Performance Improvement Tools and Techniques: Maximizing Your Client Engagement

Klaus D. Wittkuhn, CPT

Let's set the scene: You are familiar with performance improvement methodology and you have delivered a few projects successfully. While your internal clients value this work, they continue to see you as the "training person" and it is difficult to change their perceptions. You would like them to make full use of your expertise and to recognize how your skills and knowledge can help them produce quality results. You are also aware that there is much to learn and that your performance consulting process, in particular, could benefit from some enhancement.

Does this sound like your world? If so, come join us for a high-impact workshop on navigating preliminary client meetings, ensuring that clients understand what you have to offer, and smoothing the contracting process. Rather than learning new aspects of performance improvement methodology, you will engage with a combination of tools and techniques to pilot your client through the first meetings with you. Actually, the client will do the steering and convince himself or herself of the advantages of your approach.

You will learn how to introduce your clients to a different way of thinking, how to support them as they conduct their own analysis of the problem they want to solve, and how to guide them to appropriate decisions on evaluating project success. We will work extensively with a set of tools and techniques. The whole workshop is about doing, doing, doing. Come prepared to roll up your sleeves...and bring your own cases studies.

Objectives

Participants will be able to:

• Connect with the thought processes and with the language of their clients.
• Ask the right questions to guide the initial meeting without imposing their views on the client.
• Use simple tools to spark the client's interest in further analysis.
• Enable clients to realize and articulate the benefits of performance improvement.
• Position yourself as the professional for resolving performance problems and leveraging opportunities.

Intended Audience

This workshop benefits anyone in the performance consulting business. It is of special interest to:

• Performance consultants.
• Managers of training or human resource departments.
• Managers of performance improvement teams.
• Trainers interested in moving from training to performance consulting.
• Organizational development managers.
• Six Sigma professionals.
   

  << top >>