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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
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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
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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)
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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
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/ 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
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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
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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
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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
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Why Employ Consultants?
1. Expertise
2. Objectivity
3. External knowledge (e.g. best practice, benchmarking)
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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
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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
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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
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Initial Contact Definition Proposal & Contract Data Collection
DataAnalysis
Decision-making,PlanningIntervention
Disengaging
Review
The Consulting Life-cycle
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Class Activity
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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