics)

  • Components of a business case
  • Types of benefit
  • Estimating tangible benefits
  • Types of cost
  • Estimating costs
  • Cost benefit analysis

COMMUNICATION SKILLS FOR IT CONSULTANTS (3 topics)

  • Proposal writing
  • Presenting the proposal
  • Gaining support from the client

SUMMARY & CONCLUSION (3 topics)

  • Key learning points
  • Personal assessment (final)
  • Action planning

Prerequisites

There are no prerequisites for this course.

Sections