managing projects and clients senior consultant training 23 september 2005
TRANSCRIPT
Managing Projects and Clients
Senior Consultant Training
23 September 2005
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To be successful in consulting….
“You need to be comfortable with being uncomfortable”
“The client is your friend”
Stig Lanesskog
Stig Lanesskog
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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