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Synopsis

Project acceptance really depends on the full delivery of the customer’s needs. Helping customers to elaborate their needs is a key to success. A project manager needs to play different consulting roles in projects. It is because customers only deal with someone they like and trust. There requires a systematic way to build relationship with customers, earn their trust and then follow your professional advices. A consultative approach is usually more successful than a traditional project management model.

Learning Objectives

At the end of the class, students will be able to:

1. Build rapport readily with stakeholders at the initial meeting
2. Explore customer’s needs efficiently
3. Present a solution in a project perspective
4. Maintain partnership for long term success

Course Outline

The course can be summarized in “4G”:

Getting Esteem

1. Present yourself
2. Show your understanding

Gathering 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

Going to Show

1. Understand and recognize the obstacles
2. Propose a solution benefited to customers
3. Solve problem in perspectives of personal and business

Going in partnership

1. Ensure right solution in place
2. Monitor execution
3. Deal with unexpected personnel or issues

Who should attend?

• Consultants who works with internal and external customers, including sales, technical professionals, project managers, IT service providers, finance, engineering, human resources and management professionals. This training is an added value for them to execute their roles.
• Consultants and technical persons who serve customers in complex projects or assignments
• Consultants, Sales, service and support people who need to increase customer satisfaction

Instructor’s Profile – Mr. Alex Sin, Vice President, PMI HK
PMP®, PMI-ACP®, ITIL/ITSM® Manager

Alex Sin is an independent consultant with more than 26 years of IT experience with expertise in Consulting, Project Management and Training. He is a certified instructor in a few areas including IT, Consulting and Management Development. Alex is 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. He recently completed a virtualization project for a local telecommunication company.

Alex is currently a VP Volunteer at Project Management Institute Hong Kong Chapter. Alex graduated from The University of Toronto with major in Computer Sciences and Mathematics.