The applications are ready. Exactly according to the specifications. To what extent can you then say that the project has been completed successfully? Often other factors determine whether or not the client experiences success. Did the consultant understand our problems? Did he think along? What positive effects did we have on results, ease of work, sales, or profits?

Sometimes, there is only contact with senior stakeholders at the beginning and the end of a project. This can occasionally result in missed opportunities. Regular contact with the client and other stakeholders prevents misunderstandings and lead to valuable interim adjustments.

A "You ask, we deliver" mindset makes you a supplier of services. Putting yourself in your client's situation and ambition, and bringing in your technical expertise from there, gives you a completely different role. By thinking along - critically - you can acquire a position as a trusted advisor. That opens up new commercial opportunities.

As an IT professional, you are close to the client's process; you might actually be there on a daily basis. Clients ask questions. You meet different stakeholders. You can see for yourself what is going right or wrong. You can ask questions in a natural way. Or talk about solutions that you have created for other clients. It is precisely this thinking along which allows you to make connections and to provide solutions, that often leads to cross-selling and upselling as a logical consequence.

Nothing more frustrating than having a great solution that you can't "sell" to your client. You lack conviction or the client doesn't understand your explanation.

Consultancy skills prevent this frustration and provide greater satisfaction. You get a kick out of handling increasingly challenging conversations and achieving results. So, the training is also a way to prevent consultants from "burning out" and it can ultimately lead to greater loyalty to the employer.