Consulting Skills for Partners - Oracle the consultant and their company ... for the Consulting...
Transcript of Consulting Skills for Partners - Oracle the consultant and their company ... for the Consulting...
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Consulting Skills for Partners Building Excellence
Kim Miller Director, Applications Partner Enablement Oracle February, 2015
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Safe Harbor Statement
The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.
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Why Consulting Skills? Consulting Skills for Partners
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Why Consulting Skills?
• The technology industry is starting to migrate from pure functionality to user experience
• Clients demand professional, polite, neatly groomed consultants
• Leadership, communication, patience
• Expert functionality knowledge and experience completes the package
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Building Excellence
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Why Consulting Skills?
• Great consulting skills are a differentiator for the consultant and their company
• Consulting skills include all aspects of communication, motivating others and adding value both to the client and your own company
• If a consultant cannot effectively guide the client through the implementation then the client will likely not be successful
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Building Excellence
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How do you Build Consulting Skills?
• Be proactive and take meaningful actions towards improving your consulting skills
• Observe others who are great communicators and motivators
• Leverage all available resources
• Proper preparation can never be overlooked
• Practice, Practice, Practice
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Building Excellence
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What is the End Result?
• World-class consultant
– Well spoken, well written
– Professional
– Confident
– True leader
– Valued contributor
– Team player
– Excellent planning & time management
– Skilled negotiator
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Building Excellence
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Consulting Overview Consulting Skills for Partners
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Consulting Overview
• What are some key attributes of a successful consultant?
• How can you persuade your client to trust you?
• Is there a difference between being billable and adding value?
Are You One of Us?
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Consulting Overview
• Effective Contributor
• Trusted Advisor
• Billable vs. Value Add
• Act Like a Guest
• The Ultimate Goal
First Steps
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Effective Contributor
• Explain the project scope
• Explain your role
• Let the client know what they can expect from you
• Let the client know what you expect of them
Consulting Overview
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Trusted Advisor
• Honesty
• Consistency
• Integrity
• Professionalism
• Approachable
• Knowledgeable
Consulting Overview
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Billable vs. Value Add
• Billable vs. Value Add
• Value Add vs. Demonstrated Value
• Value Add vs. Inexpensive
• Exceeding Expectations vs. Scope Creep
• Effective on Day 1
• Effective on Day 1,000
• Code of Conduct - Ethics
Consulting Overview
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Act Like a Guest
• Business Etiquette
• See the client’s point of view
• Professional detachment
• The client’s day job
• Continual ownership transfer
Consulting Overview
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The Ultimate Goal
• Happy, Independent Client!
• Fair profit for your company
• A learning experience for you
Consulting Overview
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Professionalism Oracle PartnerNetwork
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Professionalism
• What does it mean to you?
• Why is it important?
• What does it mean to your client?
What do you think?
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Professionalism
• Creating a Lasting Impression
– The Attitude
– The Actions
– The Talk
A Lasting Impression
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Create a Lasting Impression
• Dress
• Be on time
• Be confident
• Positive attitude
• Positive body language
• Positive tone of Voice
• Demonstrate true leadership
• Remain patient
The Attitude
Always demonstrate honesty, integrity & professionalism
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Create a Lasting Impression
• Set clear expectations
• Clearly document your findings, recommendations, results & benefits
• Spend the client’s money as if it is your own
• Proper etiquette and language
• Be prepared
• Be knowledgeable
• Be approachable
The Actions
No Surprises!
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Create a Lasting Impression
• Knowing what not to say is just as important as knowing what to say
– Offer opinions
– Offer advise
– Offer options
The Talk
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What to Avoid
“It might not be supported but we can make it work anyways”
Know what not to say
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What to Avoid
“This version is very immature and hundreds of bugs have been reported. Why didn’t you install the previous release?”
Know what not to say
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What to Avoid
“The next release of the software will be generally available on March 15, 2016”
Know what not to say
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What to Avoid
“I created a modification specification for you. I know of an independent consultant who can write the code for you for a great price.”
Know what not to say
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What to Avoid
“I’m scheduled to start another project next Monday but I’m sure I can get out of the commitment if you can renew me for 2 more weeks.”
Know what not to say
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Building Consulting Skills within Your Organization
• Do you have a soft skills program at your company?
• Why not build one?
• Just make up your mind to do it
• Ask me how
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Building Excellence
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The Oracle Way to Consulting Available June 2015
• In response to the overwhelming demand for the Consulting Skills for Partners class, McGraw-Hill is publishing The Oracle Way to Consulting
• Available for pre-purchase at Amazon.com, Barnes & Noble and other major retailers
• Ships June 19, 2015
• www.oraclewaytoconsulting.com/ www.amazon.com/author/millerkim