Professional Services/Consulting works more like an integrated elite sports team then any other business.
The short-stop needs to instinctively know what to do when she gets a ball and there are runners on first and third with one out in the 5th inning when they are behind by one run.
Just like all elite athletes on a winning team they need to be thoroughly trained and developed to perform. We can not win if they do not perform at a very high-level. Today, we are failing them and therefore they are unable to meet our needs.
The convergence of four challenges led to the creation of The Consultant’s Way:
↘ Jugular that we develop to a high level of competence
↗ People consume content via e-learning video and in short bursts
↖ Multi-generation challenge mature consultants don’t want to change how they develop or don’t develop and younger generations need more support
↙ Learn by watching is slow and has high failure rates
Solving Challenges
The Consultant’s Way solves these challenges and provides PS/Consulting Businesses the first real approach to providing:
1. Structured Career Path Development — E-learning shorts that are organized into structured learning. Therefore, a firm can be assured that everyone from new college hire to woman running entire businesses can be developed in an organized manner at the pace appropriate for the business and person. They can be certified as understanding the capabilities necessary for success.
2. Custom Development Can Be Achieved — For example we have account people that do not reside in the PS group, or we have PS sales-people. Another example, is our practices have different leverage models. The Consultant’s Way can be easily structured to support your unique organization.
3. Just in Time Learning — People learn best when the information is relevant to the things they are working on. Now they can go to the library and find the information that relates to: preparing for a steering committee meeting, leveraging the communication plan for an up-sell, or taking advantage of a scope issue to sell more services or pull through a product.
The Consultant's Way has over 145 topical e-learning videos, including concepts, how to advice, roles plays and group discussions. Benefits include:
• Increased revenue per project
• Lower sales costs
• Higher retention of staff
• Ability to hire and develop junior consultants
• Better pull through
• More Up-sells
• More predictability
• Leaders work on the business not in the business
• Increased revenue per client
• Higher cross selling
• Ability to push responsibility down the organization chart
• Ability to promote
• Ability to encourage people to find work elsewhere
Your Instructor
Dean McMann is the founding partner of the management consulting firm, McMann & Ransford. As the founding partner of McMann & Ransford, Dean has worked with Fortune 500 B2B companies, such as GE, IBM, and Xerox, to help them overcome commoditization through a complete business model transformation.
