HOW DO CONSULTANTS BENEFIT FROM CHANGETRACKING®?

All management consultants, are constantly challenged to nurture and maintain ongoing client relationships, particularly at the CEO level. Often work is project-oriented and almost always it is high cost, so that immediate follow-on work is difficult to sell. In addition, successful change is frequently blocked by ‘people factors’ that cannot be dealt with adequately during relatively short project periods. Thus, there is a high risk of ultimate client dissatisfaction reflecting poorly on consulting quality and further diminishing the likelihood of ongoing work.

ChangeTrack® provides consulting companies and its clients with a highly disciplined process and actionable data to facilitate effective change. By making ChangeTracking part of its consulting engagements, Consulting companies can build a platform for continuous involvement at the CEO level:

Build stronger and more enduring client relationships
- It will help ensure better results for the client and demonstrate to the CEO the consultants ongoing concern for the client success

Identify issues that are putting change at risk
- It will provide ongoing visibility into trouble spots that may need attention
- both people-issues and in other areas of the business

Keep programs on track to delivering high-performance
- Perceptions about consulting quality throughout the organization will be enhanced along with the likelihood of additional work

ChangeTracking has been developed for delivery by certified Consultants working in tandem with ChangeTrack Research. Consultants conduct client-facing activities while ChangeTrack Research provides the data analysis and reporting capabilities that underpin ChangeTracking.

The most significant gains for Consultants from use of ChangeTrack outputs will derive from an enhanced ability to deliver high performance results to clients from the change programs in which they are involved. In addition, ChangeTracking provides a systematic opportunity for ongoing dialog about critical business issues that can lead to additional consulting work. Consultants also earn consulting fees from applying ChangeTrack tools.

Working together to deliver ChangeTracking® to clients

ChangeTracking is a process and toolset to support the planning and ongoing management of change. As such, a mix of consulting and analytical capabilities as required to successfully deliver ChangeTracking. While ChangeTracking makes extensive use of data and measures in feedback, it is not a piece of software that Consultants can ‘plug and play’.

It needs to be recognised that there are two success factors in working with data during a change process. Ensuring the accuracy and credibility of the data is essential. But equally important is how data is used in the client situation. The latter is essential if insight produced from analysis of the data is to translate into sustainable changes in behaviour. Insight without action does not produce sustainable change, and action that has no insight behind it is wasted effort.

As we begin initial work with a Consultant, ChangeTrack Research and the Consultant need to work closely together in client situations to deliver ChangeTracking. ChangeTrack Research is typically involved in the design, collection and analysis phases and Consultants manage the client interface and work with groups in the client organisation to discuss feedback, formulate action plans, and monitor ongoing actions.

Over time, as the Consultants personnel become certified and more components of the ChangeTracking® process are automated and delivered using web platforms, Consultants will be able to do virtually all client-facing work with ChangeTrack Research providing only the data collection and analysis components.