A key challenge facing many professionals is moving from contributing from the position of “expert” (using specialist know-how to provide a solution to the business), to the role of “enabler,” (helping the business generate its own thinking by inputting expert knowledge appropriately, to assist in business decision-making). This shift requires the professional to be able to demonstrate client- centred thinking and client -centred skills & behaviours. Consultancy skills (including facilitation) is an example of how professionals can position themselves as a sustainable partner to the business.

This challenge demands a different set of skills. In our work, we see a range of reasons why professionals fail as consultants and/or facilitators:

• They value too highly personal expertise – if we believe our value resides in what we know and our experience, rather than having an interest in what the business requires, (“taking our expertise to market”), we may not facilitate discussions – instead we will tell.
• They lack personal confidence to deal with conflict, apathy, or resistance. If we do not manage these common dynamics – the client or group manages us – and we do not achieve the agreed outcomes.
• They possess little knowledge of group processes which help achieve clear outcomes. This results in redundant work inside the room, or alternatively, key aspects being re-worked.
• Their high personal standards derail the group. Progress becomes slowed up, as unnecessary detail or information is sought by the consultant or facilitator. This results in motivation for change tailing off.
• They lack a required level of achievement behaviour – this results in lack of closure and clarity..

It can be seen, therefore, that consulting and facilitation require a significant level of emotional intelligence and basic business awareness

Programs in Facilitation & Consulting Skills
We run two day programs for professional staff to explore their contribution to the business and introduce them to a range of tools and techniques to help them build business partnerships to maximise business value.