Internal Advisory Skills

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Overview

Overview
In most organisations today, the support teams (be they Finance, HR, Ops, Risk, Legal or IT) are taking on much more of an advisory role to their internal “clients.” They are required to help internal stakeholders achieve their strategic goals and they must influence them to execute in a certain direction. This interactive two-day workshop gives those attending the key skills on how to win trust, build relationships and assist execution in line with organisational strategy.

The first part of Day One looks at how participants as internal advisors can win credibility and manage their visibility. In the afternoon of Day One they will learn how to run an effective consultative meeting that allows the advisor to get to root cause issues.

On Day Two, they will receive advice on how to win ownership from their colleagues and how to present back challenging information. Managing conflict positively will be a key part of Day Two.

On both days there will be a major case simulation that will allow delegates to practise their skills.

Aims and Objectives
By the end of this course, participants will be able to:

  • Advise others with confidence
  • Use their communication skills to effectively persuade and engage
  • Build rapport
  • Build positive relationships
  • Effectively lead in a matrix / stakeholder environment
  • Align various stakeholders around corporate objectives
  • Create a stakeholder map to create more effective execution
  • Set expectations and deal with ambiguity
  • Run a consultative meeting that gets to root cause issues
  • Deliver an action plan with confidence
  • Deal positively with push back
  • Create ownership and assist execution amongst stakeholders

Methodology
We would work closely with your organisation to create highly customised case studies and role plays using real life scenarios and situations that are typical to participants on the course. This will lift the workshop from an “interesting” session to a practical and relevant learning experience with tangible outcomes participants can use back in the workplace. They will gain the confidence in the safe environment of the classroom to go on and implement the skills with their colleagues straight away.

Who should attend

This course is aimed at all support functions, including:

  • Finance
  • Legal
  • HR
  • IT
  • Risks
  • Operations
  • Complaince
  • Tax
Inhouse


 

Do you have five or more people interested in attending this course? Do you want to tailor it to meet your company's exact requirements? If you'd like to do either of these, we can bring this course to your company's office. You could even save up to 50% on the cost of sending delegates to a public course.

To find out more about running this course in-house:





Our Tailored Learning Offering

If you want to run this course at a location convenient to you or if you want a completely customised learning solution, we can help.

We produce learning solutions that are completely unique to your business. We'll guide you through the whole process, from the initial consultancy to evaluating the success of the full learning experience. Our learning specialists ensure you get the maximum return on your training investment.

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We can offer any of our public courses delivered at your office or we can devise completely tailored solutions:


Read more about our offering or complete a call back request to speak to a learning specialist.

 

Agenda

DAY 1

Reducing the Trust Deficit when Working as an Internal Advisor

  • The problems in creating trust in these relationships
  • The concept of rapid trust
  • The importance of ‘non-operational’ conversations with our colleagues
  • Creating rapport with your colleagues
  • Strategies to create empathy, trust and influence

Exercise: How to build trust when trust isn’t initially there

Visibility and its importance: You are the message

  • Effective corporate communication
  • Managing your ‘moment of truth’
  • Meeting the challenge of ambiguity in effective communication
  • Your man three routes: verbal, non-verbal and written
  • E-mails and what creates impact

Questionnaire: Participants will complete a questionnaire that will ascertain their personal style of communication

The Structure of an Effective Consultative Meeting

  • Rapport creation at the start
  • Signposting through the meeting
  • Open and closed questions
  • Verbatim comments – what are they and why are they important?

Advanced Questioning Skills that get to the Root Cause

  •  The concept of motivating questions
  • Situation questions – their uses and limitations
  • Going down the ladder of inference
  • Assertion vs. data – knowing the difference
  • Understanding root cause

Case Simulation: Consultative Questioning Skills

  • Case study on how participants would apply questioning skills in specific situations
  • Discussion and group feedback
  • Handling situations in the future


DAY 2


The Art of Advising: Assisting your Colleague to Identify the Problem is More Important than Solving It

  • The Pareto principle: the importance of getting your client to do 80% of the talking
  • The difference between how advisors and colleagues solve problems
  • Using paraphrasing and summarizing to create more resonance
  • The importance of pausing

Role play: Paraphrase don’t solve

Delivering Feedback to Stakeholders

  • Two client information models, the concepts of:

               - McKinsey Pyramid
               - Answer First

  • Telling the story of your presentation
  • Dealing with controversial information
  • Effectively dealing with complex information
  • Effectively managing pushback

Exercise: Participants review advocacy and inquiry models and apply them to their practice areas

Influencing without Authority and its Importance for the Internal Advisor

  • What do we mean by influencing skills and the difference between:

                  - formal authority
                  - manipulation
                  - influence

  • What is a matrix environment and what are the key skills needed in this environment
  • Introduction to Cohen’s Influence Model and how you can apply this in your relationships within your organisation

Exercise: Application of the Cohen Influence model to your relationships and organisation

Managing Pushback and Conflict Positively and Assertively

  • Using communication media effectively during conflict
  • What are the differences between passive, aggressive and assertive behaviour
  • How will being assertive assist you in dealing with conflict?
  • Avoiding escalation
  • Using sanctions selectively

Case study: Delegates will review a case study on conflict management to see how they would have handled the situation

Case simulation: Influence and Unwilling Stakeholder

  • Case study on how participants would apply what you have learned in specific situations
  • Discussion and group feedback
  • Handling situations in the future

Course Summary and Close

 

 

Why us


We have a combined experience of over 60 years providing learning solutions to the world’s major organisations and are privileged to have contributed to their success. We view our clients as partners and focus on understanding the needs of each organisation we work with to tailor learning solutions to specific requirements.

We are proud of our record of customer satisfaction. Here is why you should choose us to help you achieve your goals and accelerate your career:

  • Quality – our clients consistently rate our performance ‘excellent’ or ‘outstanding’. Our average overall score awarded to us by our clients is nine out of ten.
  • Track record – we have delivered training solutions for 95% of worlds’ top 100 banks and have trained over 250,000 professionals.
  • Knowledge – our 150 strong team of industry specialist trainers are world leading financial leaders and commentators, ensuring our knowledge base is second to none.
  • Reliability – if we promise it, we deliver it. We have delivered over 20,000 events both in person and online, using simultaneous translation to delegates from over 180 countries.
  • Recognition – we are accredited by the British Accreditation Council and the CPD Certification Service. In an independent review by Feefo we scored 96% on service and 95% on product