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
- 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
- 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
- Influence without Authority – using influence skills to build productivity with partners, clients & staff
- Empowering Meeting Leadership & Facilitation Skills
Leading Others – Coaching and Developing Staff
- 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
- 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
- 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
- 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.