The overall goal of this program was to enhance the value that the FMA brings to client projects. This is accomplished through building skills in several key areas such as: questioning, listening, managing expectations, setting boundaries, assessing risk, contracting, and leading change. Through discussion, role plays and case studies, the seminar covers the following topics:
How to build rapport with clients and identify appropriate business advisor roles
How to effectively “frame” the client’s business problem
Questioning and listening techniques when interviewing clients
Receiving client feedback
Building effective agreements and contracts
How to say “no”, and still leave a client with useful options
Ongoing expectations of management
Implementation and team issues
Handling resistance to change
Personal business advisor challenge (Videotaped session)
The cornerstone of this program is the Consulting Skills Profile, in which participants assess their technical, consulting and business partnering skills. The profile is also given to a mix of internal clients and peers, so that self-perceptions can be compared to others’ perceptions.
This website contains the link to the Program and Trainer Evaluations that were done immediately after the course as well as the Action Assessment phone interview report that was done 2 ½ to 3 weeks after the course was completed.
To view these evaluations and reports, click on the Quia Home Page link below and from the Home Page click on Enter Quia Web. Type in internalconsulting as the User Name and enter AEG123 as the password and click Log in. Click on the Quizzes tab and in the My Quiz Session section of the screen, click the Statistics/Grade link for the assessment/evaluation session you wish to review (July 2002). Links within each session allow you to review the results by either student or by question.
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