ADVISORY AND CONSULTATION COURSE

1.00 INTRODUCTION

Management consulting includes a broad range of activities, and the many firms
and their members often define these practices quite differently. One way to
categorize the activities is in terms of the professionals area of expertise (such
as competitive analysis, corporate strategy, operations management, or human
resources). But in practice, as many differences exist within these categories as
between them.

2.00 OBJECTIVES

After attending this program the participants will be able to:

Improve the ability to give advice to others

Promote better understanding of relevant topics
Enhancing the decision making for others
Understanding the business of consultancy and advisory
Recognizing 8 consulting purposes.

3.00 COURSE CONTENT

MODULE MAIN TOPICS SUB TOPICS

1 Introduction to Consultancy
Business, Advisory V
Consultancy
Why Does Management Consulting Exist?
What is Management Consulting?
Where Does a Consultant Work?
What Does a Consultant Do?
How Is Consulting Changing?
Differences between an advisor and
Consultant
Traits of an advisor
Traits of a consultant

2 8 Hierarchy of Consultancy 1.Providing information to a client.

Purposes & The Role of
Consultant/Advisors in an
organization.
2. Solving a clients problems.
3. Making a diagnosis, which may necessitate
redefinition of the problem.
4. Making recommendations based on the
diagnosis.
5. Assisting with implementation of
recommended solutions.
6. Building a consensus and commitment
around corrective action.
7. Facilitating client learningthat is,
teaching clients how to resolve similar
problems in the future.
8. Permanently improving organizational
effectiveness.
The Role of Consultant/Advisor in an
organization
 Forms of Organizational consulting/advising
Indispensible consulting/advising skill and
competence
Client-Consultant/advisory relations
Coaching as a form of consulting

3 How To Become Consultant The What and How of consulting

4 How To Become A Consultant
5 Clients Consultant
Communication
6 Is Consulting Right For You
Consulting competency framework
Professionalism and ethics
The consultants reputation
Certification
Understand the consulting enterprise
Starting a consulting business or joining a
firm
Why clients pick you and not other
consultants
Networks and pipelines to generate leads
From lead to prospect to client
Delivering consulting services
Managing a consulting practice
Introduction
Established Human Connection
Sensitive Clients Comfort Zone
Understanding Clients Need
Good Listening Skill
Know Your Obstacle
Taking Control of Conversation
Ask Frequent Relevant Question
Rapport Building
Why Are You Considering Consulting?
What is Your Long Range Plan?
Are You Committed to Consulting as a
Profession?
Can You Meet Each Criterion?

4.00 METHODOLOGY

Interactive lecture
Simulation
Group Task (LDK)
Group Discussion (PDK)
Individual and Group Presentation
ELA (Effective Learningt Activities)
Three Minutes review
Gallary Walk
Round Robin

5.00 PROGRAM AGENDA

 MASA/HARI PERTAMA KEDUA
8.30-10.30 Module 1 Module 4
10.30-11.00 Tea break Tea Break
11.00-1.00 Module 2 Module 5
1.00-2.30 Lunch Lunch
2.30-4.30 Module 3 Module 6
4.30-5.00 Day I Wrap up Major Review/Closing

6.00 FACILITATOR

Dr Ab Rahman Ibrahim, is a Professional Learning Facilitator, motivator, speaker, trainer in

the soft skill fields of marketing, communication, management, motivation, leadership,
followership, entrepreneurial skill, team building, personal development, creativity thinking,
organizational change, mind & attitude, the power of dream and social etiquette. He has
delivered the speeches to the various government agencies, private sectors and non-
governmental organization. He holds a PhD in Communication from Standford University,
Master in Corporate Communication (UPM), and Certificate in Entrepreneurial Management
from University of New England (Aust). He is also a Fellow of Commercial Management
Institute (UK) and Member of Institute of Commercial Management (UK). He has an
accumulative experience more than 30 years and a vast experience in conducting advice and
management consulting to various firms and government agencies .