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	Introduction What Is ? What Does It Mean to "Work Consultatively"? Overview of the Book and Interactive Workshops A Change in Perception, Behavior, and Results Click to order from amazon.com		Introduction: Partnering for Results Over the past 10 years, something profound has happened to the way people work. Everyone from management to manufacturing has found that their jobs demand more from them-and not just more time or effort, but new skills, new abilities. You yourself--like many professionals--may have found that suddenly your job function has been redefined. You're expected to provide greater value to your clients or customers while (of course) you continue to do what you've always done: use your expertise and organizational knowledge to get the job done, solve problems, stay within budget and on schedule. It's no longer enough simply to supply your expertise; you must present and use it in the way that best answers the customers' needs. And this in turn means working with a range of other people--team members, subject matter experts, end users, financial people--to find out what that way is. For most people, all of this requires a new set of skills and a totally different mindset. In other words, meeting today's challenges means fundamentally changing the way you work. It is often observed that technology such as e-mail, pagers, cell phones, and such has changed the way we work. It has certainly increased the quantity of business (and personal) communication--but it's done little to improve the quality. The "technology" we offer in this book is intended to address that deficit. The techniques presented here will help you develop the consultative and partnering skills you need to work effectively with others and thus provide greater value to your customers. They will give your expertise greater impact and ensure that you continue to be seen as a valuable resource in your organization. RETURN TO TOP
	One of our clients, Steven Weiner, a deputy program manager at Science Applications International Corporation, describes the effect the workshop had on his employees: "After they began to work consultatively, I noticed an improvement in employees' listening abilities. They used to listen for content only. They were great note-takers. Now, they also listen to develop rapport and to understand the larger issues. They try to put themselves in their customer's shoes. The results are dramatically different."		What Is ? In the workshop series that this book grew out of, we define as "partnering with others to produce optimum results and simultaneously build trust and commitment." Working consultatively--as a partner--enables you to produce the best results possible under the circumstances while developing a mutually beneficial relationship. We developed the tools, techniques, and skills presented in this book over the last seven years in response to our clients' need to cope with the changing workplace. Layers of management were being removed. People were expected to function more autonomously and to work on projects and in teams rather than simply filling a job. In effect, they were being asked to act more as consultants than employees, and they didn't yet know how to go about it. It was a painful transition for many people, and we believed we could help them through the process. The methodologies we use are drawn from a variety of disciplines, including consulting, sales, project management, education, communication, and psychology. Through our workshop series, professionals from a broad range of industries have learned these skills and applied them to expand their expertise and achieve significant, measurable results. They have changed the way they work, and become true business partners to their clients and customers. RETURN TO TOP
	We all know experts who are vastly knowledgeable, but who, unfortunately, no one wants to work with for very long. So how much value do they really add? They are tolerated only as long as their knowledge remains unique. One of our clients, who outsources a considerable amount of work, shared this story with us: "We have this consultant working with us on a project. He is very knowledgeable in his field, but acts like he knows everything. I'm managing the project day to day and need to be included in decisions, but he doesn't treat me as a partner, so I inherently distrust him. Recently he sent me an invoice, and because of the way I feel about working with him, I questioned every line item. I'll be so glad when this project is over!"		What Does It Mean to "Work Consultatively"? There are three critical dimensions to working consultatively: Knowing how to work effectively with all types of people Using a strategic and collaborative process Applying your expertise in ways that show your value Working consultatively means keeping these three elements in balance. In essence, being consultative requires you to balance your people skills, the most efficient work process, and your role in the work or project. We call this the Consultative Balance, and it looks like this: Too much emphasis on any one element causes an imbalance somewhere else--and dissatisfaction in the overall outcome. RETURN TO TOP
			Overview of the Book and Interactive Workshops is divided into four parts, each of which builds on the last. Part one, "A New Toolkit," presents the most fundamental of the skills and techniques that make up . You will begin to learn how to think and act as a partner. You will learn to recognize who your clients are, practice observing your interactions with them to gain useful insights, and begin building rapport with clients. Finally, you will acquire techniques for presenting your expertise to clients in the way that means the most to them, and expanding your expertise into other areas that will add value. In part two, "The Art of Managing Client Interactions," you will be introduced to a framework and a variety of techniques for managing interactions. Every interaction, whether it's a formal meeting or a quick phone call, can move you toward mutual understanding and achievement of common goals. What sets consultative professionals apart from others is their ability to manage interactions with clients as if they were entering a strange house. They take it slowly, step by step. They learn from observing the other person as well as observing their own reactions and approaches. Using the framework and techniques in part two, you will be able to prepare a plan and use flexibility and observation in the process of moving toward a goal. Part three, "Journey to Success," presents the third component of : The Consultative Process. Today's work processes must be flexible and integrate input from both internal and external customers. Feedback is the driver in determining priorities, concerns, and solutions. The Consultative Process keeps things moving and builds trust and commitment. The highly effective tools and methodologies that you can use to implement this process are described in detail in part three. Part four, "The Partnering Strategy Action Plan," consolidates all the skills, tools, and techniques presented throughout the book. The Action Plan itself is a tool that can be applied to any project or other effort to help you attain optimum results. RETURN TO TOP
			A Change in Perception, Behavior, and Results Keep in mind that is designed to be flexible. Bend and adapt it to your own needs and situation. You might begin by reading the book or by calling Advance Consulting directly at (831) 372-9444 for more information on their workshops and consulting services. You can serve yourself in no better way than to begin to develop your own Consultative Approach. RETURN TO TOP
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