Consultancy Skills for Training and Development Professionals

Consultancy Skills for Training and Development Professionals 2 Days
Designed for you if
You are a training and development consultant, HR business partner or a training manager and you wish to develop your consultative selling skills to provide of client-centred tailored training solutions. If you want to understand the meaning and application of 'HR Mastery' in a personal and organisational context then this is the solution for you.
Outcomes
You will be able to:
Choose and apply a consultancy style that builds rapport
Gain entry with clients and begin the consultancy process
Explain how organisational culture influences training consultancy and recommend appropriate solutions to meet the needs of culture
Convert opportunities and monitor your sales pipeline
Identify relevant data. Analyse and interpret data effectively
Focus on analytical and proactive thinking to those client issues you are engaged to address
interact with colleagues and clients alike, developing professional relationships with those who are part of the solution
Demonstrate the key skills of training consultancy
Develop strategies for marketing your consultancy and tailored training services.
Organisational Benefit
Organisations are facing rapid change and complex problems. Increasingly customers are responding by expecting training consultants to respond quickly with practical, creative options that provide quality and are cost effective. This course will help develop confidence in working with clients at all levels. It will enable HR and training consultants to raise their profile, extend their skills and make a real difference within the organisation by providing a valuable, effective, tailored training and consultancy service.

Personal Benefit
The HR business partner role is emerging as critical to the success of your clients. It brings together the business agenda and HR development practices and aims to deliver effective business solutions and maximise organisational performance. The role is complex and diverse and HR Mastery is essential
What Happens?
We will explore both theoretical and practical aspects of training consultancy. Inputs will be interspersed with exercises, case study, and self analysis designed to extend your skills and capabilities. This is a particularly challenging, enjoyable and rewarding course.
Essential Content
What is the scope of my product or service?
Consultancy buying and selling processes
Being clear about your services, promoting them, choosing channels to market
Prospecting: finding and qualifying opportunities
Proposition design: identifying the key factors that will make a proposition compelling for a client. Addressing client objections and concerns
Developing confidence in yourself and your products
The Consulting Process
Situation Appraisal
Preparing for and conducting client meetings
Developing a proposition jointly with a client
Understanding clients and organisations; profiling; creating a favourable initial impact
Positioning yourself with the client
Influencing clients
Contracting: transaction management; handling formal client meetings.
How to handle difficult questions
Contracting
Diagnosis: recognising states of readiness and preparing an approach for intervention.
Advanced communications with NLP
The STAR approach
Situation appraisal: Insight into the People, Politics and Potential aspects of what's going on in each part of the consulting process
Tactics: Input on the skills required; setting aims and agenda; planning and activities
Action: Ensuring you deliver timely and comprehensive solutions
Review: Amending proposals ensuring best fit solutions
Developing recommendations
Pitching: preparing your pitch
Negotiating skills
Framing for gain in sales negotiations
Utilising the art & science of persuasion in sales negotiations
Closing the sale