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    Lessons Learnt: CASES 1&2

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    rajesh shekar
    This document provides an overview of consulting, including: - A consultant is an independent professional who provides services to help organizations address problems and implement solutions. - Consulting requires skills like problem solving, communication, and time management. Challenges include juggling multiple projects and adapting to changing client demands. - Common consulting areas include strategy, IT, finance, and HR. The industry serves clients across many sectors like manufacturing, financial services, and healthcare.

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    Lessons Learnt: CASES 1&2

    Uploaded by

    rajesh shekar
    20 views24 pages
    This document provides an overview of consulting, including: - A consultant is an independent professional who provides services to help organizations address problems and implement solutions. - Consulting requires skills like problem solving, communication, and time management. Challenges include juggling multiple projects and adapting to changing client demands. - Common consulting areas include strategy, IT, finance, and HR. The industry serves clients across many sectors like manufacturing, financial services, and healthcare.

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    This document provides an overview of consulting, including: - A consultant is an independent professional who provides services to help organizations address problems and implement solutions. - Consulting requires skills like problem solving, communication, and time management. Challenges include juggling multiple projects and adapting to changing client demands. - Common consulting areas include strategy, IT, finance, and HR. The industry serves clients across many sectors like manufacturing, financial services, and healthcare.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    20 views24 pages

    Lessons Learnt: CASES 1&2

    Uploaded by

    rajesh shekar
    This document provides an overview of consulting, including: - A consultant is an independent professional who provides services to help organizations address problems and implement solutions. - Consulting requires skills like problem solving, communication, and time management. Challenges include juggling multiple projects and adapting to changing client demands. - Common consulting areas include strategy, IT, finance, and HR. The industry serves clients across many sectors like manufacturing, financial services, and healthcare.

    Copyright:

    © All Rights Reserved
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    Download as pptx, pdf, or txt
    of 24

    LESSONS LEARNT:

    CASES 1&2
    WHAT IS CONSULTING
    • A consultant is an independent and qualified person who provides professional
    service to individuals, organizations or business undertakings (change agents)
    • Consultancy services are the services provided by an independent and qualified
    person or persons to identify and investigate the problems concerned with policy,
    organization, procedures and methods; recommending appropriate action and helping
    to implement these recommendation
    • The Management Consultancy Association of India defines management consulting as
    "an advisory service contracted for and provided to business, public and other
    undertakings by specially trained and qualified persons. It is a process of interaction
    wherein the consultant in an objective-and independent manner diagnoses and
    investigates problems and issues - concerned with management practices, analyses
    these; recommends appropriate action and provides assistance when requested in
    implementation of recommended solutions
    NEED FOR CONSULTING
    • Address new business issues and problems
    • Specialize in industry verticals with prowess for solving complex problems
    • Analyze problems holistically and objectively to produce recommendations
    • Enhancing service quality
    • Organizational change
    • Help clients from project conceptualization to its implementation
    • Relevance of developing internal consultant team in organization and
    preparing leaders equipped to solve problems
    CONSULTANCY SKILLS
    • Listening skills
    • Communication skills
    • Motivational skills
    • Problem solving skills
    • Time management skills
    • Human relations skills
    • Business Development skills
    CONSULTANT CHALLENGES
    • Multiple Assignments
    • Changing requests/demands by client
    • Intellectual pressure
    • Adhering to deadlines
    • Frequent Travel
    • Long hours of work
    • High ethical/professional standards
    CONSULTANT PROFILE
    • Smart
    • Good Communicator
    • Team Player
    • Continuous Learner
    • Enthusiastic
    • Hard working
    • Objective in assessment
    • Client centric but apolitical
    HEIRARCHY LEVELS

    • Lower Level- Analyst/Associate/Consultant

    • Middle Level- Manager/Sr Consultant/Sr


    Manager/Principal

    • Top Level- Partner/Director


    CHALLENGES IN CONSULTING
    INDUSTRY
    • Talent Acquisition and Retention
    • High Wages
    • Technological advances
    • Uncertainty
    • Client Relationship
    • Recession
    TERMINOLOGY
    • Client – one who has established a time-honored relationship
    with a consulting firm
    • Consulting project- Activities between a consultant and client
    to address the client’s problem or goal. The nature of the
    project is determined by the nature of the consulting
    • Engagement – specific consulting project being undertaken
    between consulting firm and client
    • Stakeholders – set of individuals to take into consideration
    when delivering an engagement; includes client
    CONSULTANT FOR BUSINESS
    DEVELOPMENT
    Consultants must engage in business development
    • Not chargeable to client
    • Marketing-related activities; Pursuing specific sales
    • Identify opportunities → convert opportunities into live
    engagements
    Opportunity – situation where client needs consulting support
    To convert opportunity into engagement, consultants write
    proposals
    → a description of the service they will provide
    OVERVIEW OF CONSULTING INDUSTRY :
    INDUSTRY
    • Manufacturing
    • Financial Services
    • Infrastructure
    • Energy
    • Aviation
    • Automotive
    • Consumer
    • Retail
    • Banking
    • Healthcare
    OVERVIEW OF CONSULTING INDUSTRY : THEMES
    • General Management
    • Strategy
    • Restructuring
    • Turnarounds
    • M&A
    • Business and IT (BIT)
    • IT Strategy
    • IT Planning
    • E-Business Strategy
    • Organizational Change Management
    • IT Management
    • ERP
    • KM
    • Cloud Services
    • IT governance
    • Financial/Accounting/Audit
    • HR Consulting
    GROWTH OF IT CONSULTING
    • Many functional and business leaders have become conversant about
    IT and many IT specialists have become knowledgeable about the
    strategic and business benefits of IT. Companies that encourage and
    incorporate this integrated and more sophisticated capability within
    their organizations will have an edge over those that have to rely on
    outsiders for the integrated view.
    • The emerging IT environment is at a level of complexity such that
    efforts to build IT infrastructure and integrated applications require
    specialized expertise that is often available only in IT consulting firms.
    IT CONSULTING AREAS
    • Business Continuity Services
    • Cloud Services
    • Business Process & Operations
    • Business Resiliency Services
    • Technology Strategy & Transformation
    • Analytics & Information Management
    • Technology Strategy & Architecture
    • Application Managed Services (AMS)
    • Enterprise Application Management
    OVERVIEW OF CONSULTING INDUSTRY :
    CLIENTS
    • Corporate / Private
    • Government
    • Non-Profit
    • Regulators
    • Political Parties
    • Industry Associations
    • Municipalities
    • Public Sector
    CLIENT’S 10 COMMANDMENTS
    • Learn about consulting and consultants
    • Define your problem and opportunities
    • Define your purpose
    • Choose the right consultant
    • Develop a joint program
    • Cooperate actively with your consultant
    • Involve the consultant in implementation if possible
    • Monitor progress
    • Evaluate the results and the consultant
    • Beware of overdependence on consultants
    SERVICE DELIVERY PROCESS
    • Problem Identification (Assignment details)
    • Objective
    • Terms of Reference
    • Project Planning (Schedule using appropriate Tool)
    • Scope of work
    • Resources required
    • Method of monitoring and controlling progress
    • Data Collection (Observations, Meetings, Interviews, Surveys)
    • Related to organization
    • Related to the environment
    • Analysis (Understanding)
    • Means of communication leading to diagnosis
    • Diagnosis (Identification)
    • Root cause of problem
    • Recommendation (Courses of action)
    • Cost-benefit analysis
    • Feedback and Implementation
    • Implementation and evaluation of results
    CONSULTING SKILLS: PHASEWISE
    • Different skills in each phase of the project
    • Phase 1: Entry and Contracting (acquiring, setting expectations)
    • Phase 2: Discovery & Dialogue (data, methods, problem id)
    • Phase 3: Analysis & Decision to Act (planning)
    • Phase 4: Engagement & Implementation (execution of plan)
    • Phase 5: Extension, Recycle, or Termination (learning, more work)
    SKILL REQUIREMENTS
    • Technology
    • Career Level
    • Is the tech old / new? → How many people in your organization can
    work
    • with the tech? → Do you get a client-facing or back-end role?
    • Industry of the Client (business domain knowledge)
    • Nature of the Engagement (Advisory / Implementation / A + I)
    • Presence / Absence / Quality of client’s IT team
    FRAMEWORKS/MODELS
    • Porter Five Force Analysis
    • Business Model Canvas
    • Value Chain Analysis (Firm and Industry)
    • BCG Growth Share Matrix
    • COSO ( Risk Management)
    • 7S or 3S McKinsey Framework
    • Product/Market Grid (Ansoff)
    • Benchmarking
    • Core Competencies
    • MECE (McKinsey)
    • PEST Analysis
    • Six Sigma
    • TQM
    • Lean Manufacturing
    • Balanced Scorecard
    GLOBAL DELIVERY MODEL
    • Dividing a task into meaningful & logical steps → perform the work at
    split locations
    • Some at client site & others at remote delivery centers
    • Lower operational costs (Cost differential)
    • Complementary time schedules → continuous development
    • KEY is ability to divide the task into meaningful & logical steps
    • Client site → requirements gathering; analysis
    • Remote location → design, development & testing
    • Client site → UAT, Integration testing & implementation
    RISKS
    • Different geographies & cultural differences
    • Is the infrastructure robust & reliable?
    • Is the client comfortable and ready?
    • Does global delivery support skill building?
    • Does it promote business understanding?
    • Creative vs Routine
    • Security of proprietary client data
    • Cultural incompatibility
    • Client preferences
    • Market dynamics
    • Socio-political & geo-political developments
    EXECUTION
    • Aligning requirements gathering with back-end implementation work
    • Onsite – offshore gaps bounded by a common objective
    • Creative & continuous collaboration
    • Online tools such as WebEx, Team Wikis, other enterprise social
    media
    • Grow value across the delivery chain (rotation policy)
    FOOD FOR THOUGHT!
    • Importance of agreement on engagement objectives?
    • How to prevent scope creep in a consulting engagement?

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