Client Engagement Skills

• A clear insight into the key engagement issues that are involved in delivering successful projects.
• An increased ability to articulate your position clearly; to handle casual meetings, and network effectively.
• Examined and tried out a set of structured approaches to prepare for and conduct client meetings. 
• Identified an appropriate set of tools and techniques for framing and operating projects, focusing on critical milestones in the life of a project, such as launch, progress reviews, conflict resolution and closure.

What you can expect :
The course follows a consulting assignment based around a case study with an intensive series of exercises designed to develop participants' thought processes as well as testing their skills. The exercises follow the ConSulT engagement process. At the end of the course, participants will be able to join the Engagement Skills Forum on our Interactive site.

Day 1 :

• The ConSulT process
• Entry: understanding clients and organisations; profiling;  creating a favourable initial impact. 
• Contracting: transaction management; handling formal client meetings.
• How to handle difficult questions

Day 2 :

• Diagnosis: Positioning, states of readiness and preparing the case for intervention.
• Setting up doable projects: client handling skills, focusing on critical meetings in the life of a project
• Intervention: Influencing; negotiation; presenting an articulate case; change management.
• Closure and action planning

The course follows our STAR approach :

• Situation appraisal: Insight into the People, Politics and  Potential aspects of what's going on in each part of the ConSulT methodology.
• Tactics: Input on the skills required; setting aims and agenda; planning the activities.
• Action: Skills practice in the framework of the case study.
• Review: Identify learning points and their practical application.