Clients are the lifeblood of the consulting business. As a result, your ability to manage clients will make or break your career in consulting.
When I was at McKinsey, I was in the top 10% of my class globally. I was nowhere close to the smartest 10%. McKinsey has some really smart people! However, I received the feedback that my client management skills were excellent. Though I was 22 years old at the time, I had the demeanor, gravitas, and interpersonal skills of someone twice my age. Because of this, the most difficult of clients came to trust me -- and THAT is a vital outcome in a consulting career.
When clients see you as a trusted advisor, they ask you (and your firm) back for repeat engagements. This is good for your firm and your career. If you are in your first few years in consulting, and a client refuses to hire McKinsey unless YOU are on the team, this bodes well for your career. This happened in my second year at McKinsey and was likely one of the biggest factors in my being perceived as a rising star within McKinsey.
To understand how to earn a client's trust, you must understand a client's world from THEIR (not your) perspective. In my Ultimate Consultant Toolkit: Managing Clients & Engagements, I include over a dozen audio and video tutorials on developing a superior skill level in managing clients -- including C-Level, senior clients, and difficult clients. My Toolkit will teach you what you need to know to understand a client's world from their perspective, so you can effectively manage your engagements and ultimately become their trusted advisor.
About my Ultimate Consultant Toolkit: This Toolkit is a smaller, more concise version of the Ultimate Consulting Toolkit that I previously offered -- really the core skills you need to have for consulting. It includes 13 modules + 1 bonus module in mp4 video or mp3 audio:
- Module 1 - C-Level Mindset
Understanding the Mindset of C-Level Clients, and in particular How to Present to Them
- Module 2 - Difficult Clients
How to Work with Difficult Clients & Establishing First Time Client Relationships
- Module 3 - First 7 Days of Analysis
The First 7 Days of Analysis on an Engagement
- Module 4 - Influence with Senior Clients
How to Be Influential with Clients, Specifically Senior Level Clients
- Module 5 - Sell Anything
How to Sell Anything to Clients -- Ideas, Recommendations, or Engagements
- Module 6 - Insight on Insights
The Insight to Insights -- The Secret of the Research Interview
- Module 7 - Strategy to Implementation
Implementation Projects -- Transition from Strategic Ideas to Execution
- Module 8 - Restructuring Costs
Cost Cutting, Layoffs & Restructurings - Key Concepts & Tools
- Module 9 - Managing People
How to Manage People in Consulting & Industry
- Module 10 - Think Like a CEO
How to Think Like a CEO (so You can Advise a CEO)
- Module 11 - Psychology of Influence
Understanding the Psychology of Influence
- Module 12 - Organizational Structures
Organizational Structures & Re-Designs -- Why CEOs Worry & Key Tradeoff Considerations
- Module 13 - M&A Strategic Fit
Assessing Strategic Fit in Real Life Mergers & Acquisitions
- Module 14 - Post Consulting Careers (Bonus Module)
Life After Consulting: A Look at Post Consulting Careers
Each video is approximately one hour, resulting in over 14 hours of audio/video instruction total. In addition, transcripts for each of the 14 modules are included in pdf format.
- The investment for this Toolkit is $397.00.
- We use industry-standard Mp4, Mp3, and Adobe Acrobat pdf files that can be used across all major computing platforms.
- The program is delivered digitally. You will get download instructions within 15 minutes of purchase.
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