managing projects and clients senior consultant training 23 september 2005

Managing Projects and Clients

Senior Consultant Training

23 September 2005

2

To be successful in consulting….

“You need to be comfortable with being uncomfortable”

“The client is your friend”

Stig Lanesskog

Stig Lanesskog

3

Project management basics

Role of a Senior Consultant

Use tools

Set expectations and define deliverables

Make a plan and follow it

Communicate consistently

Write down what you know

Use client appropriately

4

Consulting career path

Analyst/ Consultant

Senior Consultant

Manager

Senior Manager

MD/Partner

“Doing the work”

“Managing” the work and client

“Selling” the work/ operating the firm

Traditional Career PathRole in a consulting firm

5

Consulting career path

Analyst/ Consultant

Senior Consultant

Manager

Senior Manager

MD/Partner

“Doing the work”

“Managing” the work and client

“Selling” the work/ operating the firm

Traditional Career PathRole in a consulting firm Role in OSBI Consulting

Stig/Sarah

Engagement Manager

Senior Consultant

Consultant

6

Project team roles

Provide input into the development of the engagement proposal, work plan and status reports

Perform designated tasks Identify opportunities to modify

the project approach Identify issues and escalate to

engagement manager when appropriate

Ensure creation of draft deliverables

Provide coaching and guidance to team- extension of the team

Be primary client contact Be primary contact with Stig Create engagement proposal,

workplans and status reports Help to create and review all

deliverables Participate in all working

sessions Work with team to ensure a

quality presentation

Team MembersEngagement Manager

The Senior Consultant acts as the “right hand” person for the EM

7

Project management basics

Role of a Senior Consultant

Use tools

Set expectations and define deliverables

Make a plan and follow it

Communicate consistently

Write down what you know

Use client appropriately

8

Typical Project Timeline

1 2 3 4 5 6 7 8 9 10 11 12Weeks

Initial client meeting Presentation “dry run”

Final presentation

• Client feedback• Engagement

reviews

• Confirm scope and team roles

• Identify potential information sources/ collection methods

• Conduct initial information gathering

• Summarize findings and key implications

• Determine additional information needs

• Collect, analyze and synthesize additional information

• Develop business case (quantitative and qualitative)

• Create final deliverable(s)

• Develop project workplan

Status reports

Team working sessions

Action Steps Approximate Timing

• Engagement proposal

• Workplan

MidpointReview & Evaluations

9

Project management tools

The goal of OSBI is to improve professionalism, consistency, and

increase speed while not impacting quality

Templates speed creation of documents

Standardized deliverable and communication tools provide a

consistent and professional mechanism to transfer your team’s

knowledge to the client

10

Project management basics

Role of a Senior Consultant

Use tools

Set expectations and define deliverables

Make a plan and follow it

Communicate consistently

Write down what you know

Use client appropriately

11

Engagement Proposal

Created after initial conversation with client

Defines

– Company needs

– Approach to be taken

– Role of client and team

– Explains key assumptions

– Explicitly defines deliverables

– Sets timeline

Purpose is to make consistent expectations of all involved

12

Project management basics

Role of a Senior Consultant

Use tools

Set expectations and define deliverables

Make a plan and follow it

Communicate consistently

Write down what you know

Use client appropriately

13

Workplan

Created with Engagement Proposal

Sets project milestones for entire project

Template highlights typical steps – modify to fit project

Helps team stay on track over long project

Adjust as required throughout project

14

Project management basics

Role of a Senior Consultant

Use tools

Set expectations and define deliverables

Make a plan and follow it

Communicate consistently

Write down what you know

Use client appropriately

15

Status reports

Minimum of weekly communication to client

Defines weekly accomplishments

Informs client of goals for the next week

Keeps communication open

Engages client with progress of project

16

Project management basics

Role of a Senior Consultant

Use tools

Set expectations and define deliverables

Make a plan and follow it

Communicate consistently

Write down what you know

Use client appropriately

17

Summary of key findings and implications

Tool to aid in analysis, framework to answer “so what”

Create during data gathering periods

Present at midpoint meeting with Stig

Records what the team knows, highlights remaining gaps

Begin to develop slides immediately

18

Project management basics

Role of a Senior Consultant

Use tools

Set expectations and define deliverables

Make a plan and follow it

Communicate consistently

Write down what you know

Use client appropriately

19

Use of client

Roles a client should play

– Input: for tools, assumptions, approach, timing

– Resource: for contacts, industry understanding, and previous research

Roles a client should NOT play

– Proofreader: have EM review status reports, Stig review Engagement Proposal, Final Deliverable

– Influencer: should not unduly influence answer

20

Project management basics - summary

Use tools – they improve professionalism, consistency, and

increase speed

Engagement proposal sets expectations and defines deliverables

Workplan is a means of scheduling project management process

Weekly status reports keep communication open with client

Midpoint review with Stig or Sarah

Use the client as a friend, but don’t abuse the relationship