Professional Certificate in Consulting Curriculum
The Professional Certificate in Consulting is an interactive, real-time distance learning program that uses advanced technology. Students attend live virtual classes delivered through web conferencing with audio teleconferencing integration. This technology supports interactivity and collaboration, creating a powerful learning experience. Students are expected to have webcams to enhance the participative process.
Section 1: Introduction to Consulting
Purpose of module: To define what is meant by consulting and to describe how consulting is different from other ways of working with clients
Learning Objectives:
At the conclusion of this module, participants will:
- Know what consulting is
- Know when consulting is useful and when it is less useful
- Understand why clients hire consultants
Topics
- Consulting is…
- Consulting is particularly useful when…
- Consulting is less appropriate when…
- There are many alternatives to consulting…
Purpose of module: To describe the differences between internal and external consulting and to provide guidelines when organizations may use one or the other
Learning Objectives:
At the conclusion of this module, participants will:
- Know the difference between internal and external consultants
- Understand when a client may use an internal consultant rather than hiring an external consultant
Topics
- Similarities and differences between internal and external consultants
- Advantages and disadvantages of using an internal or external consultant
- Guidelines for when to use one or the other
- Political issues and sensitivities faced by internal consultants
- Success strategies for internal consultants
Purpose of module: To describe what it takes to be a consultant, how to go about organizing for consulting and the variety of roles a consultant may play when working with an organization, as well as, an understanding of the consultative selling process.
Learning Objectives:
At the conclusion of this module, participants will:
- Distinguish between the various roles a consultant may take when working with an organization
- Know what makes a consultant a consultant
- Understand basic techniques for marketing and self-presentation
- Understand the consultative selling process
Topics
- Roles a consultant may play
- Determining which consulting role a client is requesting
- Defining your professional identity by choosing which role(s) you will undertake
- Issues to consider when selling consulting service
- How to do consultative selling
Section 2: Essential Perspetives
Purpose of module: A; To explore theoretical frameworks for consulting with special consideration given to open systems theory and the importance of structure in organizations
Learning Objectives:
At the conclusion of this module, participants will:
- Understand that organizations are social systems
- Distinguish between structural influences and process influences on behavior in organizations
- Know how to probe for information that helps identify underlying structural causes or system dynamics
- Recognize that successful organization change requires a clear view of desired behavior change followed by reinforcement of this new behavior
Topics
- Organizations as open systems
- Structural influences on people’s behavior in organizations
- A definition of structure
- Organizational change
- Formal and informal organizations
- Behavior versus attitude: Which comes first in organizational change?
- The role of a consultant/thinking like a consultant
- Process consultation
Purpose of module: To describe the importance of clearly defining a client’s issue and a basic framework for problem solving
Learning Objectives:
At the conclusion of this module, participants will:
- Know the basic steps in client-centered problem solving
Topics
- Problem Identification
- Problem Classification
- Assignment of Responsibility
- Application of Problem Solving Techniques
- Implementation
Purpose of module: To describe how to accomplish project activities through effective group work
Learning Objectives:
At the conclusion of this module, participants will:
- Understand and be able to identify the stages of group development
- Know techniques for effectively managing groups and meetings
- Understand the necessity of different roles in a group
Topics
- Stages of group development
- Managing groups and meetings
- Group roles and behaviors that facilitate effectiveness
- Using process skills on a regular basis
- Dealing with conflicts and difficulties
- Resolving conflicts
Purpose of module: To describe the importance of effective communication to effective consulting
Learning Objectives:
At the conclusion of this module, participants will:
- Understand why active listening is essential to consulting
- Be able to give and receive effective feedback
- Know how to create an effective written communication
- Know the characteristics of effective presentations
Topics
- Tips for effective listening
- How to give feedback
- How to receive feedback
- Tips for effective written communication
- Characteristics of effective presentations
Purpose of module: To describe how the implementation of project work creates substantive changes in the way people work, relate to one another or think about issues and what key change management skills a consultant should have
Learning Objectives:
At the conclusion of this module, participants will:
- Understand why people resistance change and strategies for reducing resistance and building commitment to change
- Know the basic rules and consideration for managing change
- Understand how to assess an organization’s readiness to change
- Assessing readiness to change within the organization
- Understand why efforts to increase organizational effectiveness fail
- Understand how to apply change mastery skills from initiation of a project to accomplishment of desired outcome
Topics
- Resistance to change
- Building commitment to change
- Rules for managing change
- Important considerations in choosing a change target and strategy
- Some assumptions about change agents/consultants
- Assessing readiness to change
- When change is pushed from below
- Assessing readiness to change within the organization
- Why efforts to increase organizational effectiveness fail
- Change mastery skills — from initiation to accomplishment
Section 3: Consulting Engagement Lifecycle
Purpose of module: Provides an overview of the typical and usually predictable stages of forming a client-consultant relationship
Learning Objectives:
At the conclusion of this module, participants will:
- Be able to identify the stages of a consulting engagement
Topics
- Engagement life cycle
Purpose of module: To explain the importance of initial impressions in the early stages of forming a client-consultant relationship
Learning Objectives:
At the conclusion of this module, participants will:
- Understand the various ways initial contact can be initiated
- Be able to determine the most appropriate way to respond to client request
- Know how to come to mutual agreement with a client of expectations for and responsibilities to each other
Topics
- Various ways to make initial contact
- Deciding how to respond to a client’s request for information or a proposal
- Questions to ask when contracting with a client
- Functions of contracting
- Determining the success of contracting
Purpose of module: To describe the process of identifying the minimal conditions, outcomes and program elements needed to meet explicit organizational goals or objectives
Learning Objectives:
At the conclusion of this module, participants will:
- Know the types of needs assessment and the types of data required
- Understand techniques for conducting external assessments and internal assessments
- Know how to analyze and interpret data
Topics
- Two types of needs assessment
- Four types of data
- Techniques for conducting external assessments
- Techniques for internal assessments
- Data gathering techniques
- Guidelines — some principles of interviewing
- Checklist — criteria for selecting data gathering technique
- Analysis and interpretation
- Guidelines — analyzing data sets
- Feedback to the client after assessments
- Checklist — planning and data gathering
Purpose of module: Explores how to leverage initial interactions with the client and results of the needs assessment to design a program that best meets the client’s needs.
Learning Objectives:
At the conclusion of this module, participants will:
- Know how to identify the real needs of the client
- Be able to gain agreement with the client on the real issue to be solved
- Know which roles and responsibilities are essential to project success
- Know how to work with the client collaboratively through a structured process
Topics
- Identifying the real client
- Structuring client roles and responsibilities
- Working collaboratively
- Program design
- Proposals
Purpose of module: To describe the implementation process and, more importantly, how implementation should be something that happens at every stage of a project.
Learning Objectives:
At the conclusion of this module, participants will:
- Understand the key concepts in implementing change
- Know the guidelines for effective implementation
Topics
- Conventional organizations
- Parallel organizations
- Individual/organizational matrix
- Planning and tracking
- Guidelines for Effective Implementation
- Responsibility charting
- Building in Success
Purpose of module: To describe the optimal outcome for any consulting relationship and how to successfully close out a project
Learning Objectives:
At the conclusion of this module, participants will:
- Know how to successfully end and close out a client engagement
- Understand how to handle ending a client relationship when a project is stopped before completion
Topics
- Ending a project
- Cases in which you and the client are working together
- Cases in which you and the client are not together
- Criteria for effective transition of a project
Section 4: Success, Failure & Growth
Purpose of module: Explores the many ways that an engagement can go wrong
Learning Objectives:
At the conclusion of this module, participants will:
- Understand the types of difficult situations in which every consultant will find him or herself
- Know strategies for dealing with difficult situations
Topics
- When a problem comes from political issues
- When a problem comes from inaccurate planning
- When a problem is the unintended or poor results
- When a problem is that everything is changing around you
- If the problem is that “nothing happened”
- Some political and ethical issues around consulting
Purpose of module: To describe how important continuous improvement of consulting skills is important in a rapidly changing environment
Learning Objectives:
At the conclusion of this module, participants will:
- Understand the importance of continually developing their skills
- Know options for professional development
Topics
- On the job training
- Tools and techniques that facilitate learning
- A schema for assessing and acting on risks
- Consultation Skills Inventory
Purpose of module: Explores consulting as a style of working and how this style can be effective in a wide variety of roles
Learning Objectives:
At the conclusion of this module, participants will:
- Understand that consulting is not simply a profession, but a method of working
- Know how consulting can be effective in a wide varied of different roles
Topics:
- Consulting as a method of working
- Using consulting principles in a variety of roles
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