埃森哲管理顾问入门第二部分.ppt

5/25/2019, Andersen Consulting 2000,1,Lecture Management Consulting: An Introduction,2019/5/25,2,AGENDA,Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart),2019/5/25,3,AGENDA,Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart),2019/5/25,4,Our Mission: Helping our clients create their future.,ACCENTURE: MISSION AND VISION,Our Vision: To become one of the worlds leading companies, bringing innovations to improve the way the world works and lives.,2019/5/25,5,One Global Firm Act to enhance the collective values of the global partnership, while sustaining local culture.,Stewardship Think future oriented; act and invest to build a stronger firm for tomorrow.,Integrity Act with openness and honesty. Always.,Respect for the Individual Treat each person as we would like to be treated.,Quality Client Service Understand and meet client expectations 100 percent of the time.,Best People Are highly competent and make a commitment to excellence, teamwork, and the success of our clients.,ACCENTURE: CORE VALUES,2019/5/25,6,1989 Andersen Consulting becomes a separate business unit from Arthur Andersen $1.6 billion 21,400 employees 1991 Horizon 2000 Initiative to develop mission and strategic plan $2.3 billion 25,000 personnel 1993 Andersen Consulting issues its first annual report $2.9 billion 27,000 employees,1997 Andersen Consulting creates a global network of communications-focused solution centers in an effort to set the standard for speed and quality of performance $6.6. Billion 53,000 employees 1998 $8.3 billion 65,000 employees 2000 Joe Forehand becomes Managing Partner and introduces the 100 Day Plan Andersen Consulting wins arbitration against Arthur Andersen 01.01.01 Accenture, formerly known as Andersen Consulting,ACCENTURE: IMPORTANT MILESTONES,2019/5/25,7,ACCENTURE GLOBALLY,Employees: over 65,000 Countries: 48 Revenue 99: 8,9 Billion USD Clients: The vast majority of Fortune 30 most profitable global public companies Nearly 75% of Fortune 200 global companies 100 of the most significant “Industry Standard” Internet companies,2019/5/25,8,ACCENTURE: DEVELOPMENT OF REVENUES,(U.S. Billions),2019/5/25,9,ACCENTURE: GLOBAL PERSONNEL GROWTH,1997,53,426,1996,44,801,1995,38,027,1994,32,711,1998,65,134,2019/5/25,10,Americas,EMEAI,Asia/ Pacific,Hamburg,Frankfurt,Mnchen,Dsseldorf,Berlin,Wien,Zrich,ASG Austria, Switzerland, Germany,ACCENTURE IN ASG,2,750 Employees 7 Offices Revenues: 1,24 Mrd. DM,2019/5/25,11,Global Competitive Overview,Strategy,Digital Equipment,McKinsey,Andersen Consulting,Organization,Processes,Information Technology,Business Process Management (Outsourcing),Cap Gemini Sogeti,UNISYS,IBM,Computer Sciences,EDS,Boston Consulting,Booz Allen,2019/5/25,12,ACCENTURE: MARKET UNITS,Financial Services Banking Health Services Insurance Products Automotive, Industrial Equipment, Travel & Transportation Consumer & Pharmaceutical Products Retail Communications & High Tech Communications Electronics & High Tech Media & Entertainment Resources Chemicals Energy & Natural Resources Utilities Government,2019/5/25,13,ACCENTURE: SAMPLE CLIENT LIST,2019/5/25,14,AGENDA,Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart),2019/5/25,15,NATURE, TRENDS, CAREERS,Nature and purpose of consulting,Recent trends and current challenges,Staff and career paths in consulting,2019/5/25,16,NATURE AND PURPOSE OF CONSULTING,Nature and Purpose of Consulting Definition of Consulting“ Brief look into history Different types of consulting Consulting market overview Consultant: Profession description Consulting strategies Short overview over the consulting process Reasons for clients to hire external consultants Guidelines for the client - consultant relationship,2019/5/25,17,DEFINITION OF CONSULTING,Definition of Consulting To give expert advice or provide expert counsel.“ (IKS) Consulting provides value by diagnosing, strategizing, designing, constructing, integrating, operating, or implementing solutions. Consulting utilizes relevant knowledge, based on integrity and objectivity, in both expert and advisory roles.“ (Consulting Services Team) Consulting is whatever a consultant does.“ (Cambridge Computer Services),2019/5/25,18,CONSULTING HISTORY (1/2),Brief look into history 1532 Macchiavellis Il Principe“ 1886 Foundation of the analytical testlab“ by Arthur D. Little 1895 A piece rate system“ by F. Taylor 1909 Foundation of Arthur D. Little, Inc. 1911 The principles of scientific management“ by F. Taylor 1911 Motion Study“ by F. Gilbreth 1912 Consulting Firms“ by F. Gilbreth 1914 E. Booz sets up Business Research Services 1925 J.O. McKinsey starts his Consulting firm 1934 Urwick, Orr & Partners: Management ist lehr- und lernbar 1939 Peter Drucker The end of economic man“ 1947 Foundation of the Travistock Institute,2019/5/25,19,CONSULTING HISTORY (2/2),Brief look into history 1949 Robert Wiener Cybernetics“ 1950 Marvin Bower becomes CEO of Mc Kinsey and starts with the expansion 1951 First Deming-Avard for Quality in Japan 1954 Foundation of the BDU 1954 Peter Drucker: The practise of management“ 1957 Argyris: Personality and Organization“ 1959 Herzberg, Mausner, Snyderman: The motivation to work“ 1960 Mc Gregor: The human side of enterprise“, Maslow: Motivation and Personality“ 1963 Foundation of Boston Consulting Group 1965 Foundation of the first two Business Universities in Great Britain,2019/5/25,20,EVOLUTION OF CONSULTING FOCUS,1980 1985 1990 1995 2000 2005,Quality Management Lean Management Re-engineering ERP projects Web Technology E-Commerce CRM M-Commerce Strategy,2019/5/25,21,TYPES OF CONSULTING,Different types of management consulting Strategy Advice and counsel about corporate-level or business-unit strategies Operations Management Figuring out how to improve the efficiency or productivity of how a business works Human Resources Compensation and benefits advice, attracting, motivating, and retaining high quality employees Information Technology Design, implement, test and roll-out new IT or install and operate massive packaged software “solutions“.,2019/5/25,22,Worldwide Professional Services Market,$billions,Source: Dataquest,$250,$475,$45,$85,$25,$5,$0,$100,$200,$300,$400,$500,$600,1990,1999,2003,STRATEGY VS. IT- CONSULTING,18% annual growth,Pure Strategy,IT-related Service,2019/5/25,23,GERMAN CONSULTING MARKET OVERVIEW,German Consulting market overview 1998: 62.500 Management-, Personnel- and IT-Consultants (BDU e.V.) 13.200 Consulting Companies Total revenues: 18,8 bn. DM (BDU e.V.) 1999: 64.500 Management-, Personnel- and IT- Consultants (BDU e.V.) 14.300 Consulting Companies Total revenues: 21,3 bn. DM (BDU e.V.),2019/5/25,24,TOP 20 CONSULTING COMPANIES WORLDWIDE,2019/5/25,25,TOP 30 CONSULTING COMPANIES IN GERMANY,Source: Lnendonk Consultancy + Research GbR, Hamburg,2019/5/25,26,WHERE DO YOU WANT TO GO TODAY?,A scene from Lewis Carrolls “Alices Adventures In Wonderland“, when Alice asks the Cheshire cat for directions, speaks volumes about planning where an organization wants to be in the future. “Would you tell me, please, which way I ought to go from here?“ asks Alice. “That depends a good deal on where you want to get to,“ said the Cat. “I dont much care where.“ said Alice. “Then, it doesnt matter which way you go.“ said the Cat.,2019/5/25,27,REASONS TO HIRE EXTERNAL CONSULTANTS (1/2),Reasons for clients to hire external consultants (1): Existing companies are not ready for the pace globalization and vanishing market barriers they face - need Consultants with broad market / industry knowledge Increasing M&A activities - High complexity of transactions and tasks related to Post Merger Integration Challenges of the high tech environment: employees are wholly occupied with daily work and dont have the time to think about innovations Changing working environment necessitate creative and up-to-date HR Management Deregulation enabled new companies to enter the market. In order to position and compete against former monopolists they need industry related consulting experience (+other way round, ex-monopolists try to defend themselves against new market entries using the knowledge of external companies),2019/5/25,28,REASONS TO HIRE EXTERNAL CONSULTANTS (2/2),Reasons for clients to hire external consultants (2): Consultants have access to information on a truly global basis (Knowledge Exchange) Widespread acceptance of using consultants to gain outside expertise. Rapid technological change. Movement to enterprise wide solutions. Lack of in-house expertise in Processes, technologies, industry best practices, and project management.,2019/5/25,29,BENEFITS OF USING CONSULTANTS,Subject matter expert: A consultant will save time and money by arriving to a solution to the clients needs at a faster pace because of past extensive knowledge and experience in dealing with other business owners. Objective point of view: A consultant will bring a refreshing outside point of view to the clients company, which will pin-point existing problems or reach faster solutions. Educate, inform: A good consultant will educate and inform the client as the task is completed. Share information about industry and competition: This is essential to reaching company goals. Assist with strategic planning which will help reach company goals faster and easier. Offer innovative ideas,2019/5/25,30,WORK AND LIFESTYLE CHARACTERISTICS,Work at client site Work in team environment Work with a variety of clients across industries Assess client business and technical challenges Develop solutions to move client forward Extensive traveling Enriching learning experience Cyclical overtime Travel Variety of responsibilities Work with technology,2019/5/25,31,TOP 10 WAYS TO KNOW YOU ARE DATING AN CONSULTANT,1. Refers to lovemaking as a “win-win.“,2. Valentines Day card has bullet points.,3. Cant be trusted with the car - too accustomed to beating up rentals.,4. Celebrates anniversary by conducting a performance review.,5. Ends any argument by saying, “lets talk about this off-line.“,6. Tries to call room-service from the bedroom.,7. Congratulates your parents for successful value creation.,8. Referred to the yield of the tomato plants in your home garden as “deliverables“,9. Talks to the waiter about process flow when dinner arrives late.,10. Referred to the first month of your relationship as a “diagnostic period.“,2019/5/25,32,NATURE, TRENDS, CAREERS,Nature and purpose of consulting,Recent trends and current challenges,Staff and career paths in consulting,2019/5/25,33,RECENT TRENDS AND CURRENT CHALLENGES,Changing customer expectations Increasing market power of the TOP consulting companies Effective usage of information technology Split Tax/Auditing - Consulting Strategic Alliances and Start-up Partnerships New suppliers enter the consulting market Expansion of the well known consulting companies IT consulting by traditional consulting companies Get & retain the right people How to face the current challenges,2019/5/25,34,“CTOs and other e-business strategists do not want to hear me tell them I can help Web-enable their business. That is not enough. They want to know how I can help them transform their business.“ - Chuck Burns, global senior vice president, services, KPMG “CTOs have more choices than ever before when it comes to selecting a consultant. We go into bids now where we may compete against one of the giant, Big Five firms . and even, in some cases, an advertising or marketing agency.“ - Scott Lochridge, principal, strategy solutions group, DiaLogos “The days of black magic are over, Consultants can no longer get away with just writing a white paper for the client and saying, OK, now you do what I say. ” - Jose Campos, president of Rapidinnovation,CHANGING CUSTOMER EXPECTATIONS SOME STATEMENTS,2019/5/25,35,CHANGING CUSTOMER EXPECTATIONS,Customer expect real added value Standard Implementations are decreasing while individual end-to-end solution become much more important Unsuccessful ERP implementations in the 90s made the customer more aware of risks and challenges Customer are much more sensitive to what they get for their money Results in new payment schemes like: Fixed price (especially done by smaller / start-up companies) Risk and reward sharing Equity payment Payment in terms of %-age of actual value added On time delivery clauses in contract,2019/5/25,36,INCREASING MARKET POWER OF THE TOP 20 CONSULTING COMPANIES,Facts 40 TOP Consulting Companies increased their market share in Germany from 42 to 45 % Average growth rate of the TOP Player: 19,5 %/p.a. Smaller Consulting companies: 4,0 %/p.a. Acquisitions of smaller and mid-sized consulting firms by the larger companies in order to diversify their market offer Planned partly IPO of KPMG, Arthur D. Little, Andersen Consulting also investigating Increasing market power and influence through ventures, e.g. - AC Venture - McKinseys “New Venture” - Roland Berger & bmp,2019/5/25,37,SPLIT TAX/AUDITING REASONS AND CONSEQUENCES,Reasons U.S. Security and Exchange Commission: Critical if Consulting Companies advice clients that are audited by the same company Higher margins and growth rates in consulting Inability for consulting part to raise money by going public as long as they are part of auditing companies Consequences Consulting companies can and will go public (e.g. KPMG) No more legal restrictions for consulting companies to advice other companies Differentiation process will accelerate (increasing marketing activities) Repositioning needs,2019/5/25,38,SPLIT TAX/AUDITING - CONSULTING,Examples Andersen Consulting vs. Arthur Andersen: Arbitration Decision in order to allow Andersen Consulting to split from Arthur Andersen KPMG: IPO of KPMG Consulting Business Cisco took 20% stake Another 20% for the accounting part Hewlett Packard interested to buy PriceWaterhouseCoopers Management and IT Consulting part Cap Gemini to buy consulting piece of Ernst & Young A.T. Kearney and EDS,2019/5/25,39,STRATEGIC ALLIANCES OF ACCENTURE,2019/5/25,40,ALLIANCES AND PARTNERSHIPS: SOME EXAMPLES,Cap Gemini: - Siebel Systems - IBM - Sun Microsystems - Microsoft KPMG: - Compaq - Cisco - Microsoft - JD Edwards CSC: - Peoplesoft - Broadvision - IBM - Lucent - Nokia EDS: - Sun Microsystems - SAP - Oracle - Cisco,2019/5/25,41,NEW COMPETITORS ENTER THE CONSULTANT MARKET,New Suppliers enter the consulting market Hardware manufacturers - HP already increased their number of in-house consultants to 6.000 + potential PriceWaterhouseCoopers part Internet service providers, e.g. Pixelpark buying the Swedish Consulting firm “Cell Network / Mandator” Building Inhouse-Consulting capabilities“ - Siemens (Siemens Business Services providing ERP, CRM implementations) - SAP System - Deutsche Telekom buying majority stake in Debis Systemhaus Financial Institutions and Telecommunication companies,2019/5/25,42,EXPANSION OF WELL KNOWN CONSULTING COMPANIES,Expansion of the TOP consulting companies through M&A, alliances, ventures and strategic partnerships. Chance to expand business and opening new markets After M&A, differentiation becomes critical, therefore high advertising budgets IPO Strategies: Raise money for eCommerce strategy Venture Capital funds To attract people (competitive salaries and payment structures) Examples: Cap Gemini acquiring Ernst & Young Cap Gemini buying SD&M CSC Ploenzke to buy KPMG France,2019/5/25,43,IT CONSULTING AT THE ESTABLISHED CONSULTING COMPANIES,As eCommerce is acknowledge to be one of the key business drivers, also the traditional consulting companies try to get into it Strategy companies like Booz Allen Hamilton etc. to launch eCommerce centers and venture capital firms By buying smaller companies and partnering they are able to provide a full implementation service, e.g. Bain alliance with i2 and Oracle McKinsey has been accused having overslept the e-Commerce age; now trying to work on that subject through increasing alliances & ventures in the eBusiness After split from Andersen Consulting, Arthur Andersen will get more into IT consulting,2019/5/25,44,IPO in order to attract personnel Until backdrop of Dot.Coms and the stock market, tendency of leading personnel to leave traditional companies to join Start-ups: Cambridge Technology lost over the last year many top managers (i.e. Founder and CEO, CFO, General counsel, Head of its E-Business unit, Managing director of the Cambridge Technology Capital venture fund) mostly to small high-tech companies. Dean Hawkins, former CFO of Adidas to become CFO Joe Galli, Vice President Black & Decker to join A as member of the board Heiner Rutt, chairman Boston Consulting Group to become president at Proxicom IBM Germany has about 3.000 open IT positions for 2001, Hewlett-Packard to look for 500 IT specialists, PricewaterhouseCoopers 300 and Siemens 1.500, Andersen Consulting with 1.100 open positions in ASG.,GET AND RETAIN THE RIGHT PEOPLE,2019/5/25,45,“WINNING THE WAR FOR TALENT“,Key factors of success,Image Interesting tasks Personal development Balanced life style International atmosphere,1.,DaimlerChrysler,2.,Lufthansa,3.,McKinsey,4.,BMW,5.,KPMG,6.,Boston Consulting,7.,Deutsche Bank,8.,Siemens,9.,SAP,10.,Accenture,Attractive employees,Focus 30. August 1999,2019/5/25,46,HOW TO FACE THE CURRENT CHALLENGES,New strategies Branding Campaigns Personnel development concepts Efficient Knowledge Management Accurate Planning Change as Chance Synchronize the key success factors: - people - process - s