A Kehayas-The International Competency Framework

5/26/2018 A Kehayas-The International Competency Framework

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What does it take to be aneffective consultant?

The internationally accepted

consultingcompetency framework

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The Competency Frameworkand The Common Body ofKnowledge

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CompetenciesAre defined as the ability to act in a

particular context (or in changing

contexts)

The required knowledge domain isdefined in the Common Body of

Knowledge (CBK)

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Competencies are a

combination of:

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Knowledge

SkillAttitude ProfWeb 2011


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The Competency Framework Is geared to identifying the holistic set

of competencies required by a

management consultant

Is the basis of international reciprocityfor certified management consultants

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FUNCTIONAL /

TECHNICAL SKILLS

ActingCommunicatingThinking (Behavioural Competencies)

MANAGEMENT

PRACTICE

PRACTICEMANAGEMENTCONSULTING PRACTICE

FUNCTIONAL /

TECHNICAL

INDUSTRY /

SECTORAL

EXTERNAL AWARENESS -PESTLE

PRACTICE MANAGEMENT

BUSINESS ACUMEN

ETHICAL VALUES/ PRACTICE

And / Or

SPECIALIST COMPETENCIES

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BUSINESS ACUMEN

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Business Acumen Understanding the client environment and

context.

Strategic and systemic thinking, OD, OM,BPR, change management. Business structures, processes,

management, disciplines/ functions.

Planning, critical success factors, goal andobjective setting. In depth understanding of key business

concepts.

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Business Acumen(2) Budgeting and financial control

Motivation and people development

Implementing new technology

Measuring performance

Business development

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Consulting Practice

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Consulting Practice Everything to do with the consulting lifecycle -

prospecting, managing the process,disengagement.

Engaging with clients, interacting with them,influencing, facilitating.

Applying consultative techniques, problemsolving, systemic thinking.

Knowledge capture, management and transferetc. Managing the team throughout the lifecycle.

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The Consulting Lifecycle

Prospecting,

Engagement,

Qualification

ExecutionAssignment

Closure &

Review

Proposal,

Closure,

Contracting


- A Linear View

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The consulting lifecycle The consultant needs to be able to

execute and manage each aspect of the

consulting lifecycle, from entry toclosure.

The consultant must be familiar with

the activities and products in eachphase of the lifecycle

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Consulting Management

Activities Manage expectations Manage Risk

Manage Quality Maintain Intervention Continuity Managing Costs and other commercial activities Managing Resources Manage Productivity and performance Manage Learning Manage the Team (client and own)

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Prospecting,

Engagement,

Qualification

Execution

Assignment

Closure &

Review


Proposal,

Closure,

Contracting

Build & Maintain the Client Relationships

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Build & Maintain Relationships

Consulting is more about relations andperception management than about

technical quality. Relationship building takes effort and

time.

You need to build relationships withclient decision makers

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Build & Maintain Relationships(2)

Understanding the client/industry (context)

Recognising a client need (client perspective)

Selecting the optimum method of intervention

Dealing with client management

Dealing with the client culture

Managing conflict Maintaining & building the relationship

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Prospecting,

Engagement,

Qualification

Execution

Assignment

Closure &

Review

Proposal,

Closure,

Contracting

Managing Productivity and Performance

The Consulting Lifecycle andProcess

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Managing Productivity &Performance

The consultant needs to manageperformance throughout the lifecycle: Manage expectations Evaluate against agreed roles, deliverables

and timeframes

Reallocate resources as necessary Identify and document training

requirements

Measure against client feedback

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Prospecting,

Engagement,

Qualification

Execution

Assignment

Closure &

Review

Proposal,

Closure,

Contracting

Knowledge Transfer & Learning


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Knowledge transfer & Learning

Learning from the client

Learning from each other

Transferring knowledge to the client

Developing and updating Methods andapproaches

Learning from the engagement

Learning from the environment

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Knowledge transfer & learning

The most successful consultingpractices are those that manage

knowledge formally This occurs throughout the lifecycle

Requires disciplined knowledge

management approaches

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What would you treat as knowledge?

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Prospecting,

Engagement,

Qualification

Execution

Assignment

Closure &

Review

Proposal,

Closure,

Contracting

Developing and Applying Methods and Practices


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Developing and ApplyingMethods & practices

Methods & practices are specific formsof knowledge

They are repeatable

Methods consist of multiple layerswhat would you say they are?

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http://localhost/var/www/apps/conversion/tmp/scratch_3/Methodologies.ppthttp://localhost/var/www/apps/conversion/tmp/scratch_3/Methodologies.ppt


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ROUTE

MAPS

GUIDELINES

TECHNIQUES

AUTOMATED SUPPORT

TRAINING

DELIVERABLES

MANAGEMENT OVERVIEW AND GUIDES

CHECKLISTS

Components of a methodology

FRAMEWORK

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Prospecting,Engagement,

Qualification

Execution

Assignment

Closure &

Review

Proposal,Closure,

Contracting

The consulting

process


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Consulting Activities

Throughout the consulting lifecycle, aconsultant performs certain activities,

which impact on the success of thephase in the consulting process.

These activities are repeated at various

points and distinguish competent andinexperienced consultants.

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Consulting Activities

Consulting activities

Interviewing

Research & Fact finding

Analysis, synthesis & diagnosis Problem Solving

Taking Notes

Managing documentation & record keeping Presenting findings

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Engagement Management

The consultant with the highest level ofaccountability on the engagement orintervention is accountable for the overall

success of the engagement. This is known as Engagement Management and

covers the consulting lifecycle and all theconsulting processes and activities related to

that particular intervention. This is depicted graphically in the summary

slide that follows:

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The Consulting Lifecycle and Process


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Engagement Management


Prospecting,Engagement,

Qualification

ExecutionAssignment

Closure &

Review

The Consulting Lifecycle and Process

Proposal,Closure,

Contracting

Build & Maintain the Client Relationships

Knowledge Transfer & Learning

Managing Productivity and Performance

Methods and Practices

The consulting

process

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PESTLE

EXTERNAL AWARENESS

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PESTLE

Political

Environmental

Social

Technical

Legal Economic

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PESTLE Relates to all domains

It is imperative to remain aware ofdevelopments in the management,

specialist and consulting fields. The certified consultant needs to prove

this through a continuing professional

development (CPD) record.

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Specialist Competencies

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Specialist Competencies

Functional and technical competenciesinclude IT, HR, Strategy, change

management, project management,finance etc

Industry specific or sectoral

competenciesbanking, manufacturingetc

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Behavioural Competencies

(Personal and Interpersonal)

ACT

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ACTpersonal andinterpersonal competencies

Acting

Communicating Thinking

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.Like a managementconsultant

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ACTing like a managementconsultant

This is the behavioural aspect of the consultantand has much to do with the attitude incompetence.

The consultant needs to be emotionallyintelligent (25 competencies), an aboveaverage communicator, a good listener, astute,self driven, motivated, able to solve problems,be politically astute, remain independent and

objective in difficult situations and much more. This requires an all rounder who can perform

well in different contexts

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ACTing like a ManagementConsultant

Professional Attitude/behaviour

Professional conduct/ethics,

Dealing with client culture

Managing conflict, Motivating anddeveloping people, Leading

Facilitating, Mentoring, Coaching

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Communicating Effectively

Interpersonal and communication skills(listening/verbal/written)

Proposals

Client communications

Written reports

Oral presentations

Marketing and selling skills

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Thinking

Empathizing

Creativity

Problem solving

Lateral thinking

Seeing the end from the beginning

Contingency planning

Flexible approach

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Both a value set and a

competency

Ethics

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Ethical Values and Practices

Knowledge of what constitutes ethicalbehaviour

The ability to deal with ethical dilemmas

Testimonials as to ethical behaviour

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Professionalism

A combination of ethical behaviour,presentation, conduct and competence.

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Practice Management

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Practice Management

Covers all aspects of managing aprofessional practice including: Recovery and utilization Training & developing consultants Marketing and brand building Methodologies

Practice management is not required forCMChence managing CMC

Practice management is covered in aseparate course.

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A Kehayas-The International Competency Framework

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