CS 012: Research, Consultancy and Advisory - Globopoint Learning Centre

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GENERAL OBJECTIVE

This paper is intended to equip the candidate with the knowledge, skills and attitudes that will enable him/her to design and implement research, translate research findings as well as undertake consultancy and advisory services on matters of governance, compliance and management.

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Ability to articulate a clear research question or problem and formulate a hypothesis
Identification of and application of appropriate research approaches and methodologies
Ability to write a research report and explain their research findings through presentations
Effective management and implemention of management consultancy projects
Development of project implementation plans
Demonstration of coaching and facilitation skills and techniques as components of consultancy and advisory services

Course Content

UNDERLYING THEORIES/MODELS OF RESEARCH, CONSULTANCY AND ADVISORY
Selected Research and Consultancy Theories - Social-systems theory - Social network theory - Situated learning theory - Otherness & Parasites theory - The Intervention Theory of Argyrols. - Blake and Mouton's Consultation Theory - Weisberg’s Theory of Organisational Diagnosis - Theory of Planned Behaviour - Innovation diffusion theory. - General Deterrence Theory

Social-systems theory;
Social network theory;
Situated learning theory;
Otherness & Parasites theory;
The Intervention Theory of Argyrols;
Blake and Mouton’s Consultation Theory;
Weisberg’s Theory of Organisational Diagnosis;
Theory of Planned Behaviour;
Innovation diffusion theory;
General Deterrence Theory;

INTRODUCTION TO RESEARCH-GENERAL OVERVIEW
Research Philosophies - Research Methodologies - Types of Research - Research design - Purpose and importance of research - Research ethics and integrity

INTRODUCTION TO RESEARCH-TYPES OF RESEARCH
Historical Research - Comparative Research - Descriptive Research - Correlation Research - Experimental Research

Historical Research;
Comparative Research;
Descriptive Research;
Correlation Research;
Experimental Research;
Evaluation Research;
Causal research;
Correlational research;
Action Research;
Echogenic Research;
Feminist Research;
Cultural Research;

RESEARCH PROCESS-PROBLEM FORMULATION
Problem identification/conceptualization - Research Questions - Hypothesis construction, characteristics of hypothesis, hypothesis testing. - Statement of Objectives - Literature Review; citations - Conceptual framework

RESEARCH PROCESS-TESTS OF HYPOTHESIS
Basic Concepts Concerning Testing of Hypotheses - Procedure for Hypothesis Testing - Type I Type II Errors - Test of Significance

RESEARCH PROCESS-METHODS OF SAMPLING
Systematic Sampling - Distinction between a Systematic Random sample and a Simple Random Sample - Stratified Sampling - Strategies involved in Stratified Sampling - Advantages of Stratified Sampling over other Sampling Methods 6.6 Disadvantages of Stratified Sampling - Some Non-Random Sampling Method

INTRODUCTION TO RESEARCH-DATA COLLECTION
Unpublished Sources - Published Data - Necessary Guidelines for Collecting Reliable Data - Methods of Collecting Data - Stages in the Collection of Data - Design of a Good Questionnaire

INTRODUCTION TO RESEARCH-PROCESSING AND ANALYSING DATA
Steps in Data Analysis - Methods of data analysis - Narrative Data Analysis - Statistical Data Analysis - Descriptive Data Analysis - Data Analysis Techniques - Univariate Distribution - The Frequency Distribution - Measures of Central Tendency Measures of Dispersion - Types data analysis and significance tests. - Use of software - Interpretation of results - The cyclic nature of research

Steps in Data Analysis;
Methods of data analysis;
Narrative Data Analysis;
Statistical Data Analysis;
Descriptive Data Analysis;
Data Analysis Techniques;
Univariate Distribution;
The Frequency Distribution
Measures of Central Tendency;
Measures of Dispersion;
Types data analysis and significance tests;
Use of software;
Interpretation of results;
The cyclic nature of research;

INTRODUCTION TO RESEARCH-DATA INTERPRETATION AND PRESENTATION
Technique of Interpretation - Precaution in Interpretation - Frequency tables - Pie charts - Graphs

INTRODUCTION TO RESEARCH-WRITING THE REPORT
Significance of Report Writing - Different Steps in Writing Report - Layout of the Research Report - Types of Reports - Oral Presentation - Precautions for Writing Research Report

RESEARCH PROPOSAL, RESEARCH REPORT WRITING AND REFERENCING
- Basic principles - Formats, contents, presentation data presentation; use of charts, graphs and tables. - Referencing styles, citation of primary and secondary sources, foot notes and end notes, bibliography and references - Format of Certified Secretaries research project

INTRODUCTION TO ADVISORY AND CONSULTANCY-GENERAL BACKGROUND
Role of consultants - Qualities of a good consultant - Developing internal consulting skills - The internal consultant’s role - How the internal consultant differs from line management and external consultancy - Skills and knowledge requirements - Time management, managing customer expectations, creative problem solving, communication skills, working with clients, managing politics, managing conflict, managing client-consultant relationships. - Difference between Consultancy and Advisory - Uses of consultants – public sector, private sector, and internal consulting - Consulting roles and culture - Professionalism and ethics - Legal and ethical considerations

Role of consultants;
Qualities of a good consultant;
Developing internal consulting skills;
The internal consultant’s role;
How the internal consultant differs from line management and external consultancy;
Skills and knowledge requirements;
Time management, managing customer expectations, creative problem solving, communication skills, working with clients, managing politics, managing conflict, managing client-consultant relationships;
Difference between Consultancy and Advisory;
Uses of consultants;
public sector, private sector, and internal consulting;
Consulting roles and culture;
Professionalism and ethics;
Legal and ethical considerations;

INTRODUCTION TO ADVISORY AND CONSULTANCY-NATURE AND PURPOSE OF MANAGEMENT CONSULTING
What is consulting? - Why are consultants used? Five generic purposes - How are consultants used? Ten principal ways - The consulting process - Evolving concepts and scope of management consulting

INTRODUCTION TO ADVISORY AND CONSULTANCY-THE CONSULTING INDUSTRY
A historical perspective - The current consulting scene - Range of services provided - Generalist and specialist services - Main types of consulting organisation - Internal consultants - Management consulting and other professions

THE ADVISORY DISCIPLINE
Role of an Advisor - What Makes a Good Advisor? - Strategy, Execution and Accountability - Crisis Management - Business Resilience Overview - Mapping Out the Client Discovery - Building Trust - Confidence and Experience - Business Planning Process

CONDUCTING CONSULTATIVE AND ADVISORY SERVICES-BASIC CONSULTATIVE APPROACHES
Expert Approach - Medical (Doctor-Patient) Approach - Process Approach - Emergent Approach (Emergent Organisational Development And Change (EODC)

CONDUCTING CONSULTATIVE AND ADVISORY SERVICES-THE CLIENT AND CONSULTANT RELATIONSHIP
Defining roles and expectations - The client and the consultant systems - Critical dimensions of the consultant–client relationship - Negotiation, persuasion and coaching skills

CONDUCTING CONSULTATIVE AND ADVISORY SERVICES-PROFESSIONALISM AND ETHICS IN CONSULTANTING
Is management consulting a profession? - The professional approach - Professional associations and codes of conduct - Certification and licensing - Legal liability and professional responsibility

FACILITATION SKILLS-INTRODUCTION TO FACILITATION
Definition of facilitation - Purpose of facilitation - Role and skills of the facilitator - Differences between facilitation, instruction, training, and chairing

FACILITATION SKILLS-FACILITATION PROCESS
- Problem/goal identifications - Problem resolution/decision making - Implementing solution - Groups dynamics - Group decision making - Guidelines for group consensus building - Managing behaviours - Team development - Facilitations tools and techniques: brainstorming, cluster, voting, process mapping, storyboarding, Ishikawa diagram – fishbone, nominal group technique, de bono, thinking hats, solving performance problems, etc. - Presentation: opening and closing; audience; purpose (convince, educate, motivate etc.); content; time; tools; style; practionalities – 3 ps (prepare, practice and practice again); preparing PowerPoint presentations - Handling controversial issues - Communication skills - Listening skills-watching both verbal and nonverbal cues - Providing effective feedback - Managing divergent perspectives - Leveraging on ICT in facilitating

Problem/goal identifications;
Problem resolution/decision making;
Implementing solution;
Groups dynamics;
Group decision making;
Guidelines for group consensus building;
Managing behaviours;
Team development;
Facilitations tools and techniques: brainstorming, cluster, voting, process mapping, storyboarding, Ishikawa diagram – fishbone, nominal group technique, de bono, thinking hats, solving performance problems, etc
Presentation: opening and closing; audience; purpose (convince, educate, motivate etc.); content; time; tools; style; practionalities – 3 ps (prepare, practice and practice again); preparing PowerPoint presentations
Handling controversial issues;
Communication skills;
Listening skills;
watching both verbal and nonverbal cues;
Providing effective feedback;
Managing divergent perspectives;
Leveraging on ICT in facilitating;

COACHING SKILLS
Role and skills of an effective coach - Managing from a coaching perspective - Handling resistance to constructive criticism - Using effective probing and questioning - Workplace coaching techniques - Key motivational coaching skills - Limitations of coaching - Differences between coaching, mentoring, counselling, training, managing, consulting and life coaching - Essential coaching skills: listening, questioning, reflecting back and mirroring, paraphrasing and summarising - The grow model and its applicability - Selecting a coaching style to match the individual situation - Planning and delivering a structured coaching session - Measuring the success and impact of the coaching

Role and skills of an effective coach;
Managing from a coaching perspective;
Handling resistance to constructive criticism;
Using effective probing and questioning;
Workplace coaching techniques;
Key motivational coaching skills;
Limitations of coaching;
Differences between coaching, mentoring, counselling, training, managing, consulting and life coaching;
Essential coaching skills: listening, questioning, reflecting back and mirroring, paraphrasing and summarising;
The grow model and its applicability;
Selecting a coaching style to match the individual situation;
Planning and delivering a structured coaching session;
Measuring the success and impact of the coaching;

THE CONSULTING PROCESS-INTRODUCTION
Entry and Contracting - First client meetings - Preliminary problem diagnosis - Terms of reference - Technical proposals and Financial proposals - Assignment strategy and plan - Proposal to the client - The consulting contract - Types of projects and project cycles - Proposal development - Consulting contract - Service Quality - Engagement and Implementation - Management of projects - Presentations and communicating with clients - Ongoing client contact and service - Extension, Recycle, or Termination - Time for withdrawal - Final reporting - Evaluation & validation - Feedback to the client

Entry and Contracting;
First client meetings;
Preliminary problem diagnosis;
Terms of reference;
Technical proposals and Financial proposals;
Assignment strategy and plan;
Proposal to the client;
The consulting contract;
Types of projects and project cycles;
The consulting contract;
Types of projects and project cycles;
Proposal development;
Consulting contract;
Engagement and Implementation;
Management of projects;
Presentations and communicating with clients;
Ongoing client contact and service;
Extension, Recycle, or Termination;
Time for withdrawal;
Final reporting;
Evaluation & validation;
Feedback to the client;

THE CONSULTING PROCESS-ACTION PLANNING
Searching for possible solutions - Developing and evaluating alternatives - Presenting action proposals to the client

THE CONSULTING PROCESS-IMPLEMENTATION
The consultant’s role in implementation monitoring implementation - Training and developing client staff - Some tactical guidelines for introducing changes in work methods - Maintenance and control of the new practice

THE CONSULTING PROCESS-TERMINATION
Time for withdrawal - Evaluation - Follow-up - Final reporting

MANAGING A CONSULTING FIRM
Fundamentals of management in the consulting profession - The management challenge of the professions - Managing a professional service - Managing a professional business - Achieving excellence professionally and in business

THE CONSULTING FIRM”S STRATEGY
The strategic approach - The scope of client services - The client base - Growth and expansion - Going international - Profile and image of the firm - Strategic management in practice

LEGAL AND ETHICAL ISSUES
Legal risks and management - Client privilege issues - Professional ethics - Client’s Perspective - Selection of consultants - Effective management of consultants - Evaluation of performance - Use of consultants - Maintaining independence and objectivity

MARKETING PROFESSIONAL SERVICES
Features of services: Intangibility; Inseparability; Heterogeneity (or variability); Perishability. - Challenges in marketing services - Marketing techniques for professional services  Specialization and niche targeting  Blogs and articles  A lead-generating website  Search engine optimization (SEO)  Speaking engagements  Trade show participation  Social media  Online video  Other techniques - Direct and indirect channels of distribution - Legal, professional and ethical considerations. - ICS guideline on professional ethics and conduct

PRICING PROFESSIONAL SERVICES
Factors that determine pricing: cost, client value, competition, one off or retainer, pricing guidelines by professional body - Pricing strategies - A value-based pricing strategy - Time and materials pricing - Market pricing, - Package pricing/fixed pricing

MANAGING CONSULTANCY AND ADVISORY PROCESS CYCLE
Obtaining the assignment - Terms of reference for consultancy assignments - Technical and financial consultancy proposals - Preparation for consultancy assignments - Understanding clients’ needs - Determining the scope of assignment - Client readiness and consultant’s capability - Gathering key information - Developing an action plan - Recording progress and client feedback - Report writing - Step-by-step approach of the advisory process - Implementation of your advice/change - checking for consistency, understanding your clients, and proposals - Monitor and evaluate consultancy assignments - Legal and ethical issues in the management of consultancy assignments

Obtaining the assignment;
Terms of reference for consultancy assignments;
Technical and financial consultancy proposals;
Preparation for consultancy assignments;
Understanding clients’ needs;
Determining the scope of assignment;
Client readiness and consultant’s capability;
Gathering key information;
Developing an action plan;
Recording progress and client feedback;
Report writing;
Step-by-step approach of the advisory process;
Implementation of your advice/change;
checking for consistency, understanding your clients, and proposals;
Monitor and evaluate consultancy assignments;
Legal and ethical issues in the management of consultancy assignments;

CASE STUDIES IN RESEARCH, CONSULTANCY AND ADVISORY

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About Course

Book a Course Recap Zoom Session

Book a One on One Coaching Session – CLICK HERE!

What Will You Learn?

Course Content

Social-systems theory;

Social network theory;

Situated learning theory;

Otherness & Parasites theory;

The Intervention Theory of Argyrols;

Blake and Mouton’s Consultation Theory;

Weisberg’s Theory of Organisational Diagnosis;

Theory of Planned Behaviour;

Innovation diffusion theory;

General Deterrence Theory;

INTRODUCTION TO RESEARCH-GENERAL OVERVIEW Research Philosophies - Research Methodologies - Types of Research - Research design - Purpose and importance of research - Research ethics and integrity

Research Philosophies;

Research Methodologies;

Types of Research;

Research design;

Purpose and importance of research;

Research ethics and integrity;

INTRODUCTION TO RESEARCH-TYPES OF RESEARCH Historical Research - Comparative Research - Descriptive Research - Correlation Research - Experimental Research

Historical Research;

Comparative Research;

Descriptive Research;

Correlation Research;

Experimental Research;

Evaluation Research;

Causal research;

Correlational research;

Action Research;

Echogenic Research;

Feminist Research;

Cultural Research;

RESEARCH PROCESS-PROBLEM FORMULATION Problem identification/conceptualization - Research Questions - Hypothesis construction, characteristics of hypothesis, hypothesis testing. - Statement of Objectives - Literature Review; citations - Conceptual framework

Problem identification/conceptualization;

Research Questions;

Hypothesis construction, characteristics of hypothesis, hypothesis testing;

Statement of Objectives;

Literature Review; citations;

Conceptual framework;

RESEARCH PROCESS-TESTS OF HYPOTHESIS Basic Concepts Concerning Testing of Hypotheses - Procedure for Hypothesis Testing - Type I Type II Errors - Test of Significance

Basic Concepts Concerning Testing of Hypotheses;

Procedure for Hypothesis Testing;

Type I Type II Errors;

Test of Significance ;

Systematic Sampling;

Distinction between a Systematic Random sample and a Simple Random Sample;

Stratified Sampling;

Strategies involved in Stratified Sampling;

Advantages of Stratified Sampling over other Sampling Methods;

Disadvantages of Stratified Sampling;

Some Non-Random Sampling Method;

INTRODUCTION TO RESEARCH-DATA COLLECTION Unpublished Sources - Published Data - Necessary Guidelines for Collecting Reliable Data - Methods of Collecting Data - Stages in the Collection of Data - Design of a Good Questionnaire

Unpublished Sources;

Published Data;

Necessary Guidelines for Collecting Reliable Data;

Methods of Collecting Data;

Stages in the Collection of Data;

Design of a Good Questionnaire;

Steps in Data Analysis;

Methods of data analysis;

Narrative Data Analysis;

Statistical Data Analysis;

Descriptive Data Analysis;

Data Analysis Techniques;

Univariate Distribution;

The Frequency Distribution

Measures of Central Tendency;

Measures of Dispersion;

Types data analysis and significance tests;

Use of software;

Interpretation of results;

The cyclic nature of research;

INTRODUCTION TO RESEARCH-DATA INTERPRETATION AND PRESENTATION Technique of Interpretation - Precaution in Interpretation - Frequency tables - Pie charts - Graphs

Technique of Interpretation;

Precaution in Interpretation;

Frequency tables;

Pie charts;