Consulting Expertise
Change in Approach
• Ensure you have plenty of experience to back up the fact that you’re
saying that you can help
• Your goal – Authority, Credibility & Respect
Becoming a Consultant
• To analyze a business, taking it apart from the inside and trying to figure
where to go next with it
The Underlying Concept
Consul'ng Exper'se
An'cipate
Listen
Plan
Three Abilities
Consul'ng Exper'se
An'cipate
Listen
Plan
Three Abilities
Anticipate
Start with Know
Think in “What if’s”
Think it through Be Aware
4 Keys to Better Anticipation
• The more you Know, the better you can predict and respond.
• Spend the time educating yourself and getting to know more about who
and what is around you.
Know
Know
• Train yourself and others to consider the relationship of cause and effect in every
decision you make.
• Think of how each choice impacts the next choice.
Think in “What If’s”
Think in “What If’s”
• We’re busy and trying to move fast. In doing so we often miss the ability to capitalize on
a strategic choice
• Slow down
• Consider all options
Think it Through
Think it Through
• One of the best ways to anticipate is simply to observe, be aware of what’s around you,
evaluate your choices and act
Be Aware
Consul'ng Exper'se
An'cipate
Listen
Plan
Three Abilities
Listen
Becoming an Active Listener
Active Listening
Sensing • Postpone evalua'on
• Avoid disrup'ons • Maintain Interest
Evalua'ng • Empathize • Organize informa'on
Responding • Show Interest • Clarify the Message
80%
Keep Quiet
• Good listeners seek to understand - and challenge - the assumptions that lie below
the surface of every conversation
Challenge Assumptions
Consul'ng Exper'se
An'cipate
Listen
Plan
Three Abilities
Plan
Where Are You Going?
Seeing the Future
Periodization
Short Medium Long
A Portfolio Approach
• Time Management
• Needs Analysis
• Skills, Attitudes, Knowledge
• Tactical
Short-Term (30 Day Cycle)
• Continuous Improvement
• Operations Planning
• Behaviour Change
• Consultative
Medium-Term (6-9 Months)
• Business Evolution
• Strategy
• Foundational Change
• Strategic
Long-Term (1-2 Years)
Repeat
Consul'ng Exper'se
An'cipate
Listen
Plan
Three Abilities
