Purpose:
The Consultative Process (TCP) introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach. TCP examines a business relationship from the client’s viewpoint and addresses the four NOs that restrain the client from willingly engaging in the recommended solution, service, or product.

Process:
At the completion of this course, participants will be able to:

1. Enter a consultative relationship with clients and add value at each step of the process
2. Quickly establish trust with any person in the engagement and gain that person’s willing cooperation in sharing information
3. Gain an in-depth agreement with the client about the real nature and scope of the problem to be solved
4. Convince clients that a particular offer is a valuable solution to their business problem
5. Assure a high degree of client satisfaction and enhance the working relationship during implementation

Payoff:
Participants are able to use consultative problem-solving skills to create value for clients.

Target Audience:
All professionals whose work depends on having a strong consultative relationship with internal and external clients.

Program Duration:
3 days

Additional Information:
The Consultative Process Overview