Bill
Young
TCC Consultancy-Users Masterclass Summary
Level
    Senior and top management

Days
    One

Overview
    Executives get better performance from consultants if they know the
    risks that arise from the consultant’s business and account management
    model.  Their own staff will be more effective if they are helped to work
    effectively with 'colleagues' who report to a different organisation.  
    The ability to manage consultants effectively is often career critical for
    senior staff.

What business issues are addressed in the Masterclass?
    This fast-paced, intensive Masterclass  creates awareness of the risks in
    opening up your organisation to a third party.   Someof these risks can
    be personal due to misplaced  trust.  Others are about controlling the
    consultant’s scope and influence, and avoiding dependency.   Becoming
    the preferred customer and getting the right level of attention and value
    for money from global consulting firms depends on knowing their
    strategic goals.
    The Masterclass shows what happens by default when an assignment is
    not effectively managed so it lays out the accountabilities of senior
    sponsors during consulting assignments and shows the role that all staff
    have in making an assignment successful.

Who is the Masterclass for?
    Senior and top managers
  • Executives who want to use consultancy more effectively and
    efficiently
  • Sponsors of projects that include budgets for consultancy
  • HR and Finance managers who need to understand and classify
    external staff and their costs as part of an organisation’s human
    capital strategy
  • Staff who manage consultants - often as delegates of the senior
    sponsor.  

What will you take away from the Masterclass?
    Following your participation in the Masterclass, you will be able to:
  • Recognise when control of a project is slipping from the client to
    the consultnt
  • Understand the business models and aims of consulting firms and
    use this to align objectives
  • Maintain morale and motivation of your own staff when working
    with consultants
  • Raise the effectiveness of Procurement  when supporting the
    purchase of  professional and consultancy services
  • Develop human capital strategies to determine when to use
    consultants.

What topics and areas are covered during the Masterclass?
    No preparation is required
    The Masterclass  opens by showing you the importance of behaviours
    and how these drive results almost regardless of governance and
    process.
    Unique observation exercises are used to show you the behaviours and
    techniques used by both clients and consultants.  You will identify and
    evaluate these and prioritise actions for your organisation.
    You will learn the business drivers and business models of consulting
    firms, recognise the strength of your negotiating position, and identify
    ways to secure successful outcomes – at the same time as improving
    the level of partnership with the consulting firm and its partners.   
    You will learn the sales ladder and be able to position different selling
    styles and mthodolgies on the ladder.   
    You will see tools which help to determine whether the engagement of a
    consultant is the right thing to do.  And you will have a clear picture of
    the job roles which are needed to support purchasing and contract
    management in a consulting engagement

Masterclass information
    Open enrolment
    Registration fee:         EUR 1,200 (excl VAT)
    Days:                          One
    Level:                          Senior and top managment