Conference Presentation

Consulting Soft Skills

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As service organizations in technology companies look to move beyond being product extenders and mature as B4B providers, the ability to engage prospects and clients at all levels and situations in a more consultative manner is mission critical. Land-and-expand selling, adoption services, and outcome-based solutions all require much more from PS personnel than traditional technology acumen. Today's PS professional must be able to identify, articulate, and manage every project with a consultative approach to every aspect of the engagement.

This includes all aspects of client interactions: Expressing solutions in terms of value derived (outcomes) instead of activities completed; conducting expand selling by focusing on problem-solving techniques and execution of the trusted advisor role; executing implementations with an eye toward adoption, not just successfully standing up systems, and doing this by influencing/driving the user community; and managing project scope, issues, and customer satisfaction in a more effective manner with advanced soft skills techniques.

 

Presented By:

Marty Grosh

Vice President, Professional and Managed Services, Compugen

Bo DiMuccio

Vice President, Research, TSIA

Randy Mysliviec

President and CEO, RTM Consulting

Publish Date: October 21, 2014

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