Consulting skills

Competence Framework Reference
Consulting Skills Sub-competence
D Engagement Management
Determines the scope of client assignments. Manages client and other stakeholders’ expectations. Engages expertise of others where appropriate.
Ref # Definition
D1 Client Focus
D1.1 Scoping client requirements D1.1.1 Understands and defines client requirements as evidenced by client agreement.
D1.1.2 Where appropriate, presents clear comprehensive written proposals.
D1.1.3 Engages the client in selecting, and taking ownership of, options for the structure and execution of the assignment.
D1.2 Managing client interface D1.2.1 Manages client, and consultancy stakeholder, expectations -
  • Complies with contractual terms
  • Conducts regular assignment reviews with client
  • Obtains client agreement if the scope of work changes.
  • D1.3 Partnering and networking D1.3.1 Understands and engages expertise of others alongside own
    D1.3.2 Leverages network effectively to research and define client issues, generate innovative solutions for clients and/or inform the delivery solution.
    D2 Assignment Management
    Manages client assignments effectively Delivers timely solutions while balancing priorities and managing time effectively.
    Ref # Definition
    D2.1 Managing successful outcomes D2.1.1 Manages client assignments successfully, ensuring that objectives, deadlines and budgets are agreed and delivered on time.
    D2.2 Planning D2.2.1 Demonstrates competent use of planning tools and techniques, and sets milestones appropriate for the size and scale of the assignment.
    D2.3 Managing the assignment D2.3.1 Shows flexibility and adaptability to changing demands and deadlines. Demonstrates ability to manage ambiguity.
    D2.3.2 Keeps 'big picture' in focus but addresses detail and balances priorities.
    D2.3.3 Manages own time effectively to meet deadlines.
    D2.3.4 Where appropriate, demonstrates the ability to identify, develop, describe and allocate work streams for others to meet objectives, deadlines and budgets.
    D2.4 Working on all phases of project D2.4.1 Operates competently in all areas of project delivery from offering through to closure.
    D2.5 Managing handover to client D2.5.1 Anticipates handover issues and addresses them during engagement. Agrees handover process with client (e.g. skills transfer, implementation, sustainability, knowledge documentation).
    If withdrawing because the consultant cannot complete the assignment, offers the client recommendations on other resources that can complete the project.
    D3 Consulting Knowledge
    Captures, shares and applies knowledge in a structured way relevant to the engagement needs
    Ref # Definition
    D3.1 Using a logical process approach to capturing and building knowledge D3.1.1 Gathers, records and analyses data and information through ordered and logical processes and translates data into useable output.
    D3.2 Sharing knowledge and experiences with others D3.2.1 Shares acquired knowledge and experience with others in appropriate ways in order to build value for the client.
    D3.3 Applying knowledge, tools and technical expertise to create value for the client D3.3.1 Demonstrates how value was created for the client through use of knowledge, tools and expertise and shows how this was tailored to meet the client’s needs.
    D4 Consulting Process Techniques
    Uses a range of techniques, including facilitation, coaching and mentoring to deliver solutions of mutual benefit
    Ref # Definition
    D4.1 Presentation D4.1.1 Uses presentation tools and techniques effectively.
    D4.2 Written reports D4.2.1 Produces clear client correspondence and reports selecting most appropriate style to achieve desired outcome.
    D4.3 Facilitation D4.3.1 Manages group processes to achieve desired outcomes, using facilitation tools and techniques to maximise the group’s decision-making potential.
    D4.4 Coaching D4.4.1 Where appropriate, demonstrates use of a process to enable client learning and development to occur and performance to improve. Demonstrates knowledge and understanding of the variety of styles, skills and techniques that are appropriate to the context in which the coaching takes place.
    D4.5 Mentoring D4.5.1 Where appropriate, demonstrates how personal knowledge and experience has been passed on to help client personnel make significant transitions in knowledge, work or thinking in order to aid their personal development.
    D4.6 Consensus building D4.6.1 Demonstrates skills in building consensus and managing conflict.
    D4.7 Collaborative working D4.7.1 Works effectively in a team with others and seeks support from others if appropriate.
    D4.7.2 Demonstrates, if in a management role, the management, development and appraisal of others and delegation of tasks.
    D5 Tools and methodologies
    Selects and uses appropriate tools and methodologies
    Ref # Definition
    D5.1 Collaborative working D5.1.1 Evaluates tools and techniques against validity criteria and uses them to obtain best data, information or knowledge available, within budgetary or organisational constraints.
    D5.1.2 Uses a variety of data gathering, problem solving and analytical techniques that take into account client and own values and objectives and the type of recommendations to be made.
    D6 Risk and Quality Management
    Defines risk criteria, identifying, mitigating and managing risks and outcomes Defines quality standards, ensuring quality of delivery and client satisfaction
    Ref # Definition
    D6.1 Collaborative working D6.1.1 Analyses risk in an engagement including, where appropriate, risk identification and evaluation (probability and impact assessment) and identifies suitable responses to risk (prevent, reduce, transfer, accept, contingency).
    D6.1.2 Where appropriate, applies risk management processes including planning and resourcing, monitoring and reporting. Where appropriate, uses risk and/or issue logs, reports, risk mitigation and/or recovery action and the use and control of contingencies. Demonstrates suitable responses to issues that arise during an assignment.
    D6.2 Collaborative working D6.2.1 Identifies success criteria to ensure required quality of deliverables is achieved.
    D6.2.2 Assures quality compliance of own deliverables and, where appropriate, those of the consultancy team.
    D6.2.3 Monitors and measures client satisfaction.

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