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Plexus Consulting Group Steven M. Worth

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Page 1: Georgetown Presentation

Plexus Consulting Group

Steven M. Worth

Page 2: Georgetown Presentation

CONSULTING AND THE GLOBAL ECONOMY

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Characteristics for Success

• Flexibility• Timeliness• Affordability• Objectivity• Comparative

intelligence

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WHAT MAKES FOR A GOOD CONSULTANT?

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The Skills You Need• Understand the needs of all

stakeholders

• Build creative solutions– Distill the key points from your

resources– Clearly communicate the analysis

• Organizational and technological acumen

• Leverage experience

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Building a Career in Consulting

• Learn from an expert (find a mentor)

• Patience, patience, patience

• Be brave! Know when to take risks

• Practice continuous education

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Plexus – The Matrix Organization

Market Research and Development

Strategic Planning

Organizational Restructuring

Public Relations and Public Affairs

Credentialing

Healthcare

Education

International

Development

Financial

Services

Professional

Services

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About Plexus

• Nonprofit and public sector clients

• Three business lines– Consulting– On-going management– Education and training

• International services

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Case Studies

• American Society of Mechanical Engineers (ASME)

• Project Management Institute (PMI)

• Jeremy’s Heroes

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Case 1 – American Society of Mechanical Engineers (ASME)

The Problem• Membership from 1999 to 2003 had declined• Almost all of the decline came from the US• International membership was growing, but it

was slower than its potential

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Solution• Created a marketing plan

for ASME based on its most useful characteristics– Quantitative and qualitative

surveys of current and potential members of ASME International

– Demographic research, environmental scan, competitor intelligence, and discussions with ASME staff

• Focused on key demographics – academics, young engineers, managers, and customers of ASME services

• ASME needed to develop a more flexible, market-based structure

• Plexus recommended four key markets based on these trends– European Union– Southeast Asia– India– China

Case 1

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Conclusions

• Three global trends created opportunity– Increased talent in developing economies– Promotion of global standards– Need to transfer technical knowledge to the least

developed countries• ASME capitalized on governmental, policy-

based drivers of growth• Credentialing, education, and training programs

aligned with governmental “capacity programs”

Case 1

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Case 2 – Project ManagementInstitute (PMI)

The Problem• PMI was growing at over 30 percent per year,

and much of the growth came from outside the US

• How could PMI take advantage of these international growth opportunities without taking excessive organizational risks?

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Solution

• Partner with existing organizations in each international market to deliver PMI’s products and services

• Create new products for these partner organizations as needed

• Receive licensing fees from these partners to take advantage of growth with less risk

Case 2

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Conclusions

• A global presence can be built without large financial investment

• Solutions to global problems can have applications in the United States

Case 2

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Case 3 – Jeremy’s Heroes

Background• Jeremy’s Heroes is a small nonprofit working to

benefit underprivileged kids interested in sports that was created to honor Jeremy Glick, one of the heroes on United Flight 93 on September 11, 2001

The Problem• What is the best approach for Jeremy’s Heroes to

succeed in their fledgling state?

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Solution

• Establish working relationships with nonprofit and governmental organizations

• Build a national system for soliciting and evaluating proposals

• Craft master plan to raise funds to support all approved programs and policy studies that advance Jeremy’s Heroes Mission

• Create formal committees to address the structural issues in the nascent organization

Case 3

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Conclusions

• Ten years later, the four step plan has been successful

• The organization has increased their visibility through charitable and public events

• A formal structure for identifying aid recipients has been formalized

• Fundraising plans have been successfully implemented

Case 3

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Q&A Session