Business Consulting for the IT Professional – “Customer Speak for the Technical Geek”

Course Number:  016-TD
Recommended Duration:  2 Days

Intended Audience:  IT Professionals and Business Analysts

Course Overview
The typical cause for rejection is incomplete or inaccurate information gathered in the early stages of the project. However, when the IT professional practices precise questioning techniques that lead the business partner to describe what they NEED versus what they think they WANT, accurate acceptance criteria becomes the norm. This course blends the art of precise questioning with rapport skills, active listening, collaboration, and other interpersonal skills through proven guided exercises.

Objectives
As a result of taking this course, you will learn to:

• Guide the client through a powerful seven-step questioning process, in order to understand the difference between the business partner’s perceived wants and their realistic needs
• Discover the enterprise-wide affect of any new or changed process/procedure
• Brainstorm best practices in the Virtual Meeting environment
• Practice active listening – in the moment
• Demonstrate techniques used to gain rapport in person, on the phone, and in various other business settings
• Practice flexibility in your communications in light of the unique working strategies of your business partners
• Use language patterns that set the stage for a collaborative working environment

Prerequisites:  None

Topics

• A powerful seven-step questioning technique to assist the business partner in defining their real needs

• Clarifying vague wording that could cause confusion or eventual rejection of a project

• Influencing solutions that are in the best interest of the business partner and enterprise

• Virtual vs. Face-to-face meetings

• Techniques to create a collaborative working relationship with the business partner

• Establishing and maintaining rapport with the business partner

• Three, easy-to-follow techniques to become a more focused and proactive listener