consulting skills for partners - oracle the consultant and their company ... for the consulting...

Copyright © 2015, Oracle and/or its affiliates. All rights reserved.

Consulting Skills for Partners Building Excellence

Kim Miller Director, Applications Partner Enablement Oracle February, 2015


Safe Harbor Statement

The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

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Why Consulting Skills? Consulting Skills for Partners


Why Consulting Skills?

• The technology industry is starting to migrate from pure functionality to user experience

• Clients demand professional, polite, neatly groomed consultants

• Leadership, communication, patience

• Expert functionality knowledge and experience completes the package

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Building Excellence


Why Consulting Skills?

• Great consulting skills are a differentiator for the consultant and their company

• Consulting skills include all aspects of communication, motivating others and adding value both to the client and your own company

• If a consultant cannot effectively guide the client through the implementation then the client will likely not be successful

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Building Excellence


How do you Build Consulting Skills?

• Be proactive and take meaningful actions towards improving your consulting skills

• Observe others who are great communicators and motivators

• Leverage all available resources

• Proper preparation can never be overlooked

• Practice, Practice, Practice

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Building Excellence

http://snowboarding.transworld.net/photos/top-5s-mens-leather-pipe-gloves/


What is the End Result?

• World-class consultant

– Well spoken, well written

– Professional

– Confident

– True leader

– Valued contributor

– Team player

– Excellent planning & time management

– Skilled negotiator

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Building Excellence


Consulting Overview Consulting Skills for Partners


Consulting Overview

• What are some key attributes of a successful consultant?

• How can you persuade your client to trust you?

• Is there a difference between being billable and adding value?

Are You One of Us?


Consulting Overview

• Effective Contributor

• Trusted Advisor

• Billable vs. Value Add

• Act Like a Guest

• The Ultimate Goal

First Steps


Effective Contributor

• Explain the project scope

• Explain your role

• Let the client know what they can expect from you

• Let the client know what you expect of them

Consulting Overview


Trusted Advisor

• Honesty

• Consistency

• Integrity

• Professionalism

• Approachable

• Knowledgeable

Consulting Overview


Billable vs. Value Add

• Billable vs. Value Add

• Value Add vs. Demonstrated Value

• Value Add vs. Inexpensive

• Exceeding Expectations vs. Scope Creep

• Effective on Day 1

• Effective on Day 1,000

• Code of Conduct - Ethics

Consulting Overview


Act Like a Guest

• Business Etiquette

• See the client’s point of view

• Professional detachment

• The client’s day job

• Continual ownership transfer

Consulting Overview


The Ultimate Goal

• Happy, Independent Client!

• Fair profit for your company

• A learning experience for you

Consulting Overview


Professionalism Oracle PartnerNetwork


Professionalism

• What does it mean to you?

• Why is it important?

• What does it mean to your client?

What do you think?


Professionalism

• Creating a Lasting Impression

– The Attitude

– The Actions

– The Talk

A Lasting Impression


Create a Lasting Impression

• Dress

• Be on time

• Be confident

• Positive attitude

• Positive body language

• Positive tone of Voice

• Demonstrate true leadership

• Remain patient

The Attitude

Always demonstrate honesty, integrity & professionalism



• Set clear expectations

• Clearly document your findings, recommendations, results & benefits

• Spend the client’s money as if it is your own

• Proper etiquette and language

• Be prepared

• Be knowledgeable

• Be approachable

The Actions

No Surprises!



• Knowing what not to say is just as important as knowing what to say

– Offer opinions

– Offer advise

– Offer options

The Talk


What to Avoid

“It might not be supported but we can make it work anyways”

Know what not to say


What to Avoid

“This version is very immature and hundreds of bugs have been reported. Why didn’t you install the previous release?”



What to Avoid

“The next release of the software will be generally available on March 15, 2016”



What to Avoid

“I created a modification specification for you. I know of an independent consultant who can write the code for you for a great price.”



What to Avoid

“I’m scheduled to start another project next Monday but I’m sure I can get out of the commitment if you can renew me for 2 more weeks.”



Building Consulting Skills within Your Organization

• Do you have a soft skills program at your company?

• Why not build one?

• Just make up your mind to do it

• Ask me how

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Building Excellence


The Oracle Way to Consulting Available June 2015

• In response to the overwhelming demand for the Consulting Skills for Partners class, McGraw-Hill is publishing The Oracle Way to Consulting

• Available for pre-purchase at Amazon.com, Barnes & Noble and other major retailers

• Ships June 19, 2015

• www.oraclewaytoconsulting.com/ www.amazon.com/author/millerkim

http://www.amazon.com/author/millerkim

http://www.barnesandnoble.com/w/the-oracle-way-to-consulting-kim-miller/1120891583?ean=9780071847803

http://www.oraclewaytoconsulting.com/

http://www.amazon.com/author/millerkim

http://www.oraclewaytoconsulting.com/

consulting skills for partners - oracle the consultant and their company ... for the consulting...

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