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Client Centered Consulting (CCC) Overview

This workshop answers questions about consulting to anyone in a staff support function, without formal authority, who must influence the behaviors of others.

The focus of work is based on a behavioral model of consulting that identifies specific conditions that must be met for the consulting engagement to succeed.  Stages of consulting are reviewed including specific goals and outcomes.   How the consultant builds a clear path to completing the work is demonstrated.  And, what the consultant must to do to meet client needs, and establish and maintain a positive work relationship is discussed.  Behaviors that the consultant uses to keep the work on track are modeled.  Multiple practices using mini-case studies further reinforce the behaviors required.

Just as individual consultants need to deliver on their commitments to clients, so consulting groups are charged with supporting clients’ understanding of how to best use consulting resources.  Time is taken to address infrastructure issues and how to support the consultant’s success and added value impact.  Possible topics include strategic positioning, deciding key services, marketing and realigning client role expectations. 

Specific Objectives for the two-day workshop include:

•  Clarify and differentiate between the entry and contracting stages
•  Experience consultations from client and consultant perspectives
•  Review client and consultant centered behavioral dimensions
•  Identify and respond to client resistance
•  Review and analyze contract documents
•  Try out data gathering techniques for question development
•  Review data gathering, action-decision, intervention and ending stages
•  Review the infrastructure centered dimensions
•  Complete the CCC consulting triangle
•  Develop a common language for discussion of consulting issues
•  Identify questions created by a shift to the consulting role