Consultative Selling
February 2, 2014Moritz Gartenmeister
February 3, 2014
Many professionals worldwide use methodical approaches, often based on best-practices, to structure their work. To learn this profession you can get education and if you master it, you can even get a certification. We see this in Project Management (PMI), IT Management (ITIL), Logistics (APICS), etc.
In Consulting however a common approach or method seems to be irrelevant, because most consultants don’t use a specific method for their profession.
Would a common approach for consulting improve the quality of work and is a method as such availale?
Issue Based Consulting (IBC) is a process driven non-proprietary technique for professional consulting. To embark on complex consulting engagements without a framework as such could be a hazardous undertaking. IBC is the ultimate answer for consultants or consulting firms with a desire for a professional, structured and well defined approach to consulting.
Want to know more about it :
Download the latest flyer or check out the IBC training course.
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[…] course or find text books that covers the topic. An example tool is the concept called IBC or Issue based consulting which is actually used extensively by name consulting […]
[…] course or find text books that covers the topic. An example tool is the concept called IBC or Issue based consulting which is actually used extensively by big name consulting companies. Below is a good summary of […]
1.what are the common methodologies used in consultation work?
2. Mention the major consultation steps.
Issue Based Consulting is one of the common methods in consulting. It is used by companies like, Booz & Company, The IBM Consulting Group, PWC and Accenture. These companies and many other consulting firms use this approach or a similar one. However, in many cases they name their method differently, so it seems they use another method. In the core all methods are more or less similar.
McKinsey seems to have it’s own approach, but in essence the tools and concepts they use are the same as most others. Barbara Minto, a former McKinsey consultant developed the Minto Pyramid which forms the basis of many consulting methodologies. Concepts as logic trees and hypotheses are commonly used in all methods.
Referring to your question about the major consultation steps. We use the steps Definition, Structure, Data Gathering, Synthesis and Buy-in.