In this video, instructor Bob McGannon walks you through the initial interview of a consulting engagement. He shares the correct answer for the exercise, along with the hints and indicators from the interview that led to that recommended solution.
- After watching that conversation,…I'll be you're saying that I could have played…every role in the consultant playbook,…and I wouldn't argue with you.…There are some key points in the dialogue…that send clear messages…about what the client is wanting and expecting…and which indicate the specific roles I need to play.…I'll share those with you, but I don't want to…be too prescriptive here.…There are other hints and tips about success…my client is sharing with me in this dialogue,…so beyond the roles, I will share thoughts…on those success perspectives as well.…
Early on, the client is clearly calling…for the consultant to take on…the role of the follower-listener.…Initially she says.…- We have, it's just that each finance organization…favors their own way of doing things…and senior leadership has been reluctant…to choose one process over another.…- And later in the discussion, she's more direct.…- I'd like you to help get us on one page.…Help me rally the team of finance managers…and show them that consolidating systems and process…
- Identify the critical requirements needed to become a successful consultant.
- Review the roles a consultant can fulfill to increase their success when dealing with clients.
- Recognize approaches for assessing your success level with a client before you've received a formal evaluation.
- Explore how to switch between consulting roles without confusing or aggravating your client.
- Review the change management conditions that must be in place to successfully deploy your consulting solutions.
- Identify the actions that maximize your chances for future work with a client.