consulting skills rsm october 2010 dick van ginkel

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Consulting skills for the Rotterdam School of Management October 28th 2010. Dick van Ginkel

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Consulting skillsRotterdam School of Management

October 2010

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Focus for this afternoon:

Developing Soft Skills for consultants

30 minutes theory150 minutes workshops and clinics

consultantconsultantconsultant

consultant

client

client

clientclient

client

consultant consultant

consultantconsultant

Reflect for a moment on the next question:

What dynamics play a part in the (first) meeting of client

and consultant?

AWho A is

BWho B is

A’Who B thinks

that A is

B’Who A thinks

that B is

A’’Who A thinksthat B thinks

that he is

B’’Who B thinksthat A thinks

that he is

“The table of six”

Client and consultant: building a relation

•to the point•show experience•show interest•agreement

•listening•encouraging openness•sensing•structuring

•respect•initimity•integrity•sincere interest

How can the consultant acquire credibility?

How can the consultant create confidence?

How to build a trustful relation

Puppet theatre

Client: dependentConsultant: goeroe

Client: purchaserConsultant: messenger boy

Brothers in arms

Pro

filin

g

Connecting

Ener

gizin

g

Reflect for a moment on the next question:

What sort of consultants can you identify?

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Consulting roles

Accent on ExpertiseProgrammin

gBehaviour Personality

ProblemClient

situation

Problem solving

techniques

Patterns of behaviour

Client as a person

Interventions Content solutions

Problem solving

procedures

New behaviour

Personal development

InteractionShallow DeepExternal-Objective

Internal-Personal

4 levels in communication

Consultant Client

1. Content•Information, the topic

2. Structure•Procedures•Agenda•Timing

3. Interaction processes•Relations•Interaction

4. Motivational processes•Feelings•Expectations•Images•Wishes

Reflect for a moment:What competencies doe you need as a

consultant?

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awareness coaching decisionmaking entrepreneurship guts inspiring leadership marketdriven organizationa organizing planning problemsolving quality result resultoriented riskawareness selfcontrol

Role specific competencies

Take the selfassessment by de Caluwe/Reitsma!

Basic competencies for

consultantsBasic competencies for

consultantsanalysis analyzing awareness communication conceptual

confidence creativity dependability empathy facilitating flexibility influencing inspiring integrity learning listening loyalty

organizational orientation performance persuasiveness presentation reflecting reflecting reflecting

resilience thinking visioning

Resilience

Reflecting

Facilitating

Influencing

Inspiring confidence

This is what we are going to work with:

In 3 mini workshops:1.Making rapport in the first 5 minutes2.Group experiment with levels of communication3.Confronting yourself with personal allergies

Logistics

3 GroupsRooms .., .. and ..

Each group 1 facilitator, 1 actorEverybody one chance to practice

Spectators are also reviewers/critics3 mini workshops 45 minutes each

You can learn from doing, watching and reflecting, role-modelling!

Concentrate on specific behaviour and be concrete. Tell what you see, but

keep away from interpretations

Tell what effect the behaviour has on you, but stay away from bias

Always check to see that your message is understood and welcome

Rules for effective feedback

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