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Professional Attributes of Management Consultants

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Robert Kevin Garcia

on 21 November 2012

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Transcript of Professional Attributes of Management Consultants

PROFESSIONAL ATTRIBUTES OF MANAGEMENT CONSULTANTS CHAPTER 4 I. Technical Skills III. Consulting Process Skills Professor J. Owen Cherrington Education Requirements II. Interpersonal Skills or Developed Attributes 1. Intelligence or capacity for logical thinking and reasoning
1. Problem Definition Phase A Management Consultant must possess the following broad areas of skills:
I. Technical skills
II. Interpersonal skills
III. Consulting skills A. Technical Training a) Length of Education b) Type of Education B. Common Core Requirement 1. Communications
2. Mathematics and statistics
3. Computer data processing 2. Integrity 3. Objectivity 4. Understanding of people 5. Judgement 6. Courage 7. Ambition 8. Psychological Maturity 9. Psychological Equilibrium 10. Relationship-Building Skills 11. Project Management skills 12. Analysis skills a. An ability to build rapport and trust with the client
b. An ability to question effectively
c. An ability to communicate ideas succinctly and precisely
d. An ability to negotiate objectives and outcomes
e. An ability to convince through verbal, written and visual mediums
f. An ability to use information to make a case for a particular course of action
g. An ability to develop selling strategies
h. An ability to work effectively as a member of a team
i. An ability to listen effectively
j. An ability to demonstrate leadership Common Barriers to Effective Communications Between the Client and the Consultant 1. Know-it-all Attitude and/or Prejudice of some personnel of client
2. Inability to understand technical language
3. Inadequate background or knowledge
4. Resistance to change
5. Information overload 1. Actively Concentrate on what is being said.
2. Keep track of, and mentally summarize, the key themes in what being said
3. Keep an ear out for particularly relevant ideas or facts.
4. Identify and mentally record key phrases.
5. Note the speaker's use of metaphor and imagery.
6. Use your own paralanguage and body language to encourage the speaker.
7. When appropriate, ask questions to explore key points further.
8. Summarize the speaker's points and ask him or her to confirm your understanding.
9. If possible, support active listening with note tasking.
10. Avoid concentrating preparing your own response while the other person is speaking. a. An ability to define objectives and outcomes
b. An ability to develop formal plans
c. An ability to sequence and prioritize tasks
d. An ability to manage the financial resources that are to be invested in the in the consulting project
e. An ability to recognize the human expertise necessary to deliver the project
f. An ability to manage a. An ability to identify what information is available in a particular situation
b. An ability to identify what information needed in a particular situation
c. An ability to process that information to identify the important relationships within it
d. An ability to draw meaning from that information and use it to support decision-making
e. An ability to recognize the business's profile of strengths, weaknesses and capabilities
f. An ability to recognize the opportunities and challenges the environment offers the business
g. An ability to asses the business's Financial situation
h. An ability to evaluate the business's markets and how they are developing
i. An ability to asses the business's internal conditions
j. An ability to analyze the way in which decision-making occurs within the business 2. Identification of Alternative Solutions 3. Selection of the most desirable alternative 4. Presentation 5. Implementation Phase
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