In this chapter, we will focus on the two most basic and important skill sets for the internal consultant: communication and influence.


Communication is, of course, an essential skill set. Information is the currency of consulting, and if it remains between your ears or those of your client, you cannot do your job. Communication means creating shared meaning—moving thoughts, ideas, or information from one mind to another. We communicate to express needs, share information, solicit information, advocate a position, or listen and learn. In short, we use professional communications for three purposes:

  1. Inform: to disclose or give information to another
  2. Influence: to get another ...

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