Course details

What is Expected of the Manager & Senior Manager?

Part I only

• Characteristics of a Successful Engagement – What messages do you get from your firm?  What do Managers need to do to balance their focus on all the characteristics?
• The Manager & Senior Manager roles in the firm – How do they compare to the Senior/Supervisor’s role?  The importance of “ownership” for Managers.

Managing Self and Priorities

Part I

• The big-picture view of prioritizing – revisiting the Covey Activity Matrix (from AHI’s Level IV course)
• The ongoing daily approach to meeting priorities – the Allen “Getting Things Done” System

Part II

• Productive, non-billable time needs in the firm – determining your most valuable niches for Involvement now and in the future
• Managing your reputation and career prospects – identifying your career success routes, enlisting Mentors & Feedback Allies, and building your Development Plan

Building Leadership Communication Skills

Part I

• Influence without Authority – using influence skills to build productivity with partners, clients & staff

Part II

• Empowering Meeting Leadership & Facilitation Skills

Leading Others – Coaching and Developing Staff

Part I

• On-the-Job Coaching & Development – using a coaching approach to build performance and engagement
• Performance Feedback & the Art of Delivering it – feedback model and practice for using within on-the-job coaching
• Delegating for Development versus for Results – distinguishing between delegation approaches covered in AHI Level IV program

Part II

• Career Advising & Mentoring Others – skills for holding career conversations and mentoring others’ development in the firm
• Team Building for Managers & Senior Managers – assessing current team functioning and identifying strategies for productively bringing engagement teams together

Helping Your Organization Grow

Part I

• Revisiting Three Levels of Firm Growth (from AHI’s Level IV course) – the manager’s role
• Expanding Services to Existing Clients – identifying the stages of business relationship development, tactics for building Trusted Advisor status with current clients, and ways to convert that status into new business opportunities

Part II

• Adding New Clients through Referrals – assessing your current networking skills & comfort level; building effective new approaches
• The Technical Professional’s Role in Closing Sales – finding high skill/high comfort ways to aid in direct business development activities within the firm.