Strategy
Technology
Sales
& Marketing
Quality
Training
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Our
6A Consulting Approach
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Access
This
stage is about establishing the right dynamics and building a
working client/consultant relationship. Access is strengthened with
each contact and results in total credibility and trust over a period.
The emphasis is on defining roles, reducing ambiguity, developing
rapport and overcoming concerns.
Analysis
This
is
the fact-gathering and investigative stage and involves
listening, questioning and reflecting. The objective is to gather
sufficient (quantity & quality) information on which to base
the conclusions. Analysis includes both information requirements and
process establishment. The key here is not to jump to any conclusions
or make premature suggestions.
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Active
Influence
This
involves setting appropriate strategies for ensuring client
commitment, facilitating movement and making changes. Problem-solving,
benefit demonstration, commitment maintenance and process influencing
take precedence in this stage. The extent of intervention by the
consultant, though, is based on the assignment.
Agreement
This
stage is about reaching the agreement on roles, responsibilities
and relationships, towards increased trust and support. It is a
continuous process that enables development of a clear action plan and
may sometimes occur before/parallel to the ‘active
influence’ stage.
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Adaptation
This
is
about managing the interactions to ensure meeting the
objectives. It involves: follow-up, support and maintenance. This is a
critical stage in the client/consultant relationship.
Assessment
This
stage brings out the success/failure of the consultant in
fulfilling the consulting assignment. Based on the objective feedback,
this may lead to re-entry, start of another assignment or a repeat of
some/all stages.
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