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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:
4
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
The Consulting Lifecycle
- 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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The Consulting Lifecycle
Prospecting,
Engagement,
Qualification
Execution
Assignment
Closure &
Review
The Consulting Lifecycle
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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The Consulting Lifecycle
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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The Consulting Lifecycle
Prospecting,
Engagement,
Qualification
Execution
Assignment
Closure &
Review
Proposal,
Closure,
Contracting
Knowledge Transfer & Learning
The Consulting Lifecycle andProcess
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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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The Consulting Lifecycle
Prospecting,
Engagement,
Qualification
Execution
Assignment
Closure &
Review
Proposal,
Closure,
Contracting
Developing and Applying Methods and Practices
The Consulting Lifecycle andProcess
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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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ROUTE
MAPS
GUIDELINES
TECHNIQUES
AUTOMATED SUPPORT
TRAINING
DELIVERABLES
MANAGEMENT OVERVIEW AND GUIDES
CHECKLISTS
Components of a methodology
FRAMEWORK
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The Consulting Lifecycle
Prospecting,Engagement,
Qualification
Execution
Assignment
Closure &
Review
Proposal,Closure,
Contracting
The consulting
process
The Consulting Lifecycle andProcess
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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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Engagement Management
The Consulting Lifecycle
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
39
.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.