7/30/2019 Masee 2(Module 2)

1/15

Trends of Hiring

Focus Hires Typical FirmsTechnical Analysis Academics AD Little, Booz, Allen,

Hamilton, AT Kearney.Strategic Management MBAs &

Academics McKinseys, Bain & Co.,

Boston Consulting Group

Technical & Financial

Specialisms Graduates,MBAs Arthur Anderson, KPMG,IBM, Deloitte, E&YNiche: outsourcing, e-

business, BPR Experiencedhires Razorfish, Sapient, Viant,iXL

7/30/2019 Masee 2(Module 2)

2/15

Generalist Firms Strategy Consulting

Offer a wide range of services from strategy consulting and

human resources to IT and outsourcing on a global basis.

Many of these firms grew out of audit firms or IT companies,

eg.Accenture,Deloitte,IBM,PWC

Offer strategic advice to companies on a project-by-project

basis,

eg:

McKinseys, Bain & Co., Boston Consulting Group

Human Resources ConsultingNiche Firms

Offer specialist HR advice on areas such as personnel policy,

ob evaluation and industrial relations Mercer

Often set up by an experienced consultant with an area of

expertise; these are smaller practices specialising in certain

industry or business sectors. Usually recruite experienced

hires.

e.g Razorfish, Sapient, Viant, iXL

http://www.mercer.com/homehttp://www.mercer.com/home

7/30/2019 Masee 2(Module 2)

3/15

The Biggest Consulting Firms

Accenture (IT, Operations, HRM) Cap Gemini (IT, Operations)

CSC (IT, Operations)

IBM BCS (IT)

PWC (IT, Operations, HRM)

KPMG / Bearing Point (IT, Operations)

Deloitte (IT, Operations)

McKinsey & Co. (Strategy, Operations)

BAH (Strategy, Operations)

Mercer (Strategy, HRM)

Anderson (Operations)

A. T Kearney (Strategy, HRM)

Monitor (Strategy)

BCG (Strategy)

A.D. Little (Strategy)

Bain & Co. (Strategy)

7/30/2019 Masee 2(Module 2)

4/15

Segmentation

Industry

Telcos - Health

Digital Media - Manufacturing

Finance & Banking - FMCG& Retail

Utilities - Transportation

Function

Strategy - HRM

Operations - IT (incl. e-business)

Sector Non-profit

Public

Private

7/30/2019 Masee 2(Module 2)

5/15

/ Utilities

Technology

Providers

Software

Providers

Service providers

McKinsey

IBM

A.T. Kearney

Oliver

Wyman

Deloitte

Accenture

PwC

CSC

EDS

Scient

Sapient Diamond

Strategy

Consultants

A Consulting Typology

7/30/2019 Masee 2(Module 2)

6/15

Sector Analysis

Strategy Direction, Long-term plans & High-level goals

Bain & Co. - BCG

McKinseys - Monitor

Operations

Day-to day running of firm, Reaching, strategic goals

Re-engineering, outsourcing, supply-chains

Accenture - Deloitte

Cap Gemini - CSC

7/30/2019 Masee 2(Module 2)

7/15

Sector Analysis...

IT Systems development, implementation

Business focused requirements

IBM - AMS (American Management Systems)

Accenture - CSC

HRM

Strategic alignment of people function

ERP, training, culture change, competence management

Accenture - PWC

Mercer - AT Kearney

7/30/2019 Masee 2(Module 2)

8/15

Marketing Consultancy Work

1. Finding a problem External threats

Mimicking others

Falling behind: benchmarks

New opportunities

2. Marketing Consultancy Links with top academics / Business Schools (HBS, MIT, Sloan)

Links to conferences, institutions,

Publications: books, journals, the press

3. Getting in Free surveys / research Solution stories Referrals

7/30/2019 Masee 2(Module 2)

9/15

Why Employ Consultants?

1. Expertise

2. Objectivity

3. External knowledge (e.g. best practice, benchmarking)

7/30/2019 Masee 2(Module 2)

10/15

Types of project

1. Providing Advice: should I launch this product?

2. Project Design: how should I launch this product?

3. Implementation: install a system that will pay suppliers

4. Functional Management: run our department for us

7/30/2019 Masee 2(Module 2)

11/15

Working With Clients

Defining the project

Open Closed questions: Predicament > Definition > Solution

Key Decision Makers

Enticing the Client

Free analysis

Free juniors

Corporate entertainment

Successful Projects

Contract, contract, contract

Clear goals, roles & procedures Quick measurable wins

Solid Conclusions

7/30/2019 Masee 2(Module 2)

12/15

The Consulting Life-cycle

Initial Contact

Project Definition

Initial Analysis

Formal Proposal

Contract

Project Implementation Data Collection

Data Analysis

Decisions / Plan Intervention

Review

Initial Contact Definition Proposal & Contract Data Collection

DataAnalysis

Decision-making,PlanningIntervention

Disengaging

Review

7/30/2019 Masee 2(Module 2)

13/15

Initial Contact Definition Proposal & Contract Data Collection

DataAnalysis

Decision-making,PlanningIntervention

Disengaging

Review

The Consulting Life-cycle

7/30/2019 Masee 2(Module 2)

14/15

Class Activity

7/30/2019 Masee 2(Module 2)

15/15

Design your own Consultancy

In pairs: you and 3 consultants wish to start your own medium-sizedconsultancy. You will consult on general strategic management issuessuch as mergers and acquisitions, outsourcing and new productdevelopment.

Write 2 that you think might be likely to occur while running this

consultancy. What functions, departments and skills will you need inthe consultancy. Sketch a brief organisational design and strategyoutlining:

Skills Required

Structure & Function

Major Costs Key problems