consulting 101 presentation

Boston College Mentoring Program

Fall 2002

Management Consulting 101

2 Boston College Mentoring Program - Fall 2002

Agenda

The consulting business model

Project teams and roles

Success in consulting


1. 2. 3. 4.

Sell Deliver Bill Collect

Management Consulting is a Very Simple Business . . . . .Management Consulting is a Very Simple Business . . . . .

… As Efficiently and Effectively As Possible… As Efficiently and Effectively As Possible


Global RegionsGlobal Regions

TechnologyTechnology

StrategyStrategy

PeoplePeople

ManufacturingManufacturing

Public SectorPublic Sector

Financial ServicesFinancial Services

EnergyEnergy

Health CareHealth Care

TelecomTelecom

Consumer BusinessConsumer Business

GeographyGeography CompetencyCompetency IndustryIndustry

AmericasAmericas

East RegionEast Region

Boston OfficeBoston Office

While each firm may differ, Deloitte Consulting positions itself in the marketplace through an matrix structure


CompetencyIndustry

ManagersManagers

Consultants/Sr. ConsultantsConsultants/Sr. Consultants

AnalystsAnalysts

Sr. ManagersSr. Managers

Most Partners, Directors and SM’s

are Industry “oriented”

Most staff practitioners

are Competency “oriented”

“Competency specialists”

cross industries above the

Manager level

Partners & DirectorsPartners & Directors

Industry and Competency focused


What drives consulting work? Technology? Strategy? People?

PeopleStrategy & Operations

Technology

• Strategy must be technology savvy and often drive the usage of IT

• Technology is a tool to help implement the business strategy

• Change Management and Learning support most major decisions and implementations


Consulting Projects & Teams


Phase I - Pre-Engagement Activities

Phase II - Engagement ActivitiesPhase II - Engagement Activities

Approval

Proposal

Set-Up

Start-Up

Delivery

Completion

The Engagement Life-Cycle


Engagement

Partner

Project

Sponsor

Project Manager

Project Controller

Project Staff• Facilitator/Interviewer• Researcher• Developer• “Documenter”• Technical Support• Project Support• Product/Vendor Specialist• Industry Specialist

Deloitte ConsultingTeam Members

ClientTeam Members

Project Manager

Project Controller

Project Staff• Facilitator/Interviewer• Researcher• Developer• “Documenter”• Technical Support• Project Support• Product/Vendor Specialist• Industry Specialist

The Various Roles on an Engagement Can Be Filled by Deloitte Consulting Staff and/or by Client Staff


P - Partner/Director SM - Senior ManagerM - Manager SC - Senior ConsultantC - Consultant SA - System AnalystP/SM

SM SM

SC SA/C

SM

MM

SC SA/C SC SA/C

MM

SC SA/C SC SA/C

MM

SC SA/C

SA

Large Project• Larger scope with multiple service lines• Overall Project Manager controls Project Management Office• Senior Manager has specific service line experience (preferably within client

industry) and usually leads project team(s)• Senior Consultant/Consultant has specific technical/analytical experience related to

the engagement tasks

Some Examples of Project Teams – Large Size


SMSM

MM MM

SC/CSC/C SC/CSC/CSASA

P - Partner/Director SM - Senior ManagerM - Manager SC - Senior ConsultantC - Consultant SA - System Analyst

MM

SC/CSC/C SASA

Medium Project•Larger scope with multiple service lines

•Manager has service line experience

•Sr. Consultant/ Consultant has specific technical/analytical experience related to the engagement tasks

Some Examples of Project Teams – Small & Mid Size

Small Project•Small & focused scope

•Manager has industry and engagement-related expertise

•Sr. Consultant has specific technical/analytical experience related to the engagement


Individual Roles & ExpectationsIndividual Roles & Expectations


Senior Manager

Manager

Partner Director

Senior Consultant

Consultant

Analyst

Level - Team Size - Responsibility

• Partner/Director: 20+ person team

• Sr. Manager: 10+ person team

• Manager: 5-10 person team Lead small engagement

• Sr. Consultant: Small Team Lead Extremely complex tasks

• Consultant: Increased responsibility solo work

• Analyst: Team player on key deliverables

So, what are team roles and expectations?


The roles of an Analyst will vary . . .

Analyzing businesses and technologies

Collecting and Analyzing Data

Researching and Learning technologies

Analyzing competitors and benchmarking

Delivering Results

Develop technical specifications

Software construction

Designing policies, procedures and workflows

System Testing

Research and Analysis

Client Interviewing

Problem Solving

Deliverable Development

Senior Manager

Manager

Partner Director

Senior Consultant

Consultant

Analyst


The Consulting Marketplace


Management Consulting presents many career challenges

• Intense environment where continuous learning is essential

• High demands and expectations, both professionally and personally

strategist

technologist

you

• Success driven by a balanced mix of style, attitude, and philosophy


•Avoid Surprises - consult with others on your team in difficult situations

•Manage Conflicts – be especially sensitive to client politics

•Communicate Effectively – listen, question, respond, seek feedback

•Understand the Big Picture - exhibit teamwork

•Show Integrity - adhere to professional ethics and respect confidentiality

•Expect Change – anticipate it and when it happens be ready to react

•Build a Network – not of computers but of personal contacts

•Avoid Surprises - consult with others on your team in difficult situations

•Manage Conflicts – be especially sensitive to client politics

•Communicate Effectively – listen, question, respond, seek feedback

•Understand the Big Picture - exhibit teamwork

•Show Integrity - adhere to professional ethics and respect confidentiality

•Expect Change – anticipate it and when it happens be ready to react

•Build a Network – not of computers but of personal contacts

Some general ideas for a successful career in management consulting

Boston College Mentoring Program

Fall 2002

Management Consulting 101

consulting 101 presentation

Documents

manager sc

partner director sm

senior manager

sc sa

senior consultant

consultant sa

system analyst

engagement tasks