Consulting Skills for the IT Professional

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Consulting Skills for the IT Professional is a two-day workshop that will teach your IT staff and leaders how to build better, more consultative partnerships with your clients. We define consulting as influencing without direct power. In today's cross-functional, flattened, and re-engineered companies, the only power left is the power of influence. Master that and you virtually guarantee success. Help your staff master IT, beginning with this workshop, and you'll soon be coaching a top-flight IT organisation that commands the respect of the company - and that competes successfully with external consultants.   DDLS' Professional Development Specialist, Lou Markstrom, writes an article for each month to concide with the release of his co-authored book, Unleashing the Power of IT.  Read the article "10 ways to become a business consultant" here.


At this workshop you will learn how to:

  • Consult according to the 11-step Consulting Cycle
  • Build trust and rapport in the initial discussion
  • Utilise the "stew pot" to handle difficult clients and situations
  • Position your organisation for high payback opportunities
  • Build a listening organisation with our H.E.A.R. Model
  • Apply four different consulting roles
  • Manage client resistance and expectations (realistic and not!)
  • Analyse situations more effectively
  • Increase your influence without direct power


Anyone in IT who has ongoing relationships with clients including:

  • Account Managers
  • Business Analysts
  • Application Support
  • Application Development
  • Hardware Support
  • Managers/Directors/Executives

We can also deliver and customise this training course for larger groups saving your organisation time, money and resources. For more information, please make a note when you enquire.




  • What is consulting?
  • IT today
  • Personal characteristics of an effective IT consultant
  • Consulting roles
  • Three sets of skills
  • The 11-step Consulting Cycle
  • Real-life case study exercises
  • Case study debrief and resolution
  • Guideline for managing the initial contact/request
  • Managing expectations
  • Managing the meeting
  • The H.E.A.R. model for effective listening
  • Applying influence to difficult client situations
  • Personal action plan

Training provider

Teaching mode: Classroom - Instructor Led
Duration: 2 days
Gooroo has partnered with the global leaders in IT training to give you access to quality training, personalised to you, targeted at increasing your job opportunities and salary.

Our pricing

We do not display pricing as Gooroo members qualify for special discounts not available elsewhere. You must enquire through Gooroo to get this benefit.

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