Day started
with lot of excitement since Placement Season had started and Big companies in
HR Consulting i.e. Mercer is on Campus to recruit that very special and lucky
talent from the 116 students for a very lucrative offer.
In
consulting skills class we discussed Chapter 9 and 10 from Flawless Consulting
by Peter Block.
Chapter 9
explained how to keep resistance and associated feelings at bay while talking
to clients and knowing their concerns and issues. Consultants should ask as
many relevant questions to the client and listen to their answers with full
concentration so that there are no issues left unnoticed. Peter Block stated a
three step process to deal with resistance
1.
Pick up signals
for resistance from manager
2.
Name the
resistance and use neutral language
3.
Be quite and seek
response by being an effective listener
In Chapter10
Peter Block talks about discovery phase and consultant should make sure that he
is very clear and understand the client’s business and the other issues related
to it. Various analyses should be done to figure out the issues and its
solutions so that Manager can be told about the same and a plan can be made how
those can be implemented and feedback and recommendations can be noted down.
Second half
of the day was dedicated to analyze the financial plan made by SOIL to raise
funds and loan from AXIS Bank to set up a residential campus. Gaurav Sir came
to the class and explained all the details of the financial plan and every team
was asked to come up with valuable recommendations.
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