Trends of Hiring

Focus Technical Analysis

Strategic Management Technical & Financial Specialisms Niche: outsourcing, ebusiness, BPR

Hires Academics
MBAs & Academics Graduates, MBAs Experienced hires

Typical Firms AD Little, Booz, Allen, Hamilton, AT Kearney.

McKinseys, Bain & Co., Boston Consulting Group Arthur Anderson, KPMG, IBM, Deloitte, E&Y Razorfish, Sapient, Viant, iXL

Generalist Firms 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

Strategy Consulting

Offer strategic advice to companies on a project-by-project basis, eg: McKinseys, Bain & Co., Boston Consulting Group

Human Resources Consulting

Niche Firms

Often set up by an experienced consultant with an area of expertise; these are smaller practices specialising in certain Offer specialist HR advice on areas such as personnel policy, industry or business sectors. Usually recruite experienced job evaluation and industrial relations Mercer hires. e.g Razorfish, Sapient, Viant, iXL

The Biggest Consulting Firms

Accenture Cap Gemini CSC IBM BCS PWC KPMG / Bearing Point Deloitte
BAH Anderson

(IT, Operations, HRM) (IT, Operations) (IT, Operations) (IT) (IT, Operations, HRM) (IT, Operations) (IT, Operations)

McKinsey & Co. Mercer A. T Kearney Monitor BCG A.D. Little Bain & Co.

(Strategy, Operations)
(Strategy, Operations)

(Strategy, HRM)
(Operations)

(Strategy, HRM) (Strategy) (Strategy) (Strategy) (Strategy)

Segmentation
Industry
Telcos Digital Media Finance & Banking Utilities - Health - Manufacturing - FMCG& Retail - Transportation

Function
Strategy Operations - HRM - IT (incl. e-business)

Sector
Non-profit Public Private

A Consulting Typology
Strategy Consultants
McKinsey Oliver Wyman A.T. Kearney Sapient Scient
/ Utilities

Diamond

Service providers
Deloitte PwC Accenture EDS

Software Providers

CSC

IBM

Technology Providers

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

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

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

Why Employ Consultants?

1. Expertise 2. Objectivity 3. 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 Quick measurable wins Solid Conclusions

The Consulting Life-cycle

Initial Contact
Initial Contact Definition Proposal & Contract Data Collection

Project Definition Initial Analysis

Formal Proposal
Contract Project Implementation
Data Collection Data Analysis Decisions / Plan Intervention
Disengaging

Review

Data Analysis

Intervention

Decision-making, Planning

Review

The Consulting Life-cycle

Initial Contact Definition Proposal & Contract Data Collection

Review

Data Analysis

Disengaging

Intervention

Decision-making, Planning

Class Activity

Design your own Consultancy

In pairs: you and 3 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 2 that you think might be likely to occur while 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