introduction to consulting slides
TRANSCRIPT
Introduction to Management
Consulting
Dr. Joe O’Mahoney 2007
1. To give an overview of the course
2. To know the definition, history and purpose of management consulting
3. To understand the consultancy market: the main players, industry segmentation, clients and trends
4. To gain an overview of the consulting life-cycle
5. To understand the basics of approaching cases, guestimating and analysing.
Today’s Learning Objectives
Management Consulting
1. The Course
2. What is Management Consulting?
3. Who are Management Consultants?
4. Clients
5. Analysing Cases
The Agenda
The Course
• Practical, Practical, Practical……
• Case-based (Harvard)– Develops skills
– Get jobs
– Highest retention rates
• To…– Understand Consultancy
– Analyse businesses
– Develop solutions
• No...– Books
– Theories
– Bullshit
The Course Pt. I
• Introduction to Consulting– Overview of Consulting
– Designing your own firm
• Proposals and Planning– Planning, Costing and Proposing
– Assignment: Speaker from StayMobile Ltd.
• Strategy Consulting & Market Analysis– Analysing Trends
– Making Recommendations
• IT & e-Commerce– Requirements Management
– E-business
The Course Pt. II
• Dark Sides of Consulting– Stress, manipulation and exploitation– Illegal trades: Enron, Parmalat, WorldCom
• Speaker Day 1: Consulting Work– EDS & Deloitte– Managing Delivery
• Speaker Day 2: Analysis with SSM– Jeremy Hilton: Private Consultant– Methodologies & Modelling
• Speaker Day 3: Consulting Careers and CVs– IBM– Getting a job & getting on
What is Management Consulting?
Historical & Future Trends
Dates Focus Hires Typical Firms
1890 – 1940
Technical Analysis Academics AD Little, Booz, Allen, Hamilton, AT Kearney.
1940 – 1970
Strategic Management MBAs & Academics
McKinseys, Bain & Co., Boston Consulting Group
1970 – 1990
Technical & Financial Specialisms
Graduates, MBAs
Arthur Anderson, KPMG, IBM, Deloitte, E&Y
1990 - 2000
Niche: outsourcing, e-business, BPR
Experienced hires
Razorfish, Sapient, Viant, iXL
• Big player recovery from 2000 - 2003 (DotCom bust)• Accountability (Chinese Walls, Enron, Sarbanes-Oxley, Basel II)• Diversification (M&A, Internationalisation, Sectors)• Image (MBAs, Up selling, Over-charging, Facsimile Consulting)• Projects (outsourcing, e-business, protection vs. emergent markets)• Competition (numbers, approved lists, proven track record, sceptical clients)
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.McKinsey & Co. (Strategy, Operations)(Strategy, Operations)• BAH (Strategy, Operations)
• MercerMercer (Strategy, HRM)(Strategy, HRM)• Anderson (Operations)
• A. T KearneyA. T Kearney (Strategy, HRM)(Strategy, HRM)• MonitorMonitor (Strategy)(Strategy)• BCGBCG (Strategy)(Strategy)• A.D. LittleA.D. Little (Strategy)(Strategy)• Bain & Co.Bain & Co. (Strategy)(Strategy)
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
/ 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
Sector Analysis Pt. I
• Strategy– Direction, Long-term plans & High-level goals– Lever to implementation– 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
Sector Analysis Pt. II
• 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
Consulting Products
Dates Product Consultant Organisation
1976 Portfolio Analysis Henderson BCG
1980 Five Forces Porter Monitor / Harvard
1985 Value Chain Analysis Hamel & Prahalad Strategos / Harvard
1998 TQM Peters & Waterman MIT
1990 Core Competencies Reichheld Bain & Co.
1993 BPR Hammer & Champy CSC
1993 Economic Added Value Stewart Stern Stewart
Products have a name, a methodology, an application and great PR
Consultants are charged with introducing ‘fashions’
Who are Management Consultants?
What is a Management Consultant?
1. Not the brightest and the best
2. Not all Harvard MBAs or even business students
3. Not Magicians, Preachers or Witch-Doctors
Depth of expertise: skill or knowledge based
Broad set of general consulting competenciesSkill Profile
Skills:• Outstanding interpersonal skills• Great Presenter• Excellent at writing reports
Knowledge:• Generalist business knowledge• Methods & Frameworks• In-depth specific skill
Basic Salaries (UK)
• Graduate £20 – 26k• Junior Project Lead £30 – 35k• Team Leader £40 – 60k• Senior Consultant £60 – 80k• Principle Consultant £70 – 100k• Partner £100k +
+ 10 – 20% bonus
+ car
+ health care, share options
• Highest salaries earned at niche consultancies
Design your own Consultancy
• In pairs: you and 20 consultants wish to start your own medium-sized consultancy. You will consult on general strategic management issues such as mergers and acquisitions, outsourcing and new product development.
• Write 10 scenarios (5 each) that you think might be likely to occur whilst running this consultancy. What functions, departments and skills will you need in the consultancy. Sketch a brief organisational design and strategy outlining:
• Skills Required• Structure & Function• Major Costs• Key problems
Clients
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• ‘Jumpers’
Why Employ Consultants?
1. Expertise
2. Objectivity
3. Someone to blame
4. To save money
5. External knowledge (e.g. best practice, benchmarking)
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
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– Boilerplating & reuse– Quick measurable wins– Solid Conclusions– The person not the project
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
Data Analysis
Decision-making,PlanningIntervention
Disengaging
Review
Initial Contact Definition Proposal & Contract Data Collection
Data Analysis
Decision-making,PlanningIntervention
Disengaging
Review
The Consulting Life-cycle
Analysing Cases
Case 1: LightBox Inc.
• I am the CEO of a light-bulb manufacturer. I have developed an ever-lasting light-bulb.
– How much should I sell it for? – What will the increase in our share-price be?
Additional Information
• It cost £20 million to develop the product.
• It costs £5 to make the product
• Normal Lightbulbs– Cost £0.5 to manufacture
– Are sold to distributers for £0.25
– Who sell to retailers for £0.50
– Who sell to the customer for £0.75
• What about the markets?– Cannibalisation?
– Government?
Case 2: Three
• The Company– Hutchison Whampoa
– Owned by Li KaShing ($20bn)
– Family interests of $630bn
– Owns ports, telecoms, property (Hong Kong)
• The Context– 3G Telecoms: video & music over the phone
– 1999: UK first gov. to sell 3G licences
– 2000 – 2005: Followed by most others
Case 2: Three
• The Decision– Should Hutchison buy a 3G licence in the UK?
– How much should they pay for it?
– What strategic issues should they look out for?
Links
• http://www.vault.co.uk• http://www.mca.org.uk• http://www.mbajungle.com• http://www.consultingcentral.com• http://www.feaco.org • http://www.mca.org.uk • http://www.amcf.org
Questions?