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Strategic Consulting Strategic Consulting A Unique Environment A Unique Environment STAFF STAFF SELECTION SELECTION STAFF STAFF DEVELOPMENT DEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations C. Randall Powell

Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

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Page 1: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Strategic ConsultingStrategic Consulting

A Unique EnvironmentA Unique Environment

STAFFSTAFFSELECTIONSELECTION

STAFF STAFF DEVELOPMENTDEVELOPMENT

Selection and Development of

Professional Staffin

Strategic Consulting Organizations

C. Randall Powell

Page 2: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

ClientPartnering

To help our To help our clients clients

make positive, make positive, lasting, and lasting, and substantial substantial

improvements improvements in their in their

performance.performance.

To buildTo builda great institution a great institution

that attracts, that attracts, develops, motivates develops, motivates

and retrains and retrains exceptional people.exceptional people.

Mission Statements

Page 3: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

SERVE MANY DIFFERENT INDUSTRIESSERVE MANY DIFFERENT INDUSTRIES

Financial Institutions

Consumer Goods

Electronics

Telecommunications

Manufacturing

Energy

Chemicals andPharmaceuticals

Transportation

Global Consulting Networks

Page 4: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

(Functional Distribution)(Functional Distribution)

Operations

•Re-engineering

•Process Design

•Logistics/Distribution

•Global Sourcing

Organization

•Reorganization

•Matrix Organizations

•Functional Reorganization

•product SBUs

Information

TechnologyFinance

Marketing/Sales

•Innovative Launches

•New ProductDevelopment

•Co-Marketing

•Sales ForceStrategies

Strategy

•Competitive Response

•Produce Portfolio

•Service Strategies

•Alliances

•Acquisitions/Mergers

The Engagement Mix

Page 5: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

A Growth Industry

Em

ployees

90 91 92 93 94 95 96 97 98 99 00 01

Support Staff Consulting Staff

Page 6: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Problem Solving Approach4 Key Features

• Top Management Viewpoint/Strategy

• Fact Based/Objective

• Teams/Consolidation Experts

• Implementable Realistic Recommendations

Page 7: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Staff is Key

• Proven experts with experience (Partners)

• Staff contacts with clients (Sales/Engagements)

• Entry Consultants/High Potential

• Analysts

• Support Staff

Page 8: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Partner Associate

Engagement Manager

JuniorAssociate

ClientTeam

MembersOutcomes/ Recommendations

The Team Approach

Page 9: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

•Intellectual Capacity

•Practical Orientation

•Quantitative Comfort

•Creativity

•PresencePresence

•CommunicationCommunication

•EmpathyEmpathy

•Personnel Initiative

•Teamwork

•Entrepreneurship

•ExcellenceExcellence

•Top StandardsTop Standards

•ExcitementExcitement

•PersistencePersistence

Problem Solving

PersonnelImpact

LeadershipPresence

Drive Energy

Consulting Candidate Credentials

Page 10: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Recruiting Process

• Recruitment Talent Search (paper/web)

• Initial Interviews

• Round 1 (minimum 1 hour)

• Round 2 (all day events)

Page 11: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Recruiting Process

– Cover letters

– Resumes

– Academic records

– Top schools

– Networks

– Continuous

•Recruitment Talent Search (paper/web)

Page 12: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Recruiting Process

– 30 - 60 Minute

– Campus

– Web teleconference

– Facilities

– Airport

– Telephone

•Initial Interviews

Page 13: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Recruiting Process

– 2-3 Senior Associates Campus

– Focus on experience and education

– Behavioral based questions

– Case interviews

•Round 1 (minimum 1 hour)

Page 14: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Recruiting Process

– 2-3 Senior Partners – Committee/team choice – Case or Assessment Center involvement

•Round 2 (all day events)

Page 15: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Interview Probing Techniques

• Tell me about prior responsibilities.

• Discuss past project assignments.

• How did you organize this particularly project?

• How did you establish priorities?

• To whom did you assign specific responsibilities?

• What was your time line for intermediate and final deliveries?

• Give an example of a major problem situation that arose.

• How did you solve the problem?

• Exactly how did you handle a serious manager problem in performance?

• What happened after your recommendations?

• How did you feel about the total experience?

Page 16: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Partner Election

Client Acquisition

Leadership Development

Client Relations

Competence Building

Engagement Management Skills

Basic Consulting Skills

Junior Associate 1-2 years

Large Project Manager2+ years

Engagement Manager 2-3 years

Associate 2-3 years

Consulting Career Path

Page 17: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Skills Development

• Knowledge Centers• Crash mini-MBA Courses• Communication Skills• Influencing Styles• Engagement Leadership• Industry Workshops• Functional Workshops• Technology Training • Client Relationship Development• Negotiating Skills

Page 18: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

PROGRESS OVER TIME

Learning

Evaluation Training

Coaching

Development Process

Page 19: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Multiple Consistent Industry Engagement roles mobility focus types

Client Projects

Client Development

Practice Development

Office Activities

Learning Through Working

Page 20: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Standard Training Courses

• Basic Accounting and Finance• Communication Skills• Economic Analysis• Interpersonal Skills• Team Building• Leadership Training• Management and Organization• Marketing Tools• Technology Tools

Page 21: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

(Informal and Formal)

Assigned Mentors

Informal Mentors

Client Feedback

Manager Development

Staff Feedback

Engagement Team Guidance

Coaching/Mentoring

Page 22: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Semi-Annual Performance Reviews

•Previews Projects

•Current Engagement Progress

•New Development Goods

•Proposed Engagement Experiences

Project 1 Project 2 Project X Project XX

Engagement Performance Reports

Formal Evaluation

Page 23: Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations

Assignm

ents

Recruiting People

Pers

onal

Tra

inin

g

EngagementPerformance

Developm

ental

Training

Rew

ards

Interlinked HR Process