1. THINKING BEYOND THE OBVIOUS
Integrated External and Internal
Consultative Management Skills
Any job role may become more “consultative” by choosing the behaviors that clients most highly value
4 - 5 December 2012
Global Prospectus Training Centre,
366 Pretoria Avenue, Randburg
SETA Accreditation No. 2502

2. OVERVIEW
Many business units have a role in the organisation that requires their staff to consult to other parts of the organisation or to
external clients. Whether in a problem solving, service provision or advice giving capacity, this programme will equip you with
consulting skills in order for you to engage with internal and/or external clients using a professional approach, one that both
discerns the real needs and at the same time builds ongoing constructive client relationships
This workshop will provide participants with expert consultancy key principles, approaches and skills. By the end of the workshop
participants should be able to understand and apply the consultancy process, manage the requirements and expectations of their
clients more effectively, organise and facilitate consultancy projects.
BENEFITS OF ATTENDING
• Understand what clients really want and how they feel
• Learn the interpersonal skills of interviewing, influencing and negotiating
• Grasp the practice of consulting - managing the process of initial survey and draft proposal
• Use your learned consultative skills in the securing and managing of contracts
• Gain insights into the stages that effective consultancy work goes through
• Build a relationship with the client and start influencing them
TARGET MARKET
This workshop is for people in indirect functions - e.g. Training and other Human Resource Specialists, Accountants,
Financial Analysts and Auditors, Systems Analysts, Information Technology Specialists, Corporate Planners, Marketing and
Sales Specialists, Engineers and Technical Specialists - all people who seek to have a positive and lasting impact on their
internal or their external clients’ performance. It is also for people who want to enhance their negotiating, consulting and
coaching abilities, and to utilise the abilities to build effective and sustainable relationships with the people they serve.
EXPERT SPEAKERS
Nicholas Campleman
Nicholas has 25 years of experience in IT, Accounting, Finance and Consulting. He is the MD of Dreamcatchers. He has vast
experience both at the coal face of IT, Accounting, Financial Forecasting and Facilitation; and from a consulting perspective.
Nicholas has worked both in the corporate environment as a Financial Manager and IT Manager as well as spent almost half
of his career consulting to large and small organisations in these arenas. His background includes, from lecturing technology
students and MBA Students, through to a 2 year period on the board of the institute of Business Accountants, consulting and
facilitating conferences on a range of subjects, from technology finance and accounting through to business communication
and writing skills. He has held the position of Financial Manager and IT Manager within Multinational Companies, as well
as consulted into these organisations on projects involving the implementation and running of Accounting Systems and
multi-continental infrastructure projects.
Mike Lacey-Smith
Mike has vast experience in the area of facilitation he has worked in over sixty organisations in South Africa on many training
programmes ranging from Project Management, Technical Writing Skills, Personal Effectiveness, Change Management,
Stress Management, Time Management, dealing with Change as an ongoing constant, Personal attitude to work and life
and to Specialised Team Building.
He is a motivational speaker and a conference speaker. Mike is an Associate of both LCI (Leadership Culture Innovators) and
IzicKwe Academy, and is an Executive member of COAT (Consortium of Accredited Trainers). He is the CEO of Free to Live, and
is also the Co-Founder of Journey Man, a workshop programme for men to help them realign themselves to the changing
world. He is also MWEB’s “Life Coach for Men” expert on line and administrates the “Man Talk Peer Forum” on the same site.
GLOBAL PROSPECTUS TRAINING (PTY) LTD. Chief Executive O er - Dhevaraj Pillay
Johannesburg - Tel: +27 11 781 6222 Fax: +27 11 781 6044 Marketing - m2@globalprospectus.co.za Auditors - Russell Bedford SA (Jhb) Inc.
Pietermaritzburg - Tel: +27 33 391 4229 Fax: +27 33 391 5722 Design - www.designmaster.co.za (071 018 8355) Legal - DA Morris & Associates

3. AGENDA
Session One
The Consultancy Process
• The natural stages that effective consultancy work goes through - entry, contracting, diagnosis, intervention, withdrawal
• The entry stage - appraising the situation whilst building a relationship with the client and starting to influence them
Session Two
Managing clients and their expectations
• What do clients really want? How do they feel?
• Building confidence and trust.
• Managing the entry stage
Session Three
The Interpersonal skills of consulting
• Interpersonal skills of interviewing, influencing and negotiating
• Learning to observe, listen, and read situations.
• Facilitation techniques and skills
Session Four
The practice of consulting
• The practice of consulting - managing the process of initial survey, draft proposal
• Developing proposals and findings
• Presenting proposals
• Designing and organising effective workshops and meetings
• Research and data collection, analysis, and problem solving
Session Five
Contracting
• Developing a shared understanding
- Why does the client want your help
- What will be the results of a successful consultation
- What might get in the way of achieving the results
• Scoping the project
• Negotiating the initial contract
Session Seven
Recognizing and responding to resistance
• Understanding sources of ambivalence
• Approaches to ambivalence and resistance
• Taking about the client – consultant relationship
• Feedback response
PROGRAMME SCHEDULE
08:00 – 08:30 Registration and early-morning tea
08:30 – 10:00 Opening remarks and morning session
10:00 – 10:30 Mid-morning refreshments and networking break
10:30 – 12:30 Mid-morning session
12:30 – 13:30 Networking luncheon
13:30 – 15:00 Afternoon session
15:00 – 15:15 Afternoon refreshments and networking break
15:15 – 16:30 Late Afternoon session
16:30 End of training
GLOBAL PROSPECTUS TRAINING (PTY) LTD. Chief Executive O er - Dhevaraj Pillay
Johannesburg - Tel: +27 11 781 6222 Fax: +27 11 781 6044 Marketing - m2@globalprospectus.co.za Auditors - Russell Bedford SA (Jhb) Inc.
Pietermaritzburg - Tel: +27 33 391 4229 Fax: +27 33 391 5722 Design - www.designmaster.co.za (071 018 8355) Legal - DA Morris & Associates

4. Integrated External and
Internal Consultative ONLY
Management Skills R699
Per D
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Registration Form 4 - 5 December 2012 ex. VA ate,
T.
Global Prospectus Training Centre,
GPW Marketing 366 Pretoria Avenue, Randburg
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TERMS & CONDITIONS
The following terms and conditions will apply: Substitutions
Payment is required in full 5 days from date of invoice Delegates must inform Global Prospectus Training (PTY) Ltd in writing
All payments to be made directly to Global Prospectus Training (PTY) Ltd. of any substitutions.
No seats will be reserved, unless Global Prospectus Training (PTY) Ltd. receives a signed registration form. There is no charge for substitutions.
Global Prospectus Training (PTY) Ltd. reserves the right, due to circumstances beyond our control, to change Global Prospectus Training (PTY) Ltd will not be held liable for incorrect
speakers, program content, date & venue. Delegate details on Certi s, etc. in the event of substitutions being
The signed registration form is a legally binding contract. made on the day of the conference. In the event of Global Prospectus
Training (PTY) Ltd having to cancel or postpone an event due to circum-
Cancellations stances beyond our control, delegates will be issued with a credit voucher,
All cancellations will be subject to approval by the management of Global Prospectus Training (PTY) Ltd.
- which may be used at another of our events.
All cancellations made 7 days prior to date of the above mentioned event will be subject to a 50% cancellation fee.
Cancellations made within 7 days of date of the above mentioned event, will be subject to a 100% cancellation fee.
- Global Prospectus Training (PTY) Ltd will not be held liable for travel and accommoda
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The will be no refunds or credit vouchers. tion costs. The conference fee includes: conference material, lunches and refreshments, but
excludes travel & accommodation.
GLOBAL PROSPECTUS TRAINING (PTY) LTD. Chief Executive O er - Dhevaraj Pillay
Johannesburg - Tel: +27 11 781 6222 Fax: +27 11 781 6044 Marketing - m2@globalprospectus.co.za Auditors - Russell Bedford SA (Jhb) Inc.
Pietermaritzburg - Tel: +27 33 391 4229 Fax: +27 33 391 5722 Design - www.designmaster.co.za (071 018 8355) Legal - DA Morris & Associates