BITMAP

1. BITMAP The consultant�s job Module 3

2. Purpose Establish a common reference to the consultant�s work field To promote the insight and understanding of how to act as a consultant To illustrate ethical elements in the work and role of the consultant

3. Module Programme The consultant�s role The consultant�s ethics So you want to be a consultant Motives for using a consultant Phases of consultant�s assignment Knowing and understanding people Building of network Key issues in my practice Determining fee rate and conditions The contract The ethical dimension

4. Module Programme cases Group: Roles consultants choose Individual: Analysis of position Group: Decision process � knowing and understanding people Group: Customer interview Group: The phases of resistance Group: The Feedback meeting Individual: Influencing style audit Group: Determining fee rates

5. Definition:What is a consultant ? A person hired by a client to provide a special skill or service which the client needs but may not possess. A person providing new or extended skills and experience as an extension of the the knowledge already available to the client.

6. Definition:What is a consultant ? You are consulting any time you are trying to change or improve a situation but have no direct control over the implementation. If you have direct control you are managing, not consulting. Every time you give advice to someone who is in the position to make a choice, you are consulting. The core transaction of any consultancy contract is the transfer of expertise from the consultant to the client.

7. What are the main requirements to do a good job ? Self motivation / Ability to work on your own Ability to communicate with your client Ability to run a sound and ethical correct business Wide practical experience A network of professional contacts

8. Success or failure The consultant and the client relationship is a companionship in change It is not the consultant that is a success or failure but the cooperation

9. What are the main 3 distinctions to do a good job ? Technical skills: you have some area of expertise, specific to your discipline like engineering, project management, planning, marketing, manufacturing, personnel, finance, systems analysis, etc. � otherwise people would not ask for your advice Interpersonal skills: to function with people you need to have some interpersonal skills. Some ability to put ideas into words, to listen, to give support, to disagree reasonably, to basically maintain a relationship. Consulting skills: each consulting project goes through five phases

10. What are the five phases of consulting skills ? 1. Entry and Contacting: set up first meeting, explore what the problem is, whether the consultant is the right person for the job, what the expectation of both the client and the consultant are, how to get started. 2. Data collection and Diagnosis: Consultant needs to come up with his/her own sense of the problem, what data should be collected, what methods used and how long will it take? 3. Feedback and Decision to Act: reporting data collection and analysis, reducing data amount to manageable number, involve client in process and overcome possible resistance, set goals � this is really what is called planning.

11. What are the five phases of consulting skills ? 4. Implementation: carry out the planning of the previous step. 5. Extension, Recycle or Termination: evaluation of the main job, extend process for a new job or end relationship. Sometimes it is not until after some implementation occurs that a clear picture of the real problem emerges.

12. The Consultant�s basic elements !