Embed Size (px)
Citation preview
University of Illinois, Business Consulting Services
1
Business Consulting Services
University of Illinois, Business Consulting Services
2
Agenda
Discussion: Consulting in GeneralThe Need for Consulting
Review
University of Illinois, Business Consulting Services
3
The Need for Consulting
Needs/BenefitsIndependent ViewpointSpecial QualificationsTemporary Professional Service
University of Illinois, Business Consulting Services
4
How is a Consultant Selected?
Word of Mouth
Reputation
Memberships/Affiliations
Advertising
Personal Contact
University of Illinois, Business Consulting Services
5
Ranking of Client Buyer Values
0% 5% 10%
15%
20%
25%
30%
Know Our Business
Innovative Thought Leadership
Industry Knowledge
Best in Class
Teaming
Flexible
Lasting Relationships
Good Fast Tools
University of Illinois, Business Consulting Services
6
Promises
Over promise, under deliverUnder promise, over deliverDeliver what you promise
Which do you think is the best technique?
University of Illinois, Business Consulting Services
7
The Promise Pyramid
University of Illinois, Business Consulting Services
8
Blame & Accolades
If you do well, you’re a good consultant.If you do badly, your firm is bad.
If you do well, you’re a good student.If you do badly, there’s another example of
a bad U of I student.
University of Illinois, Business Consulting Services
9
Excellent Consulting
Results from a Collaborative PartnershipResults from “Pushing the Envelop” just
beyond the edge of the client’s constraints.Results from Pragmatism
University of Illinois, Business Consulting Services
10
5 Fatal Flaws of Consulting
1. Projects not defined in terms of client results
2. Unrealistic solutions – beyond the resources
3. Unrealistic solutions – one big change
4. Non-collaborative consulting
5. Labor intensive use of consultants (instead of leveraged use)
University of Illinois, Business Consulting Services
11
Good Consulting Techniques1. Project goals are defined in terms of measurable
improvements in client bottom-line results.2. Project scope determined by assessing what the
client organization will be willing and able to absorb and implement.
3. Projects divided into steps to produce rapid results and experience that lay foundation for further progress.
4. Client and consultant work together as partnership at every stage of the project.
5. Client teams take major responsibility for the project, and consultants provide unique, focused support.
University of Illinois, Business Consulting Services
12
Consulting Roles to Seek
Roles to Seek Professional Advisor and Counselor Qualified Resource Change Agent
University of Illinois, Business Consulting Services
13
Review
Need for ConsultantsWho gets the accolades?What is “Excellent Consulting”?
