The critical point for the consultant in thi role is to be helpful able to

The critical point for the consultant in thi role is

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performs a "salesperson” role. The critical point for the consultant in this role is to be helpful, able to listen carefully and to ask open-ended questions. It would be the first meeting with a new client, and the consultant had to convince the client to accept a meeting even they said they do not need a consultancy service at that moment. As a salesperson, the consultant should do previous research about the client and its process and try to understand the possible needs and opportunities for consultancy, prior to the meeting. During the meeting, the consultant should be careful to not looks ignorant or prepotent as an expert. He should listen to the client, and as soon the client explains the process, the consultant can start suggesting some improvements or investigations. This way, during the meeting, the consultant can make
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A management consultancy overview FE7058 Consultancy 8 the client understand the reasons why they may need a consultancy service. Case 2: Consultant as a technical expert The consultant plays the "technician role" in the case showed by Manzini. Different from the first case, the client already knows the problem and the need for a consultant. However, the top challenge in this will be to convince the client about the quality of the consultant's service. So, the consultant must have a self-assured posture and excellent communication skills, including being able to talk with authority about the problem in a polite way. Another critical point is to be able to give examples of previous successful cases performed by the consultant for similar problems and offer a list of contacts of previous clients for reference. By doing that, the consultant can show why the client should contract him instead of other consultants. Case 3: Contractor interface In the third case, the consultant is also playing a "technician role", but now, it shows how to deal with the client in case of disagreements during the consultancy service. The most crucial point in this situation is to be demanding but fair. The client's interests should be considered, and self- assured that the consultant will be able to work collaboratively. When there are differing points of view between the client and the consultant, it is essential the consultant have excellent supervisory skills to deal with the situation professionally and impartially, and thus keep the relationship with the customer intact. Main challenges on management consultancy In the current context of organizational competitiveness, the success of any organisation depends on essential competencies and clarity of objectives by the management. Every organisation, at some point in its production cycle, faces internal and external challenges, which may offer both risks and
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A management consultancy overview FE7058 Consultancy 9 opportunities resulting in they having to adapt quickly to handling different challenges.
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  • Winter '18
  • consultant, Management Consultancy

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