Advising in a governance-driven or organizationally complex environment requires more than subject-matter expertise. Consultants operate in a field shaped by shifting interests, perceptions, mandates and (in)formal power structures. Advisory related questions seemingly straightforward often conceal underlying complexity. Expectations differ and decision-making is heavily influenced by more than rational arguments alone.
Due to this given reality, the advisory profession is defined by the ability to accurately read situations, build trust, address resistance constructively and provide clear direction. It requires role-conscious behavior, resilience in difficult conversations and the ability to influence without relying on formal authority.
The Consulting Mastery Training provides a solid foundation for the mentioned capabilities. Participants strengthen their communication skills, analytical judgment and professional identity, while working with case material drawn directly from advisory practice. This will result in operating as an advisor with proper composure, sharpness, authority and who makes a tangible impact on clients, organizations and decision-making processes.
LEARNING OUTCOMES
After completing the programme, you will be able to:
- Build trust and credibility with clients, also in complex and politically sensitive environments;
- Clearly define and contract advisory assignments, including objectives and expectations;
- Conduct diagnostic analyses that lead to valid and actionable problem definitions;
- Lead effective advisory conversations, both exploratory and directive;
- Recognize, manage and transform resistance, ranging from rational objections to relational and/or political barriers;
- Influence without pressure or positional power;
- Present advice clearly and persuasively, tailored to senior leaders and decision-makers;
- Act with role clarity, knowing when to operate as expert, process facilitator, sparring partner or critical friend;
- Work from a personal advisory style aligned with your strengths and professional identity
PROGRAMME STRUCTURE
FOUNDATIONS OF THE ADVISORY PROFESSION
This part of the program explores the core characteristics of professional advisory work. Participants develop an understanding of the balance between content, process and influence, and gain insight into the diverse expectations advisors encounter. The different advisory roles are examined, as well as how these roles shift in practice.
CLARIFYING THE ASSIGNMENT AND CONTRACTING
This part of the program focuses on defining the advisory assignment with precision. Participants learn how to translate an initial question into a clearly formulated objective, identify relevant constraints and responsibilities, and establish a constructive working relationship from the outset. Emphasis is placed on expectation alignment and mutual commitment.
DIAGNOSTIC INQUIRY AND ANALYSIS
This module concentrates on understanding what is truly happening within an organization. Participants learn how to gather information, interpret signals, recognize patterns and translate findings into a well-substantiated advisory direction.
COMMUNICATION AND CONVERSATION SKILLS
Effective advisory work depends on clear, respectful and purposeful communication. In this module, participants strengthen their ability to conduct conversations that build trust, create openness and provide direction. Topics include listening, probing questions, managing professional dialogue and handling challenging interactions.
EFFECTIVE ADVISING AND PRESENTATION
Participants develop skills to formulate advice that convinces and resonates. They learn how to present messages clearly and concisely, tailored to boards and other decision-makers. This part of the program focuses strongly on anticipating on responses, questions, and sensitivities during decision-making processes.
RESISTANCE AND COMPLEX SITUATIONS
Resistance is present in every advisory assignment. This part of the program focuses on recognizing resistance, maintaining constructive collaboration and sustaining professional direction in complex or sensitive situations.
PROFESSIONAL IDENTITY AND DEVELOPMENT
Participants work on their personal advisory style and professional positioning. They reflect on their approach, strengths and ambitions. The programme concludes with a personal development plan.
TARGET AUDIENCE
- External consultants
- Internal advisors
- Project and programme managers with an advisory role
- Professionals who regularly need to convince, advise or provide direction without formal authority
PRACTICAL INFORMATION
Programme duration: 2 days
Locations: throughout the ASEAN region
Start dates: Monthly. Contact UBS Institute for current schedules
In-company: Available upon request
INVESTMENT
The investment for this programme differs by country. Interested participants are requested to contact us for the applicable pricing. The programme fees include tuition, course materials and catering.
ADDITIONAL INFORMATION
If you are interested in participating,.you may leave your details via the contact form of UBS Institute after which we will contact you. Should you have any questions, please feel free to reach out. All conversations will be treated confidentially.
Reageer op dit bericht