“I have these ideas, please do it a.s.a.p.” The manager keeps the control, the goals, you must implement them with your skills. When you leave, the employees will hardly follow your advices. you can deal with the technical problem, but the “personal” side will be more difficult for you, and then you can commit a big mistake, and people will not help you. The manager has a passive role, you must gather the information, make decisions, you do not need collaboration, mutual communication is limited, you make the questions, you carry on the main events, the line manager will judge and evaluate ex-post. “You are the expert, I have no time, you handle”. Roles that a consultant must play vis-a-vis the line manager, according to management styles, sort of job, your own preferences: Expert. You have the right that your need be fulfilled Lack of trust must be talked: the consultant is not an enemy, someone to take care of, he/she will not supersede or eliminate the client, will be confidential Your own needs: to be accepted, considered and respected by the client, what you have is valuable. How do the consultant feel toward the client, is he responsible, over controlling, open? Trust. Manage group meetings, focus the options for each moment, don’t take it personallyħ Goals What can you expect from your consulting:īetter use of your experience your recommendations are used more frequently get larger participation with clients develop in clients an internal commitment obtain support from clients increase your influence over clients establish a confidence relationship with your clientsĨ Beyond the techniques Affections are important, you should be able to express in words how do you feel about the way the relationship evolves, avoiding to put your client in a defensive position: Responsibility: must be 50-50 Feelings: can the client express his/hers? How do he/she feels about the problem. Concentrate data, identify and deal with different sorts of resistance, present personal and organizational data Decision. Ease analytical step, face the political climate, resist the wish to have complete data, the interview must be considered and intervention Final report. Will to agree, overcome mixed feelings, treat risks and potential loss of control, reach agreement Diagnostic. The action must involve more areas? The analysis, plan and implementation were OK?Īgreement. The execution must start with some training event or events, and followed by some some action plan that involves the consultant Stretching, feedback or termination. The project must be planned, the final goals must be set, the best actions and interventions must be previously analyzed Action, execution of the previous plan. Reduce the information needed to the minimum to overcome the normal resistance. This step is critical to avoid future wrecks Data gathering meeting and evaluation: the consultant should give a first opinion about the problem main questions: who will be committed in the definition of the problem, what methods will be used, what sort of data must be gathered, how long it will take Information and decision making.
PETER BLOCKBLOCK CONSULTING MODEL HOW TO
Initial contacts, exploring the problem, select the consultant, expectations of the client and the consultant, how to begin. Consulting skills: the consulting process has 5 steps, access and agreement data gathering meeting and evaluation information and decision making action stretching, feedback or terminationĪccess and agreement. It means any action taken in a system that does not belong to the consultant: an interview, a training program, an evaluation, a study.Ĥ Required skills Technical skills: functional skills (engineering, sales, accounting) and experience (management, science, organizational) Interpersonal skills: ability to translate ideas to words, to listen, to support, to disagree while keeping a relationship. “Line” managers are generally the beneficiaries of the consulting, the clients The “Intervention” is the goal or final product of the consulting. Interactions all the time lead us to be consultants.especially at work A consultant is someone that has some influence over the people, but not authority to implement the recommended changes “Staff managers” are consultants in: finance, human resources, auditing, system analysis, market analysis, product design, planning, security, efficiency, etc. Consulting as a Strategic Management Process The Consulting process Data gathering, sampling and investigation of data Frameworks for analysisģ We are all consultants.
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