May 11, 2019


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The Consultative Approach in Project Management


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Topic: The Consultative Approach in Project Management
Date: 2019-05-11
Time: 9:30am – 5:30pm
Venue: Room 408-9, Fortress Tower, 250 King’s Road, North Point, HK
PDU: 7
Speaker: Mr. Alex Sin
PMI-HK Member: HKD 1,800
Non-PMI-HK Member: HKD 2,100

Project acceptance really depends on the full delivery of the customer’s needs. Managing the customer effectively is a key to success. A project manager needs to play different consulting roles in projects. It is always difficult to unhide a customer’s needs and to develop a corresponding solution. It requires a systematic way to build relationship with customer and then to achieve a win-win result. Nobody wants to deal with service professionals he or she dislikes.

Course Objectives

This is a one day course which aims to help project managers strengthen their related knowledge and skills to collect requirements in an ever changing customer environment. In this course, project professionals will pick up a consulting role where a consultant can readily build rapport during initial contact. With proper questioning technique, customers would be more open and glad to share information with the project team.

The consultative approach can be applied in a project environment with internal customers or external parties. The course will cover the key topics:

1. Services Industry Review

    • Service Trend
    • Get ready for changes

2. Consulting Model for Project Manager

  • Characteristics of Consultant
  • Processes
  • Demonstrate understanding before giving solution
  • Promote project outcomes
  • Transit from project to operation

3. Develop Solution to Address Customer’s Needs

    • Present solution according to customer’s style
  • Develop a win-win solution with customer

4. Teaming with Customers

  • Apply to daily activities through consulting approach
  • Ensure customer satisfaction

5. Case Study

Upon completion of the course, attendants will be able to readily build rapport with the customer by making use of the processes of the consultative approach:

  • Build Up Esteem
    1) Present yourself
    2) Gain credibility
  • Gather Customers’ Needs
    1) Help customers to articulate their needs
    2) Use questioning and listening skills to identify the gap between current situation and desired situation
    3) Confirm issues and summarize information gathered
  • Present Solution
    1) Propose a solution beneficial to customers
    2) Solve problems from a personal and business perspective
    3) Actionable closing
  • Strengthen Partnership
    1) Ensure right solution in place
    2) Deal with unexpected personnel or business issues
    3) Strengthen the relationship


  • Project management professionals
  • Project stakeholders
  • PMPs aiming at gaining PDU
  • People who would like to uplift their skills in consultative approach in project management


  • Lecture and group discussion
  • Interactive Classroom Instruction
  • Small Group Exercises

Instructor’s Profile – Mr. Alex Sin, PMP®, PMI-ACP®

Alex Sin is an independent consultant with more than 24 years of IT experience with expertise in Consulting, Project Management and Training. While at Hewlett-Packard HK SAR Limited in the previous 10 years, Alex Sin was the Learning and Development Manager and a certified instructor in a number of training including Negotiation, Consulting and Management Development. Alex is certified as a ITIL/ITSM Manager, well equipped with Methodology to deliver IT Consulting. He is also a practitioner of PDI, MBTI and DISC well-known consulting tools.

Alex enriched his Project Management experience from large scaled projects like Libraries, Electrical and Mechanical Services Department and Companies Registry. Alex shifted his role to business manager in 1995 and was dual-hatted as the Outsourcing Manager in charge of Home PC Call Centre. Since Y2K, he dedicated himself to Learning and Development and developed a number of professionals in the Greater China.

Alex is the current Vice President Young PM Development at Project Management Institute Hong Kong Chapter. Alex graduated from The University of Toronto with major in Computer Sciences and Mathematics.