What does it take to be an

effective consultant?
The internationally accepted
consulting
competency framework
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The Competency Framework
and The Common Body of
Knowledge
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Competencies
Are defined as the ability to act in a
particular context (or in changing
contexts)
The required knowledge domain is
defined in the Common Body of
Knowledge (CBK)
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Competencies are a
combination of:
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Knowledge
Skill
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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 reciprocity
for certified management consultants
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FUNCTIONAL /
TECHNICAL SKILLS
Acting Communicating Thinking (Behavioural Competencies)
MANAGEMENT
PRACTICE
PRACTICE
MANAGEMENT
CONSULTING 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 and
objective 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, problem
solving, systemic thinking.
Knowledge capture, management and transfer
etc.
Managing the team throughout the lifecycle.
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The Consulting Lifecycle
Prospecting,
Engagement,
Qualification
Execution
Assignment
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 to
closure.
The consultant must be familiar with
the activities and products in each
phase 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 and
perception management than about
technical quality.
Relationship building takes effort and
time.
You need to build relationships with
client 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 and
Process
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ProfWeb 2011
Managing Productivity &
Performance
The consultant needs to manage
performance 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 and
Process
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Knowledge transfer & Learning
Learning from the client
Learning from each other
Transferring knowledge to the client
Developing and updating Methods and
approaches
Learning from the engagement
Learning from the environment
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Knowledge transfer & learning
The most successful consulting
practices 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?
ProfWeb 2011
The Consulting Lifecycle
Prospecting,
Engagement,
Qualification
Execution
Assignment
Closure &
Review
Proposal,
Closure,
Contracting
Developing and Applying Methods and Practices
The Consulting Lifecycle and
Process
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Developing and Applying
Methods & practices
Methods & practices are specific forms
of knowledge
They are repeatable
Methods consist of multiple layers
what 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 and
Process
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Consulting Activities
Throughout the consulting lifecycle, a
consultant performs certain activities,
which impact on the success of the
phase in the consulting process.
These activities are repeated at various
points and distinguish competent and
inexperienced 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 of
accountability on the engagement or
intervention is accountable for the overall
success of the engagement.
This is known as Engagement Management and
covers the consulting lifecycle and all the
consulting 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
Execution
Assignment
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 of
developments 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 competencies
include IT, HR, Strategy, change
management, project management,
finance etc
Industry specific or sectoral
competencies banking, manufacturing
etc
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Behavioural Competencies
(Personal and Interpersonal)
ACT
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ACT personal and
interpersonal competencies
Acting
Communicating
Thinking
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.Like a management
consultant
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ACTing like a management
consultant
This is the behavioural aspect of the consultant
and has much to do with the attitude in
competence.
The consultant needs to be emotionally
intelligent (25 competencies), an above
average 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 Management
Consultant
Professional Attitude/behaviour
Professional conduct/ethics,
Dealing with client culture
Managing conflict, Motivating and
developing 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 ethical
behaviour
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 a
professional practice including:
Recovery and utilization
Training & developing consultants
Marketing and brand building
Methodologies
Practice management is not required for
CMC hence managing CMC
Practice management is covered in a
separate course.
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