Consulting

 “What does a consultant do for an organization and how does he do it? Does he provide expert information, help to diagnose complex problems, give managers support and comfort, listen and provide counsel, solve organizational problems, help managers to implement difficult or unpopular decisions, or some or all of these?” – Edgar Schein in Process Consultation

 At AlexanderHancock Associates, we believe the process of consulting engages the client and the consultant in a partnership to clearly define the problem or opportunity, to identify and create options, to objectively evaluate the options, and to make informed decisions.

We believe that in this process our clients will gain new knowledge, insight, and skills because of the partnership with us. Our goal is to make our clients less dependent on outside consultants.

We see our client as the whole system and not just one individual or one work group.  

• We take a strategic view of every project. When we are asked to do a narrowly defined project, we always seek to understand the strategic implications, and we often offer solutions that go beyond the original narrow request.
  

• We do not take responsibility for doing things that rightly should be done by the client.
   

• We are committed to ensuring that our clients and their organizations are stronger, healthier, more productive, more competent because of our contributions to their efforts. 
  

• Our reputation is based on our integrity as well as on our track record of results.

We provide consulting solutions in a number of areas.  Because of our uniquely custom approach, this list is in no way complete.

Diversity and Cultural Inclusion

Working with AHA Consulting Partners™, our clients have redesigned recruiting practices, promotion and reward strategies, work/life practices and training to ensure a more inclusive workplace and to strengthen their ability to be a desired employer. We also have assessed organizational climate, facilitated planning sessions, and designed and implemented targeted training.  

Performance Alignment   

Working with AHA Consulting Partners™, our clients have redesigned performance management systems, including strategically aligned business planning and performance planning, measurements, recognition and reward, and development and training. We have provided custom designed training to support these efforts, and have trained internal trainers to provide ongoing support for these efforts.

Change Management   

Whether the change is a new process, a new role, a new business strategy, new technology, a different structure, a merger, or a leader’s vision of a different culture – in numerous situations our clients have engaged us as their partner to ensure that the change achieves its positive goals with a minimum of disruption and discomfort. They have accomplished their goals taking advantage of our objective guidance and counsel, facilitation, and training expertise.

Teambuilding  

When a management team or strategic task force is losing focus, derailed by conflict, or floundering, AHA Consulting Partners™  have worked with our clients to assess and diagnose the obstacles and challenges, generate options for solutions, and commit to action. Our consulting approach also encourages open and honest dialogue in order to address tough issues.

Facilitation  

When we are asked to facilitate a management team through a planning process, or a strategic task force through a major process change, we always take the strategic and systemic view of our role. In this way we have been able to guide and counsel our clients to achieve greater results than even they envisioned.

Coaching  

Our clients who seek us out for individual coaching know that we will go beyond helping one individual improve his or her performance – we will also identify organizational issues that may be blocking improvement or reinforcing poor performance. And we will make recommendations regarding this larger picture to enable the organization to improve as the individual improves.

Customized Training   

Because we take a customized approach to training, even when our task is only to provide a training program, we learn all that we can about the organization, its culture, its business strategies, and how this training is aligned with the strategic direction. In this way, we can ensure that the training is integrated into the larger picture of strategic growth and improvement. Typically we also offer suggestions as to how to ensure that those who attend our training can fully use the skills they learned to make the company more successful.

 
Case Study

A  new CEO at an insurance company recognized that the 100+ year old company was losing ground in the competitive market place because it had become rigid and inflexible in how the Corporate staff dealt with sales situations in the field. Corporate underwriters and others maintained a very conservative approach that was not responding to changes in the field. The CEO decided he wanted to “turn the pyramid upside down” – to have the Corporate staff do everything possible to enable sales rather than making it more difficult to make the sale. As he said, “Unless what the field wants will break the bank, tell them yes…”

AHA Consulting Partners™ were asked to help the Company change the culture of the Corporate staff to be aligned with this new philosophy.  After initial interviews and focus groups, we designed a training program which engaged participants in dialogue about the implications of their new roles, and in intensive labs they practiced having conversations that said yes to the field without putting the Corporation in jeopardy.

As the course was delivered in different parts of the company – over 200 people eventually participated -- it was customized to fit different business units and business processes. And as it evolved, our consultants facilitated the process of identifying and targeting business processes that needed redesign in order to be aligned with the strategy.

As a result, the change progressed from the CEO’s vision, to new mental models, to business processes and systems, to behavior on the job. Inquiries and requests from the field were handled very differently, the field sales people responded very favorably, and sales improved.  

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