管理咨询经典.ppt

2020 3 12 AndersenConsulting2000 1 ManagementConsulting AnIntroduction 天马行空官方博客 2020 3 12 2 AGENDA Introduction ExpectationsExampleconsultantcompanyConsulting Nature Trends Careers 天马行空官方博客 2020 3 12 3 AGENDA Introduction ExpectationsExampleconsultantcompanyConsulting Nature Trends CareersSelectedMethods frameworks Research somebasics Graphics fromdatatochart 2020 3 12 4 OurMission Helpingourclientscreatetheirfuture ACCENTURE MISSIONANDVISION OurVision Tobecomeoneoftheworld sleadingcompanies bringinginnovationstoimprovethewaytheworldworksandlives 2020 3 12 5 OneGlobalFirm Acttoenhancethecollectivevaluesoftheglobalpartnership whilesustaininglocalculture Stewardship Thinkfutureoriented actandinvesttobuildastrongerfirmfortomorrow Integrity Actwithopennessandhonesty Always RespectfortheIndividual Treateachpersonaswewouldliketobetreated QualityClientService Understandandmeetclientexpectations100percentofthetime BestPeople Arehighlycompetentandmakeacommitmenttoexcellence teamwork andthesuccessofourclients ACCENTURE COREVALUES 2020 3 12 6 1989AndersenConsultingbecomesaseparatebusinessunitfromArthurAndersen 1 6billion21 400employees1991Horizon2000Initiativetodevelopmissionandstrategicplan 2 3billion25 000personnel1993AndersenConsultingissuesitsfirstannualreport 2 9billion27 000employees 1997AndersenConsultingcreatesaglobalnetworkofcommunications focusedsolutioncentersinanefforttosetthestandardforspeedandqualityofperformance 6 6 Billion53 000employees1998 8 3billion65 000employees2000JoeForehandbecomesManagingPartnerandintroducesthe100DayPlanAndersenConsultingwinsarbitrationagainstArthurAndersen01 01 01Accenture formerlyknownasAndersenConsulting ACCENTURE IMPORTANTMILESTONES 2020 3 12 7 ACCENTUREGLOBALLY Employees over65 000Countries 48Revenue 99 8 9BillionUSDClients ThevastmajorityofFortune30mostprofitableglobalpubliccompaniesNearly75 ofFortune200globalcompanies100ofthemostsignificant IndustryStandard Internetcompanies 2020 3 12 8 ACCENTURE DEVELOPMENTOFREVENUES U S Billions 2020 3 12 9 ACCENTURE GLOBALPERSONNELGROWTH 1997 53 426 1996 44 801 1995 38 027 1994 32 711 1998 65 134 2020 3 12 10 GlobalCompetitiveOverview Strategy DigitalEquipment McKinsey AndersenConsulting Organization Processes InformationTechnology BusinessProcessManagement Outsourcing CapGeminiSogeti UNISYS IBM ComputerSciences EDS BostonConsulting BoozAllen 2020 3 12 11 ACCENTURE MARKETUNITS FinancialServicesBankingHealthServicesInsuranceProductsAutomotive IndustrialEquipment Travel TransportationConsumer PharmaceuticalProductsRetailCommunications HighTechCommunicationsElectronics HighTechMedia EntertainmentResourcesChemicalsEnergy NaturalResourcesUtilitiesGovernment 2020 3 12 12 AGENDA Introduction ExpectationsExampleconsultantcompanyConsulting Nature Trends Careers 2020 3 12 13 NATURE TRENDS CAREERS Natureandpurposeofconsulting Recenttrendsandcurrentchallenges Staffandcareerpathsinconsulting 2020 3 12 14 NATUREANDPURPOSEOFCONSULTING NatureandPurposeofConsultingDefinitionof Consulting BrieflookintohistoryDifferenttypesofconsultingConsultingmarketoverviewConsultant ProfessiondescriptionConsultingstrategiesShortoverviewovertheconsultingprocessReasonsforclientstohireexternalconsultantsGuidelinesfortheclient consultantrelationship 2020 3 12 15 DEFINITIONOFCONSULTING DefinitionofConsulting Togiveexpertadviceorprovideexpertcounsel IKS Consultingprovidesvaluebydiagnosing strategizing designing constructing integrating operating orimplementingsolutions Consultingutilizesrelevantknowledge basedonintegrityandobjectivity inbothexpertandadvisoryroles ConsultingServicesTeam Consultingiswhateveraconsultantdoes CambridgeComputerServices 2020 3 12 16 CONSULTINGHISTORY 1 2 Brieflookintohistory1532Macchiavelli s IlPrincipe 1886Foundationofthe analyticaltestlab byArthurD Little1895 Apieceratesystem byF Taylor1909FoundationofArthurD Little Inc 1911 Theprinciplesofscientificmanagement byF Taylor1911 MotionStudy byF Gilbreth1912 ConsultingFirms byF Gilbreth1914E BoozsetsupBusinessResearchServices1925J O McKinseystartshisConsultingfirm1934Urwick Orr Partners Managementistlehr undlernbar1939PeterDrucker Theendofeconomicman 1947FoundationoftheTravistockInstitute 2020 3 12 17 CONSULTINGHISTORY 2 2 Brieflookintohistory1949RobertWiener Cybernetics 1950MarvinBowerbecomesCEOofMcKinseyandstartswiththeexpansion1951FirstDeming AvardforQualityinJapan1954FoundationoftheBDU1954PeterDrucker Thepractiseofmanagement 1957Argyris PersonalityandOrganization 1959Herzberg Mausner Snyderman Themotivationtowork 1960McGregor Thehumansideofenterprise Maslow MotivationandPersonality 1963FoundationofBostonConsultingGroup1965FoundationofthefirsttwoBusinessUniversitiesinGreatBritain 2020 3 12 18 EVOLUTIONOFCONSULTINGFOCUS 198019851990199520002005 QualityManagementLeanManagementRe engineeringERPprojectsWebTechnologyE CommerceCRMM CommerceStrategy 2020 3 12 19 TYPESOFCONSULTING DifferenttypesofmanagementconsultingStrategyAdviceandcounselaboutcorporate levelorbusiness unitstrategiesOperationsManagementFiguringouthowtoimprovetheefficiencyorproductivityofhowabusinessworksHumanResourcesCompensationandbenefitsadvice attracting motivating andretaininghighqualityemployeesInformationTechnologyDesign implement testandroll outnewITorinstallandoperatemassivepackagedsoftware solutions 2020 3 12 20 WorldwideProfessionalServicesMarket billions Source Dataquest 250 475 45 85 25 5 0 100 200 300 400 500 600 1990 1999 2003 STRATEGYVS IT CONSULTING 18 annualgrowth PureStrategy IT relatedService 2020 3 12 21 GERMANCONSULTINGMARKETOVERVIEW GermanConsultingmarketoverview1998 62 500Management Personnel andIT Consultants BDUe V 13 200ConsultingCompaniesTotalrevenues 18 8bn DM BDUe V 1999 64 500Management Personnel andIT Consultants BDUe V 14 300ConsultingCompaniesTotalrevenues 21 3bn DM BDUe V 2020 3 12 22 TOP20CONSULTINGCOMPANIESWORLDWIDE 2020 3 12 23 WHEREDOYOUWANTTOGOTODAY AscenefromLewisCarroll s Alice sAdventuresInWonderland whenAliceaskstheCheshirecatfordirections speaksvolumesaboutplanningwhereanorganizationwantstobeinthefuture Wouldyoutellme please whichwayIoughttogofromhere asksAlice Thatdependsagooddealonwhereyouwanttogetto saidtheCat Idon tmuchcarewhere saidAlice Then itdoesn tmatterwhichwayyougo saidtheCat 2020 3 12 24 REASONSTOHIREEXTERNALCONSULTANTS 1 2 Reasonsforclientstohireexternalconsultants 1 Existingcompaniesarenotreadyforthepaceglobalizationandvanishingmarketbarrierstheyface needConsultantswithbroadmarket industryknowledgeIncreasingM Aactivities HighcomplexityoftransactionsandtasksrelatedtoPostMergerIntegrationChallengesofthehightechenvironment employeesarewhollyoccupiedwithdailyworkanddon thavethetimetothinkaboutinnovationsChangingworkingenvironmentnecessitatecreativeandup to dateHRManagementDeregulationenablednewcompaniestoenterthemarket Inordertopositionandcompeteagainstformermonopoliststheyneedindustryrelatedconsultingexperience otherwayround ex monopoliststrytodefendthemselvesagainstnewmarketentriesusingtheknowledgeofexternalcompanies 2020 3 12 25 REASONSTOHIREEXTERNALCONSULTANTS 2 2 Reasonsforclientstohireexternalconsultants 2 Consultantshaveaccesstoinformationonatrulyglobalbasis KnowledgeExchange Widespreadacceptanceofusingconsultantstogainoutsideexpertise Rapidtechnologicalchange Movementtoenterprisewidesolutions Lackofin houseexpertiseinProcesses technologies industrybestpractices andprojectmanagement 2020 3 12 26 BENEFITSOFUSINGCONSULTANTS Subjectmatterexpert Aconsultantwillsavetimeandmoneybyarrivingtoasolutiontotheclient sneedsatafasterpacebecauseofpastextensiveknowledgeandexperienceindealingwithotherbusinessowners Objectivepointofview Aconsultantwillbringarefreshingoutsidepointofviewtotheclient scompany whichwillpin pointexistingproblemsorreachfastersolutions Educate inform Agoodconsultantwilleducateandinformtheclientasthetaskiscompleted Shareinformationaboutindustryandcompetition Thisisessentialtoreachingcompanygoals Assistwithstrategicplanningwhichwillhelpreachcompanygoalsfasterandeasier Offerinnovativeideas 2020 3 12 27 WORKANDLIFESTYLECHARACTERISTICS WorkatclientsiteWorkinteamenvironmentWorkwithavarietyofclientsacrossindustriesAssessclientbusinessandtechnicalchallengesDevelopsolutionstomoveclientforwardExtensivetravelingEnrichinglearningexperienceCyclicalovertimeTravelVarietyofresponsibilitiesWorkwithtechnology 2020 3 12 28 TOP10WAYSTOKNOWYOUAREDATINGANCONSULTANT 1 Referstolovemakingasa win win 2 Valentine sDaycardhasbulletpoints 3 Can tbetrustedwiththecar tooaccustomedtobeatinguprentals 4 Celebratesanniversarybyconductingaperformancereview 5 Endsanyargumentbysaying let stalkaboutthisoff line 6 Triestocallroom servicefromthebedroom 7 Congratulatesyourparentsforsuccessfulvaluecreation 8 Referredtotheyieldofthetomatoplantsinyourhomegardenas deliverables 9 Talkstothewaiteraboutprocessflowwhendinnerarriveslate 10 Referredtothefirstmonthofyourrelationshipasa diagnosticperiod 2020 3 12 29 NATURE TRENDS CAREERS Natureandpurposeofconsulting Recenttrendsandcurrentchallenges Staffandcareerpathsinconsulting 2020 3 12 30 RECENTTRENDSANDCURRENTCHALLENGES ChangingcustomerexpectationsIncreasingmarketpoweroftheTOPconsultingcompaniesEffectiveusageofinformationtechnologySplitTax Auditing ConsultingStrategicAlliancesandStart upPartnershipsNewsuppliersentertheconsultingmarketExpansionofthewellknownconsultingcompaniesITconsultingbytraditionalconsultingcompaniesGet retaintherightpeopleHowtofacethecurrentchallenges 2020 3 12 31 CTOsandothere businessstrategistsdonotwanttohearmetellthemIcanhelpWeb enabletheirbusiness Thatisnotenough TheywanttoknowhowIcanhelpthemtransformtheirbusiness ChuckBurns globalseniorvicepresident services KPMG CTOshavemorechoicesthaneverbeforewhenitcomestoselectingaconsultant Wegointobidsnowwherewemaycompeteagainstoneofthegiant BigFivefirms andeven insomecases anadvertisingormarketingagency ScottLochridge principal strategysolutionsgroup DiaLogos Thedaysofblackmagicareover Consultantscannolongergetawaywithjustwritingawhitepaperfortheclientandsaying OK nowyoudowhatIsay JoseCampos presidentofRapidinnovation CHANGINGCUSTOMEREXPECTATIONS SOMESTATEMENTS 2020 3 12 32 CHANGINGCUSTOMEREXPECTATIONS CustomerexpectrealaddedvalueStandardImplementationsaredecreasingwhileindividualend to endsolutionbecomemuchmoreimportantUnsuccessfulERPimplementationsinthe90smadethecustomermoreawareofrisksandchallenges CustomeraremuchmoresensitivetowhattheygetfortheirmoneyResultsinnewpaymentschemeslike Fixedprice especiallydonebysmaller start upcompanies RiskandrewardsharingEquitypaymentPaymentintermsof ageofactualvalueaddedOntimedeliveryclausesincontract 2020 3 12 33 INCREASINGMARKETPOWEROFTHETOP20CONSULTINGCOMPANIES Facts40TOPConsultingCompaniesincreasedtheirmarketshareinGermanyfrom42to45 AveragegrowthrateoftheTOPPlayer 19 5 p a SmallerConsultingcompanies 4 0 p a Acquisitionsofsmallerandmid sizedconsultingfirmsbythelargercompaniesinordertodiversifytheirmarketofferPlannedpartlyIPOofKPMG ArthurD Little AndersenConsultingalsoinvestigatingIncreasingmarketpowerandinfluencethroughventures e g ACVenture McKinsey s NewVenture RolandBerger bmp 2020 3 12 34 SPLITTAX AUDITING REASONSANDCONSEQUENCES ReasonsU S SecurityandExchangeCommission CriticalifConsultingCompaniesadviceclientsthatareauditedbythesamecompanyHighermarginsandgrowthratesinconsultingInabilityforconsultingparttoraisemoneybygoingpublicaslongastheyarepartofauditingcompaniesConsequencesConsultingcompaniescanandwillgopublic e g KPMG NomorelegalrestrictionsforconsultingcompaniestoadviceothercompaniesDifferentiationprocesswillaccelerate increasingmarketingactivities Repositioningneeds 2020 3 12 35 SPLITTAX AUDITING CONSULTING ExamplesAndersenConsultingvs ArthurAndersen ArbitrationDecisioninordertoallowAndersenConsultingtosplitfromArthurAndersenKPMG IPOofKPMGConsultingBusinessCiscotook20 stakeAnother20 fortheaccountingpartHewlettPackardinterestedtobuyPriceWaterhouseCoopers ManagementandITConsultingpartCapGeminitobuyconsultingpieceofErnst YoungA T KearneyandEDS 2020 3 12 36 ALLIANCESANDPARTNERSHIPS SOMEEXAMPLES CapGemini SiebelSystems IBM SunMicrosystems MicrosoftKPMG Compaq Cisco Microsoft JDEdwardsCSC Peoplesoft Broadvision IBM Lucent NokiaEDS SunMicrosystems SAP Oracle Cisco 2020 3 12 37 NEWCOMPETITORSENTERTHECONSULTANTMARKET NewSuppliersentertheconsultingmarketHardwaremanufacturers HPalreadyincreasedtheirnumberofin houseconsultantsto6 000 potentialPriceWaterhouseCooperspartInternetserviceproviders e g PixelparkbuyingtheSwedishConsultingfirm CellNetwork Mandator Building Inhouse Consultingcapabilities Siemens SiemensBusinessServicesprovidingERP CRMimplementations SAPSystem DeutscheTelekombuyingmajoritystakeinDebisSystemhausFinancialInstitutionsandTelecommunicationcompanies 2020 3 12 38 EXPANSIONOFWELLKNOWNCONSULTINGCOMPANIES ExpansionoftheTOPconsultingcompaniesthroughM A alliances venturesandstrategicpartnerships ChancetoexpandbusinessandopeningnewmarketsAfterM A differentiationbecomescritical thereforehighadvertisingbudgetsIPOStrategies RaisemoneyforeCommercestrategyVentureCapitalfundsToattractpeople competitivesalariesandpaymentstructures Examples CapGeminiacquiringErnst YoungCapGeminibuyingSD MCSCPloenzketobuyKPMGFrance 2020 3 12 39 ITCONSULTINGATTHEESTABLISHEDCONSULTINGCOMPANIES AseCommerceisacknowledgetobeoneofthekeybusinessdrivers alsothetraditionalconsultingcompaniestrytogetintoitStrategycompanieslikeBoozAllenHamiltonetc tolauncheCommercecentersandventurecapitalfirmsBybuyingsmallercompaniesandpartneringtheyareabletoprovideafullimplementationservice e g Bainalliancewithi2andOracleMcKinseyhasbeenaccusedhavingoversleptthee Commerceage nowtryingtoworkonthatsubjectthroughincreasingalliances venturesintheeBusinessAftersplitfromAndersenConsulting ArthurAndersenwillgetmoreintoITconsulting 2020 3 12 40 IPOinordertoattractpersonnelUntilbackdropofDot Comsandthestockmarket tendencyofleadingpersonneltoleavetraditionalcompaniestojoinStart ups CambridgeTechnologylostoverthelastyearmanytopmanagers i e FounderandCEO CFO Generalcounsel HeadofitsE Businessunit ManagingdirectoroftheCambridgeTechnologyCapitalventurefund mostlytosmallhigh techcompanies DeanHawkins formerCFOofAdidastobecomeCFO JoeGalli VicePresidentBlack DeckertojoinAasmemberoftheboardHeinerRutt chairman BostonConsultingGrouptobecomepresidentatProxicomIBMGermanyhasabout3 000openITpositionsfor2001 Hewlett Packardtolookfor500ITspecialists PricewaterhouseCoopers300andSiemens1 500 AndersenConsultingwith1 100openpositionsinASG GETANDRETAINTHERIGHTPEOPLE 2020 3 12 41 WINNINGTHEWARFORTALENT Keyfactorsofsuccess ImageInterestingtasksPersonaldevelopmentBalancedlifestyleInternationalatmosphere 1 DaimlerChrysler 2 Lufthansa 3 McKinsey 4 BMW 5 KPMG 6 BostonConsulting 7 DeutscheBank 8 Siemens 9 SAP 10 Accenture Attractiveemployees Focus30 August1999 2020 3 12 42 HOWTOFACETHECURRENTCHALLENGES NewstrategiesBrandingCampaignsPersonneldevelopmentconceptsEfficientKnowledgeManagementAccuratePlanningChangeasChanceSynchronizethekeysuccessfactors people process strategy technology 2020 3 12 43 NATURE TRENDS CAREERS Natureandpurposeofconsulting Recenttrendsandcurrentchallenges Staffandcareerpathsinconsulting 2020 3 12 44 STAFFANDCAREERPATHS Accenture McKinsey 2020 3 12 45 LeadworkteamsFacilitateTeam MeetingsSystemsdesignClientpresentationsLeadsubprojects Consultant Analyst ProposalsForecastingDevelopandexecuteclienttrainingClientinterviewsProgrammingSystemsDocumentationParticipatesinproblemsolvingRecommendsandimplementssolutionsDefinesuserrequirementsResearchesnewandexistingtechnologyProvidesproductionsupportTestssoftwareReviewsworkofpeers ROLESANDRESPONSIBILITIES EXAMPLES 2020 3 12 46 Partner Manager InterfacewithclientseniormanagementLeadclientmeetingsDevelopnewbusinessDevelopmanagementteamShapeandimpacttheFirmAttainOwnershipintheFirm ROLESANDRESPONSIBILITIES CTD LeadclientmeetingsManageprojectsLeadanddevelopprojectteam 2020 3 12 47 CONSULTING ALWAYSSTAYREALISTICALLY Aconsultant managerandapartnerfromaConsultingcompanyarewalkingthroughaparkontheirwaytolunchwhentheyfindanantiqueoillamp TheyrubitandaGeniecomesoutinapuffofsmoke TheGeniesays Iusuallyonlygrantthreewishes soI llgiveeachofyoujustone Mefirst Mefirst saystheconsultant Iwanttobe