《完美咨询》(Flawless Consulting)的ppt

1、Flawless ConsultingA Guide to Getting Your Expertise UsedPeter BlockJossey-Bass Publishers1981MethodologyOverview of Consulting ProcessPhase 1. Entry and ContractingMatching Wants and OffersPhase 2. Data Collection and DiagnosisSymptom or underlying problemPhase 3. Feedback and Decision to Actthe re

2、port and presentationPhase 4. Implementationthe main eventsPhase 5. Extension, Recycle, or TerminationOverview of Consulting SkillsTechnical SkillsSpecific to yourDiscipline IS/IT Systems Business Processes Planning Project Management Accounting Finance Marketing Personnel EngineeringInterpersonal S

3、killsApplies to all Situations Assertiveness Supportivenes Confrontation Listening Management Style Group ProcessesConsulting SkillsContacting Phase Negotiating Mixed Motivations Exposure & ControlDiagnosis Phase Political Climate Level of Detail Interview/InterventionFeedback Phase Controversial Da

4、ta Resistence TypesDecision Phase Running Meetings Here & Now Choices Not taking it PersonallyApproachs Assumptions Problem Solving RequiresValid Data Effective Decision Making RequiresFree and Open Choice Effective Implementation RequiresInternal CommitmentApproachs Goals1. Establish a Collaborativ

5、e Relationship2. Solve Problems So they Stay Solved3. Ensure Attention is Given to: Technical Factors Business Problems Interpersonal RelationshipsDeveloping Client CommitmentThe Faces of Resistance Give me more detail Flooding you with detail Delays Impracticality Confusion Intellectualizing Morali

6、zing Attach SilenceNegotiating your Contract Key Concepts Mutual Consent Valid Consideration Some Rules You can say NO You can contract for behavior, but not for feelings The contract must be 50/50 You cant contract with someone who is not in the roomSCOPEAnalysis BoundariesProject ObjectivesYour/Cl

7、ient RolesInformation NeedsExpected ProductsSupport RequiredInvolvement RequiredSchedule RequirementsConfidentialitySuccess CriteriaData Collection and Diagnosis Keep simplifying, narrowing, reducing the study focusing on the next actions required of the client Use Business Language Maintain relatio

8、nship(s) with the Client(s) Is the Client the Problem?STEPSClarify Presenting Problem, Inquiry Dimensions and Who will be involved.Proceed?Plan data collection.Collect data/opinions.Isolate key information.Determine Real Problem(s).Data Summary (Findings).Data Analysis (Conclusions)Feedback and Deci

9、sion to Act Manage the meeting If you present a clear and simple picture of why the underlying problem exists, the client will have as many ideas for recommendations as you have.CONTENTRestate contractPresent AgendaPresent FactsPresent DiagnosisPresent RecommendationsGet decision to proceedSchedule next step Give SupportEnding the Project Give f