Consultative Skills Intervention Design
| Legend Help ⇒ | Online self-paced learning | V- ILT | Project | |
Consultative Skills Programme Architecture |
Format | Participant Seat Time (Hours) | Go-Live Date | |
I. Pre-Launch Process |
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| 1 | Intervention ‘marketing’ email creative 1 | 0 | ||
| 2 | Intervention ‘marketing’ email creative 2 | 0 | ||
| 3 | Intervention ‘marketing’ email creative 3 | 0 | ||
II. Pre-Intervention Process (for Line Managers) |
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| 1 | Pre-intervention survey beta testing | Online, survey form | 15 mins (for L&D) |
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| 2 | Pre-intervention survey launch (Line managers fill in the survey) | Online, survey form | 10 mins per form (for line managers) |
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III. Pre-Intervention Process (Programme Participants) |
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| 1 | Intervention Launch Video Call | |||
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a. The need for evolved behavioural skills for success at work (especially for a Digital and Analytics team) |
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| b. Key behavioural skills for a team that is playing a consultative (diagnostic and advisory) role | ||||
| c. Which of these skills would I need to develop? (Self-assessment form + survey scores are shared) |
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| d. Intervention details – Objectives (to see change), change measurement tools, agenda, architecture, format, timelines, etc. |
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Intervention Execution |
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| 1 | Module 1: Rapport Building and Client Need Identification | |||
| a. Rapport building | Online learning video | 12 mins | ||
| b. Active listening | Online learning video | 12 mins | ||
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a. Rapport building | V-ILT (Hands-On; Activity Oriented) |
2 hours | |
| b. Probing – questioning, using an Appreciative Enquiry format, listening and paraphrasing | ||||
| a. Positive First Responses | ||||
| 2 | Module 2: Solution Orientation and Ensuring Buy-In | |||
| a. How to influence buy-in – I: The anatomy of a sucessful elevator pitch | Online learning video | 8 mins | ||
| b. How to influence buy-in – II: Framing | Online learning video | 5 mins | ||
| b. Air-Crash! | Online preperatory case study | 10 mins | ||
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a. Solution Orientation (Finding a Way to Deliver + Speed and Quality in Delivery) | V-ILT (Hands-On; Activity Oriented) |
2 – 2.5 hours | |
| b. Influencing buy-in – how people ‘buy in’ to an idea | ||||
| b. [If time permits] Handling stakeholders when things go wrong | ||||
| 3 | Module 3: Handling Hard-to Convince Stakeholders | |||
| a. How to reconcile differing viewpoints; arriving at the best possible negotiated outcome | Online learning video | 15 mins | ||
| b. Denying a request | Online learning video | 7 mins | ||
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a. Arriving at the Best Possible Negotiated Agreement | VILT | 2 hours | |
| b. Handling Objections | ||||
| c. Handling Overly Demanding Stakeholders (Including handling scope change/creep) | ||||
| 4 | Module 4: Resilience- bouncing back from set-backs and failure | |||
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a. Reillience – What it is, why it is important, and how to build it | VILT | 1 hour | |
IV. Post-Intervention Process (for Line Managers) |
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| 1 | Post-launch survey launch (Line managers fill in the survey) | Online, survey form | 10 mins per form | |
