2. Outline
Brief introduction to what consulting is about.
How would this benefit you?
5 tips on client relationship management
Q&A
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3. Before we begin
The word client in this presentation refers to:
Your Manager
External parties
Anyone whom you are delivering value to
It could also be anyone who is involve in your project
in more general sense
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4. What is consulting?
The business of giving specialist advice to other
professionals.
Consulting guru, Peter Block, defines a consultant
as "someone who has influence over an individual,
group, or organization, but who has no direct
authority to implement changes.
"Consultants are thus also professionals who
provides expert advice in their own area of
expertise to solve real world problems.
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5. Why engage a consultant?
Clients wants an objective third party view
No prior knowledge of the organization
Present new ideas and a fresh approach
Reframing the problems at hand
Clients lack expertise on an issue and do not have
the people resources or expertise to conduct
necessary research and analysis
Clients do not have the time to take a step back
from operational activities to reflect on the bigger
picture at hand
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6. Outline
Brief introduction to what consulting is about.
How would this benefit you?
5 tips on client relationship management
Q&A
Slide 6 of 16
7. Main agenda
Today’s focus is on client management.
I would be sharing a few tips which I found to be
really helpful in communicating and delivering
value to your client.
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8. Skillset of a consultant
Just to list a few…
Data Presentation
Gathering Skills
Client Project
Frameworks
Management Management
Thought Data
Process Visualization
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9. How does this relates to
you?
As graduates, we would be tasked to solve
problems in our future careers.
Consider the following scenarios:
You wish to please your manager
You wish to excel and to seek out new opportunities
in your future career progression.
Highly applicable to just about any situation in life
You wish to pursue consulting as a career
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10. Outline
Brief introduction to what consulting is about.
How would this benefit you?
5 tips on client relationship management
Q&A
Slide 10 of 16
11. Tip #1 – First impression
You are late if you arrive on time. Be 15mins early.
Professionalism.
Adequate preparation.
Be smart.
Take notes immediately.
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12. Tip #2 –
Manage Expectations
Reliable - Weekly updates
Responsive – Reply within 24 hours.
Be: Cordial, Sincere, Polite, Professional, Competent
Establish rapport
Have a chat over lunch
Be well prepared.
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13. Tip #3 – Euphemism
As it turns out...
Certainly instead of Yes
Verify instead of check
Assists instead of help
Have a magical day
Challenges instead of problems
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14. Tip #4 – Asking the right
question
How about… Have you thought of?
What’s your vision VS How do you see yourself in 2
years. Describe your ideal state.
Asking questions as a tool to:
Probe deeper
Direct the conversation
Client buy in
Give people credits openly.
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15. Tip #5 –
Justify Justify Justify
Never ever make recommendations or give
suggestions without having any form of data to
back you up.
2 Levels of back up.
Actionable and executable strategies
Data visualisation
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16. Problem solving
process
Communication
Conclude
Scoping
Problem Consult with
down
Solution
Project Management
Communication is the key to any successful project outcomes
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