Goals for the training:
- Getting the room to talk for at least 70% of the time – more dialogue
- Reading the room – the use of body language – what we can see, and what we transmit
- Skills in using good questions, and identifying the follow-up question
- Engaging with the room – using movement and position (client movement)
- How to avoid reading off PowerPoint slides
- Using outliers in prep data to stimulate debate and insight – moving beyond silos
- Moving from (unlearning) detail/content (product function & features) to the meta-process
- Importance of note taking (and being seen to take notes)
- Handling dissenters, and those who go defensive, ‘parking the obstructionist’
- Getting the right people into the room – confidence to call it off if you don’t
- Creating a safe environment in which Junior Client Staff can participate honestly
- Handling the fear of losing the room
- Engaging all the senses – generating ideas and insights – monitoring & influencing facilitation
- Listening skills – strategies for understanding – communication problems
- Using questions, articulating probing questions
- Ability to divert and change the process to get to the end point
- SPW tool/process as a backbone, not the whole thing
- Building commitment and ownership to the outcomes
Other supporting skills (These will not be covered in the Facilitation Strategies course)
- Being able to share examples of success in CSP
- Feeling 100% confident that the methodolgy won’t let us down
- Industry expertise
- Clear picture of ‘what is next’ – cadence and commitment
- Change Management Skills
- Working with the C-Level
- Understanding the business models (e.g. Porter’s 5 forces) – creating the business model for them