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Consultative Skills for Intelligence Professionals: A Practical Workshop to Develop Your Consultative Skills and Become a Trusted Business Advisor

Facilitators: Zena Applebaum, Manager of Intelligence & Intranet, Bennett Jones LLP, and Hans Hedin, Vice President, Business Development, Global Intelligence Alliance

This one-day hands-on workshop will show you how to become a trusted business advisor, as opposed to being a researcher or an analyst. Advantages include learning strategic decision making

skills and using the input from top management in your intelligence projects. . The workshop will take you through the entire consultancy process, including subjects such as strategic thinking in business decisions, and the way to use creativity as an important added value.

Special focus will be on:
•Relationship building using the engagement model - what is the engagement model and how to develop high level relationships with management
•Negotiation skills - how to cope with resistance and negotiation issues with top managers
•Expectations management – what is included in the project: all areas of attention from agreement (expectations) to closed loop (feedback)
•Presentation skills - how to deliver the results in effective and efficient ways to executives and other stakeholders elevating the output from analytical to advisory
•Creative thinking – thinking differently in order to solve old problems in new ways

The workshop consists of practical presentations and exercises, and is useful for those in marketing, competitive and strategic intelligence, including market researchers and intelligence analysts.

Previous feedback on this workshop: This workshop has received excellent feedback as all intelligence functions should strive to become strategic advisory departments. Experienced facilitator teams have been able to provide strong practical advice for many practitioners. The very latest score for this workshop in North America from November 2011 is 4.8 on a scale of 0-5 with majority of participants rating the session “very good” which is the highest possible score. Participants especially appreciated the strong facilitation and extremely valuable educational content of this session.

Agenda for the Day

9:30 - 11:00 AM Part 1: Becoming a World Class Strategic Advisor
•From research to business advisory: different roles, skills and styles between researchers, analysts and consultants
•Can and should you make the switch: What is consultancy and why is consultancy important?
•The engagement model - Building relationships & interacting with top management
•Self-assessment test: Relationships with top management
•Summary of findings and discussion

11:30 AM - 1:00 PM Part 2: Best-Practice Techniques for Consultants
•Strategic thinking and decision making alternatives
•Co-creation of intelligence – Utilizing a managers’ knowledge for better project results
•Creativity – Techniques for creative thinking
•Summary of findings and discussion

1:00 - 2:00 PM Networking Lunch

2:00 – 3:30 PM Part 3: At Work – Executing a Successful Consultative Project
•Differences between a research and an advisory project
•Agreement
•Project
•Assessment
•Summary and discussion

4:00 - 5:30 Part 4: The Dissemination – How to Make High Impact Presentations
•The deliverables
•Presentation forms
•John Wayne meets Sherlock Holmes: Management of clashing decision making styles
•Closed loop process
•Development steps: How and when will you be a trusted strategic advisor?
•Summary and conclusions