As a consultant your focus will often be on relieving the ‘pain’ felt by your clients – the self-declared problems they have identified. This pain will have caused them to reach out to you for help, resulting in you providing the required solution and their pain going away. Easy.
However this is a very simple model of how you will do business, as clients very often don’t actually know what is causing their pain – they haven’t considered the underlying issues that are the root cause. The pain they feel will often be a symptom of these issues, which are invisible to them because they have been working ‘in’ the business rather than ‘on’ the business.
Your role as a consultant is to drill down and discover these root causes in order that you can cure the pain at the source. This requires a deep dive into the processes and systems of the client’s business, to discover what is broken, or in need of tweaking, or re-building. It requires you to systematically identify the needs of the business. This process you will conduct is known as Needs Analysis.
This course focuses on how to conduct a systematic and meaningful Needs Analysis in order to better help your clients and deliver beyond expectations.
Building a Process
Following this course you will be able to:
- Identify the purpose of Needs Analysis
- Gather relevant information
- Conduct Root Cause Analysis
- Accurately record the needs of the business
- Identify gaps in capability
- Report your findings in a concise format
This course will introduce you to a solid process you should follow when working for a client. It will help you to add more value than expected and as a result get further follow-on work, and referrals.
A complementary course would be Consultancy Interviewing, which will extend your Needs Analysis skills even further.