某咨詢咨詢的藝術(shù)

MBAIntroductoryTraining

TheArtofConsultingOctober2000LearningObjectivesagreaterunderstandingofhowthefirmwillevaluateyourperformanceandtheimplicationsforwhatyouneedtodoandhowyouneedtodoitagreaterawarenessofwhatyoucanexpectwhenyouarriveonaprojectandanunderstandingofhowyoucancontributenew(orrefreshed)skillsfordatagatheringandinterviewingapreliminarypersonaldevelopmentplanforthenext6-12monthsAttheendofthissession,youwillwalkawaywithrulesofthumbtohelpyouthriveinthePwCconsultingenvironment.Towardthisend,thesessionwillhelpprovide:AgendaWelcomeandIntroductionWarm-upActivity:“TraitsofaneffectivePwCconsultant…”Roles&ResponsibilitiesofaConsultantProjectOverviewFrameworkTablediscussions--“ConsultantCriticalSuccessFactors/Behaviors…”BreakDataGathering&InterviewingBreakPersonalDevelopmentPlanningFrameworkIndividualplanningSummaryandClosingActivityTableDiscussions--“Whatrecommendationswouldyouhavefornextyear’sMBAs?”Warm-upWarm-upActivity--Class-wideWhatbehaviorsdoyouassociatewithaneffectivePwCconsultant?

Roles&ResponsibilitiesofaConsultantSimplystated,theobjectiveofourconsultingpracticeistoimprovetheperformanceourclients,whilegeneratingprofitsandenhancingstaffcapabilitiesThoughtLeadershipRepurposedContentRelevant,LeverageableExperienceEnhancedStaffCapabilities(skills,knowledge,experiences)ClientShareholderValueFirmProfitsEngagementTheneedtobalancethedemandsofthefirm,clients,andstaffcanattimesrequiremakingaseriesoftradeoffsDevelopingabroadskillsetbyworkingonabroadrangeofprojectsandindustriesLeveragingpriorrelevantknowledgeofindustries/subjectmattertodeliverprojectHoldingstaffforthe“perfect”jobInvestinginthoughtleadershiptoexpandfirm’sproductofferingDevelopingaunique,“blanksheet”ofpaperapproachforaclientproblemContinuallycyclingthroughdifferentclientstodevelopabroadexperiencebaseMeetingutilizationtargetsSellingproven,easilyrepeatableprojectsLeveragingpreviouslydevelopedcontentDevelopingdeepclientrelationshipsVS.Forthefirmtobesuccessful,itmustbeabletodothreethingswell--developstaff,marketandexecuteprojectsCriticalFactorsforSuccessDevelopStaffDevelopskillsetsviatrainingandon-the-jobexperiencesDevelopandshareknowledgeMarkettheFirmMaintainanappropriatelevelofinvestmentandreturnoninvestmentLeveragepriorexperiencesExecuteProjectsAchieveanoptimalblendofnewandrepurposedcontentTherolesandresponsibilitiesofaconsultantcanbegroupedintothesamethreecategories--theseresponsibilitiesremainconstantthroughoutone’scareer,althoughtheunderlyingtaskswillshiftDevelopThoughtLeadershipManageProductsPromoteCapabilitiesBuildClientRelationshipsGenerateProjectsDevelopTeamManageResourcesSolveCoreProblemsCommunicateResultsDevelopStaffDotheWorkMarkettheFirmRecruitDevelopSkillsandTransferKnowledgeNetworkMotivateandRetainForeachtheseresponsibilities,aconsultantshouldknow:Whatismyrole,andwhataremyresponsibilities?HowwilltheserolesandresponsibilitiesevolveasIprogress?Level3Consultantshavearangeofrecruiting,skilldevelopment,andknowledgetransferresponsibilitiesResponsibilitiesExamplesastohowaLevel3ConsultantcancontributeEnergeticallyparticipateinrecruitingeventsIdentifyhigh-potentialcandidatesthroughpersonalcontacts,networking,resumesDeliverclear,wellstructured,case-basedinterviewsSellPwCtoprospectiveemployeesMaintaina“currentcontact”rosterofformerclassmatesDeliverrecruitingpresentationsRecruitProactivelyunderstandperformanceexpectations,requisiteindustry/processknowledgeandneededconsultingskillsandproactivelyseektrainingidentifyproject-baseddevelopmentneedswithminimalsupervisionanddefineplantoaddressClearlyeducateprojectteammembers/clientsaboutnewmethodologiesoranalytictechniquesProvideadhocguidancetoassistjuniorstaffandclientpersonnelcompleteassignedtasksProactivelyseekconsultingbestpractices,industryandprocessinsightsandotherskilltransferopportunitiesIdentifyreplicabletoolsoranalysisandcommunicatetorelevantpracticegroupmembersTakeanactiveroleinmentoringjuniorstaffinthepracticegroupParticipateindeveloping“whitepapers”andthoughtleadershippiecesDevelopSkillsandTransferKnowledgeDotheWorkDevelopStaffMarkettheFirmDotheWorkLevel3salsonetworkwith,train,andretainotherstaffResponsibilitiesExamplesastohowaLevel3ConsultantcancontributeDotheWorkDevelopStaffMarkettheFirmTacklepersonalassignmentswithenthusiasm,prideandcommitmentProactivelyseekprojectassignmentsandtaskswhicharepersonallychallengingandengagingWithguidancefromcoachand/orotherseniorpractitioners,proactivelycreatePwCcareerplanIdentifyandpositionyourselftoattractopportunitiesconsistentwithcareerplananddesiredpersonalgrowthOrganizeandleadinternalteambuildingeventsAssistprojectmanagerstodevelophighlymotivatedjuniorstaffandclientpersonnelServeasacoachfornewundergraduatehiresWorkwithpracticeleadershiptoaddresspracticeissuesMotivateandRetainDevelopaninformalnetworkoffellowpractitionerstoleverageprojectinsightsandexperienceMaintainstrongawarenessofpracticegroups’currentprojectsandpendingprojectsAllocateadequatetimeinPwCofficetodevelopstrongrelationshipswithfellow

practitionersDirectrecenthiresandotherstoappropriatepeopleandresourcesNetworkLevel3ssupportandengageinavarietyofmarketingeffortsforPwCResponsibilitiesExamplesastohowaLevel3ConsultantcancontributeDraftcitationstocommunicatekeyprojectinsightsthroughoutpracticegroupDevelopandshareinnovativeanalytictechniquesDevelopandauthortheproposal,receivinglimitedinputwherenecessaryUnderstandPwCproductandserviceofferingsmethodologiesandkeycitationsUnderstandPwC,MCS,andSCstrategies/goalsDisplaystrongcompetencyin1-2tools,includingknowledgeofdetailedsteps,strengths/gaps,andcitationsDevelopThoughtLeadershipManagePwCProducts&ToolsConvincinglydescribepersonalrolesandcontributionstorecentengagementsCrediblydiscussrecentwinsfortheFirmandresultsofhigh-profileengagementsDemonstrateawarenessoftheFirm'smajorpracticegroups,competencies,andspecialtypracticesPromoteCapabilitiesMaintainpositiverelationshipswithclientstaffwithkeyinformationorresourcesProactivelyunderstandandconsistentlymeetorexceedallclientexpectationsEstablishfirm’sreputationwithclientpersonnelDeveloprelationshipswithclientmanagersthatyieldcompetitiveinsights,marketintelligenceBuildClientRelationshipsAuthormajorportionsofsuccessfulwrittenproposals(e.g.,problemstructuring,credentials)Identifyandpreliminarilyscopepromisingfollow-onprojectsalesopportunitiesDevelopcompetitiveinsights(e.g.,withrespecttocompetitorsandkeybuyinginfluences)forpotentialfollow-onworkAssume“fronttoback”ownershipofproposalmaterialsGenerateProjectsDotheWorkDevelopStaffMarkettheFirmLevel3sservecriticalrolesinteamdevelopment,resourcemanagement,problemsolving,andresultscommunicationResponsibilitiesDevelopStaffMarkettheFirmDotheWork:Level3RolesDotheWorkImplementteambuildingactivitiesSeekandrespectinputfromteammembersProactivelysupportteammatesManageassignedclientstaffand/orPwCconsultantsIdentifypotentialteammemberswithrelevantskills&interestIdentifyinformationneededforfact-basedanalysis,anddevelopworkplansEnsureeachhouroftimeandout-of-pocketexpensechargedtoaprojectisaneffective,efficientinvestmentProactivelymonitorprogress,andprovidetimely,accurateforecastsofprospectivedifficultiesIdentifyteammanagementopportunitiesBegintomanageclientteamsManageResourcesDevelopTeamSeekoutrelevantknowledgetoapplySynthesizefindingslogically,defendapointofview,anddefinerecommendationsDevelopinterviewguides,conductinterviews,leadfocusgroups,andfacilitateworkingsessionsDemonstratestrongknowledgeofanalytictechniques,frameworks,andmethodsSolveCoreProblemsClearlysynthesizeresultsofdatacollection/analysisAuthorsectionsofwrittendeliverablesDeliverportionsofpresentationswithclarityandconfidencetoclientmanagementServeasakeyfacilitatoratclientworkshopsandpresentationsCommunicateResultsExamplesastohowaLevel3ConsultantcancontributeBeyondproblem-solvingcapabilities,eachnewconsultantisexpectedtopossesscertainadditionalcriticalskills/traitsDefiningQuestionIndependenceToleranceforAmbiguitySenseofOwnershipCreativityPersistenceCantheconsultantoperatewithminimumdirection?Cantheconsultantsurvive,andeventhrive,whenfacedwithanill-defined,unfamiliarsituation?Istheconsultantwillingtotakeownershipofaproblemortaskandbeheldaccountableforitsresolution?Cantheconsultantdevelopunique,“outofthebox”approachesandsolutionsthatleverageexistingcontent?Istheconsultantunwilling“totakenoforananswer”whenitcomestodatacollectionandanalysis?KeySkill/TraitCriticalskills/traits(continued)KeySkill/TraitDefiningQuestionSolutionOrientationEnd-ProductOrientationCollaborationOrganizationMulti-levelThinkingIstheconsultantcontinuallyfocusedonidentifyingsolutionsoralternativesratherthanemphasizingproblems?Istheconsultantan“angel’sadvocate”?Istheconsultantcontinually“workingbackwards”fromahypothesis?Doestheconsultantbringoutthebestinthosearoundherorhim?Istheconsultantabletogrouptogetheravarietyofdataintocoherentcategories?Cantheconsultanttransitioneasilyfromlookingatthe“bigpicture”todivingintotheanalysis?PwCevaluatesallconsultantsandprincipalconsultantsalongthreedimensions1.Teamwork&cooperation2.Livingourvalues3.Evaluating,developing&coaching4.Peopleprogramparticipation1.Productivity2.Financialmanagement3.Revenuegeneration4.KnowledgemanagementAddingvaluetoourClientsAddingvaluetoourFirmAddingvaluetoourPeople1.

Projectresults2.Clientrelationships3.InnovationFY2000versionProjectOverviewLet’slookmorecloselyatthesetofrolesandresponsibilitiesassociatedwith“DotheWork”...MobilizationSituationAssessmentSolutionDevelopmentImplementationPlanningLearningPHASESOFTYPICALPROJECTAct三ivi三ty三--三10-三min三ute三ta三ble三di三scu三ssi三ons三fo三llo三wed三by三a三cla三ss-三wid三ed三ebr三iefWe三wil三la三ssi三gn三one三ph三ase三of三th三et三ypi三cal三pr三oje三ct三to三eac三ht三abl三eIn三you三rt三abl三eg三rou三ps,三re三vie三wt三he三res三pon三sib三ili三tie三sa三sso三cia三ted三wi三th三you三ra三ssi三gne三dp三has三eDis三cus三st三he三thi三ngs三th三at三you三be三lie三ve三wil三lm三ake三a三con三sul三tan三te三ffe三cti三ve三dur三ing三th三is三spe三cif三ic三pha三seRec三ord三yo三ur三ide三as三as三“Ef三fec三tiv三ene三ss三Tip三s”Ide三nti三fy三one三pe三rso三nf三rom三yo三ur三gro三up三to三rep三ort三du三rin三gt三he三deb三rie三fIn三the三fi三rst三ph三ase三,t三he三pri三mar三yr三esp三ons三ibi三lit三yo三ft三he三con三sul三tan三ti三st三oa三ssi三st三the三te三am三lea三di三np三rep三ari三ng三for三th三ep三roj三ect三an三dp三rep三ari三ng三the三wo三rkp三lanRes三pon三sib三ili三tie三sEff三ect三ive三nes三sT三ipsUnd三ers三tan三ds三tud三yc三ont三ext三an三ds三cop三eUnd三ers三tan三dc三lie三nt三dyn三ami三csPro三act三ive三ly三con三tri三but三et三oi三ssu三ea三nal三ysi三s,三hyp三oth三esi三sg三ene三rat三ion三,a三nd三wor三kpl三an三dev三elo三pme三ntAss三ume三ow三ner三shi三pf三or三por三tio三ns三of三the三wo三rkp三lanDis三cus三sd三eve三lop三men三tn三eed三s/s三tud三yp三ref三ere三nce三sAsk三st三ruc三tur三ed三que三sti三ons三af三ter三de三vel三opi三ng三pos三iti三onBui三ld三rel三ati三ons三hip三s(三wit三hP三wC三and三cl三ien三tt三eam三me三mbe三rs)Rea三dt三he三pro三pos三al!Und三ers三tan三dw三hat三co三nst三itu三tes三su三cce三ssUnd三ers三tan三dw三hat三ca三nc三aus三ef三ail三ureBeg三in三for三min三gh三ypo三the三ses三as三qu三ick三ly三as三pos三sib三leLoo三kf三or三opp三ort三uni三tie三st三oa三ssu三me三own三ers三hipAsk三qu三est三ion三s,三wit三ha三pu三rpo三se三and三a三poi三nt三of三vie三wIn三the三se三con三dp三has三e,三the三pr三ima三ry三res三pon三sib三ili三ty三of三the三co三nsu三lta三nt三is三to三bui三ld三the三“f三act三ba三se”三th三at三wil三ls三erv三ea三st三he三bas三is三for三co三ncl三usi三onsRes三pon三sib三ili三tie三sEff三ect三ive三nes三sT三ipsUnd三ers三tan三dp三urp三ose三an三du三se三of三app三rop三ria三te三fra三mew三ork三s,三ana三lys三is三too三ls,三an三dt三ech三niq三uesCon三duc三td三ata三co三lle三cti三on三and三an三aly三sis三in三as三sig三ned三ar三ea三(pr三ima三ry三and三se三con三dar三yr三ese三arc三h)Ass三ume三ow三ner三shi三pf三or三ap三ort三ion三of三th三ed三eli三ver三abl三ePro三vid三eg三uid三anc三e/c三oor三din三ate三st三aff三co三nsu三lta三nt三wor三kPre三vie三ww三ork三wi三th三cli三ent三sBui三ld三goo三dw三ork三ing三re三lat三ion三shi三ps三wit三hP三wC三and三cl三ien三tt三eam三me三mbe三rsUnd三ers三tan三dt三he三edi三tin三g/r三epo三rt三pro三duc三tio三np三roc三essIn三the三th三ird三ph三ase三,t三he三pri三mar三yr三esp三ons三ibi三lit三yo三ft三he三con三sul三tan三ti三st三od三eve三lop三a三str三ong三“p三yra三mid三”i三ns三upp三ort三of三re三com三men三dat三ion三sRes三pon三sib三ili三tie三sEff三ect三ive三nes三sT三ipsPar三tic三ipa三te三in三gen三era三tin三ga三nd三ass三ess三ing三al三ter三nat三ive三sa三nd三rec三omm三end三ati三onsAss三ist三te三am三lea三di三nd三eve三lop三ing三th三es三tor三ya三nd三fle三shi三ng三out三th三ep三yra三midAss三ume三ow三ner三shi三pf三or三por三tio三ns三of三the三wo三rk三pro三duc三ts三and三de三liv三era三ble三sTes三tr三eco三mme三nda三tio三ns三wit三hc三lie三ntsRev三iew三an三aly三ses三an三dd三eli三ver三abl三es三for三ac三cur三acy三an三dc三ons三ist三enc三yIn三the三fo三urt三hp三has三e,三the三pr三ima三ry三res三pon三sib三ili三ty三of三the三co三nsu三lta三nt三is三to三dev三elo三pt三he三det三ail三ed三pla三ns三tha三tl三ink三id三eas三an三da三cti三onsRes三pon三sib三ili三tie三sEff三ect三ive三nes三sT三ipsAss三ist三in三pr三epa三rin三ga三ni三mpl三eme三nta三tio三np三lanSup三por三ts三ele三cte三dc三lie三nt三man三age三rs三in三tra三nsl三ati三ng三cha三ngeDev三elo三pa三co三mmu三nic三ati三ons三pl三anPar三tic三ipa三te三in三per三iod三ic三che三cku三psIde三nti三fy三eme三rgi三ng三roa三dbl三ock三st三oi三mpl三eme三nta三tio三no三fp三ote三nti三al三sol三uti三onsIn三the三fi三nal三ph三ase三,t三he三pri三mar三yr三esp三ons三ibi三lit三yo三ft三he三con三sul三tan三ti三st三oi三den三tif三yo三ppo三rtu三nit三ies三fo三rb三oth三le三arn三ing三an三dk三now三led三ge三sha三rin三gRes三pon三sib三ili三tie三sEff三ect三ive三nes三sT三ipsPre三par三et三he三ana三lys三es三and三de三liv三era三ble三sf三or三cli三ent三de三liv三eryIde三nti三fy三les三son三sl三ear三ned三an三dp三rac三tic三ed三eve三lop三men三to三ppo三rtu三nit三iesPre三par三et三he三wor三kpa三per三s(三har三da三nd三sof三tc三opi三es)Dev三elo三pa三ci三tat三ion三fo三rt三his三en三gag三eme三nt,三an三di三nco三rpo三rat三ei三ny三our三re三sum三eCon三sul三tan三ts三sho三uld三kn三ow三tha三tc三ert三ain三be三hav三ior三sa三re三key三to三su三cce三ss,三pa三rti三cul三arl三yw三hen三de三ali三ng三wit三hc三lie三ntsBe三Hon三estWhe三ny三ou三don三’t三kno三w,三say三so三.三Whe三ny三ou’三re三not三su三re,三ad三mit三it三an三do三ffe三rt三of三oll三ow三upBe三Pre三par三edBe三pre三par三ed三for三th三ei三nev三ita三ble三qu三est三ion三s,三bot三hs三tra三igh三tfo三rwa三rd三and三le三adi三ngBe三Dis三cre三etBe三car三efu三lw三ith三wh三at三you三sa三y–三as三sum三et三hat三th三ec三lie三nt三is三lis三ten三ing三at三al三lt三ime三sBe三Sen三sit三ive三to三Cl三ien三tP三erc三ept三ion三sBe三awa三re三of三cli三ent三’s三per三cep三tio三ns,三an三da三voi三db三eha三vio三rs三tha三tr三ein三for三ce三the三se三per三cep三tio三nsThe三ke三yt三om三ana三gin三gc三lie三nt三per三cep三tio三ns三is三to三put三yo三urs三elf三in三th三ep三lac三eo三ft三he三cli三ent三,a三nd三the三nt三oa三ct三acc三ord三ing三lyTip三st三oM三ana三ge/三Reb三ut三Beh三avi三ors三th三at三Rei三nfo三rce三a三Neg三ati三ve三Per三cep三tio三n“The三y’r三eo三ver三cha三rgi三ng三us”Don三’t三per三for三mn三on-三val三ue-三add三wo三rk三dur三ing三wo三rki三ng三hou三rs三and三/or三in三fr三ont三of三th三ec三lie三ntKee三pr三efe三ren三ces三of三“c三ons三pic三uou三sc三ons三ump三tio三n”三to三am三ini三mumCli三ent三Pe三rce三pti三ons“The三yt三hin三kt三hey三’re三be三tte三rt三han三us三”Ada三pt三to三cli三ent三’s三bus三ine三ss三env三iro三nme三nt三(e.三g.,三wo三rki三ng三hou三rs,三dr三ess三co三des三)Tre三at三all三le三vel三so三fc三lie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