Collaborative Consulting Skills for Business Analysts and Project Managers

Managing expectations, managing communications, building trust and managing conflicting needs.

Registration Fee: $795.00 per person

Team Registration Fee (3 or more attendees): $695.00 per person

Availability - On Site In Person, Private Virtual Classroom, Open Enrollment Virtual Classroom
Duration - 2 Days In Person - 12 Hours Virtual (3 sessions @ 4 hours)
In this workshop, you will be introduced to the Professional Services Framework and the Consultant Communities Model which will assist you in managing expectations, managing communications from all perspectives, building trusting relationships while successfully managing conflicting needs between your client, employer, family, friends and self. You will practice using a series of techniques and models preparing you for your next real-life work sessions.   
This workshop appropriate for those who provide services or products and want to improve their client relationships whether the client is internal or external from their organizations or company, such as: Business Relationship Managers, Solution Architects, Business Architects, Business Analysts, Engagement Managers, Project Managers or Product Owners. 
Virtual Classroom Schedule
Virtual classroom sessions are conducted as follows:
1:00 pm to 5:00 pm DAILY, Eastern Time (New York)
10:00 am to 2:00 pm Dailry, Eastern Time (New York) 
Virtual sessions are delivered using Cisco Webex Meeting Center. When you join the online meeting using the link provided in a confirmation email, you will be asked to either phone a US toll number or connect using a computer head set. If you phone in to the audio conference using the toll number provided, long distance toll charges will apply. If you connect using a computer head set with microphone (VOIP), no toll charges will apply. 
Learning Outcomes
Upon completion of this workshop, the participant will be able to:

  • Proactively manage conflicting forces using the Consultant Communities Model.
  • Utilize the Professional Service Framework to identify appropriate deliverables, skills and tools needed to proactively manage a service delivery project. 
  • Analyze stakeholders and manage their expectation utilizing an expectation management strategy. 
  • Applying the right technique to the job.


  • Frameworks for Consulting
  • Managing Expectations
  • Consultative Techniques
1. Frameworks for Consulting: Professional Services Framework (PSF)
Apply a framework that assures a smoother transition between phases and team members.  Its application helps to reduce process inefficiencies that contribute negatively to the Delivery Organization's and Client's objectives.

  • PSF Phases and Deliverables
  • Qualify the Need and Opportunity
  • Recommend and Agree
  • Manage and Deliver
  • Transition and Support

2. Frameworks for Consulting: Consultant Communities Model (CCM)
By deliberately building trusting relationships and creating a positive reputation as a seasoned professional you’ll be better able to meet the challenges you face.

  • Value of Networks
  • Cultivating Relationships
  • Consultant Community Members
  • Using the CCM as a Tool for Communications 
  • Developing Your Professionalism (Emotional Intelligence)

3. Managing Expectations
An Expectations Management Strategy will be created to help you manage expectations throughout the Professional Services Framework.

  • Starting with Stakeholder Analysis
  • Between Project Life Cycle Phases
  • Using Control Management Plans
  • Creating and Applying the Expectations Management Strategy (EMS)
  • Continually Improving the EMS and Building Trust

4. Consultative Techniques
So, you must meet with your client tomorrow?  How will you prepare?  Core facilitation techniques will be addressed combined with the selection of the right consultative technique for the job.

  • Preparing for Your Session
  • Stakeholder Analysis
  • Ground Rules
  • Charters
  • Agendas
  • Techniques to Manage the Process
  • Managing Participation
  • Problem Solving
  • Conflict
  • Handling Difficult Situations
  • Selecting the Right Techniques
  • Consultative Techniques Overview (Problem Identification, Root Cause Analysis, Scope Definition, Solution Generation, Prioritization, Decision-Making, Estimating)
  • Selecting the Right Technique for the Job
  • Real-Life Scenarios
  • Documenting Results