埃森哲管理顾问入门第二部分课件

1、2021-9-28埃森哲管理顾问入门第二部分课件1Lecture Management Consulting: An Introduction2021-9-28埃森哲管理顾问入门第二部分课件2AGENDA Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)2021-9-28埃森哲管理顾问入门第二部分课件3A

2、GENDA Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)2021-9-28埃森哲管理顾问入门第二部分课件4Our Mission: Helping our clients create their future.ACCENTURE: MISSION AND VISIONACCENTURE: MISSI

3、ON AND VISIONOur Vision: To become one of the worlds leading companies, bringing innovations to improve the way the world works and lives.2021-9-28埃森哲管理顾问入门第二部分课件5One Global Firm Act to enhance the collective values of the global partnership, while sustaining local culture.Stewardship Think future o

4、riented; 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 com

5、petent and make a commitment to excellence, teamwork, and the success of our clients.ACCENTURE: CORE VALUESACCENTURE: CORE VALUES2021-9-28埃森哲管理顾问入门第二部分课件61989 Andersen Consulting becomes a separate business unit from Arthur Andersen $1.6 billion 21,400 employees1991 Horizon 2000 Initiative to develo

6、p mission and strategic plan $2.3 billion 25,000 personnel1993 Andersen Consulting issues its first annual report $2.9 billion 27,000 employees1997 Andersen Consulting creates a global network of communications-focused solution centers in an effort to set the standard for speed and quality of perfor

7、mance $6.6. Billion 53,000 employees1998 $8.3 billion 65,000 employees2000 Joe Forehand becomes Managing Partner and introduces the 100 Day Plan Andersen Consulting wins arbitration against Arthur Andersen01.01.01 Accenture, formerly known as Andersen ConsultingACCENTURE: IMPORTANT MILESTONES2021-9-

8、28埃森哲管理顾问入门第二部分课件7ACCENTURE 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 2021-9-2

9、8埃森哲管理顾问入门第二部分课件8ACCENTURE: DEVELOPMENT OF REVENUES(U.S. Billions)1993$2,8761994$3,4521995$4,2241996$5,3021997$6,6471998$8,32021-9-28埃森哲管理顾问入门第二部分课件9ACCENTURE: GLOBAL PERSONNEL GROWTH199753,426199644,801199538,027199432,711199865,1342021-9-28埃森哲管理顾问入门第二部分课件10AmericasEMEAIAsia/PacificHamburgFrankfurt

10、MnchenDsseldorfBerlinWienZrichASG Austria, Switzerland, GermanyACCENTURE IN ASG2,750 Employees7 OfficesRevenues: 1,24 Mrd. DM2021-9-28埃森哲管理顾问入门第二部分课件11Global Competitive OverviewStrategyDigital EquipmentMcKinseyAndersen ConsultingOrganizationProcessesInformationTechnologyBusiness ProcessManagement(O

11、utsourcing)Cap Gemini SogetiUNISYSIBMComputer SciencesEDSBoston ConsultingBooz Allen2021-9-28埃森哲管理顾问入门第二部分课件12ACCENTURE: MARKET UNITSACCENTURE: MARKET UNITSFinancial Services Banking Health Services InsuranceProducts Automotive, Industrial Equipment, Travel & Transportation Consumer & Pharmaceutical

12、 Products RetailCommunications & High Tech Communications Electronics & High Tech Media & EntertainmentResources Chemicals Energy & Natural Resources UtilitiesGovernment2021-9-28埃森哲管理顾问入门第二部分课件13ACCENTURE: SAMPLE CLIENT LISTACCENTURE: SAMPLE CLIENT LIST2021-9-28埃森哲管理顾问入门第二部分课件14AGENDA Introduction/E

13、xpectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)2021-9-28埃森哲管理顾问入门第二部分课件15NATURE, TRENDS, CAREERSNATURE, TRENDS, CAREERSNature and purpose of consultingRecent trends and current challengesSta

14、ff and career paths in consulting2021-9-28埃森哲管理顾问入门第二部分课件16NATURE AND PURPOSE OF CONSULTINGNature and Purpose of ConsultingDefinition of Consulting“Brief look into historyDifferent types of consultingConsulting market overviewConsultant: Profession descriptionConsulting strategiesShort overview over

15、 the consulting processReasons for clients to hire external consultantsGuidelines for the client - consultant relationship2021-9-28埃森哲管理顾问入门第二部分课件17DEFINITION OF CONSULTINGDefinition of ConsultingTo give expert advice or provide expert counsel.“ (IKS)Consulting provides value by diagnosing, strategi

16、zing, 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)2021-9-28

17、埃森哲管理顾问入门第二部分课件18CONSULTING HISTORY (1/2)Brief look into history1532Macchiavellis Il Principe“1886Foundation of the analytical testlab“ by Arthur D. Little1895A piece rate system“ by F. Taylor1909Foundation of Arthur D. Little, Inc.1911The principles of scientific management“ by F. Taylor1911Motion

18、Study“ by F. Gilbreth1912Consulting Firms“ by F. Gilbreth1914E. Booz sets up Business Research Services1925J.O. McKinsey starts his Consulting firm1934Urwick, Orr & Partners: Management ist lehr- und lernbar1939Peter Drucker The end of economic man“1947Foundation of the Travistock Institute2021-9-28

19、埃森哲管理顾问入门第二部分课件19CONSULTING HISTORY (2/2)Brief look into history1949Robert Wiener Cybernetics“1950Marvin Bower becomes CEO of Mc Kinsey and starts with the expansion1951First Deming-Avard for Quality in Japan1954Foundation of the BDU1954Peter Drucker: The practise of management“1957Argyris: Personal

20、ity and Organization“1959Herzberg, Mausner, Snyderman: The motivation to work“1960Mc Gregor: The human side of enterprise“, Maslow: Motivation and Personality“1963Foundation of Boston Consulting Group1965Foundation of the first two Business Universities in Great Britain2021-9-28埃森哲管理顾问入门第二部分课件20EVOL

21、UTION OF CONSULTING FOCUS198019851990199520002005 Quality ManagementLean ManagementRe-engineeringERP projectsWeb TechnologyE-CommerceCRMM-Commerce Strategy2021-9-28埃森哲管理顾问入门第二部分课件21TYPES OF CONSULTINGDifferent types of management consultingStrategyAdvice and counsel about corporate-level or business

22、-unit strategiesOperations Management Figuring out how to improve the efficiency or productivity of how a business worksHuman Resources Compensation and benefits advice, attracting, motivating, and retaining high quality employeesInformation TechnologyDesign, implement, test and roll-out new IT or i

23、nstall and operate massive packaged software solutions“.2021-9-28埃森哲管理顾问入门第二部分课件22Worldwide Professional Services Market$billionsSource: Dataquest$250$475$45$85$25$5$0$100$200$300$400$500$600199019992003STRATEGY VS. IT- CONSULTING18% annual growthPure StrategyIT-related Service2021-9-28埃森哲管理顾问入门第二部分

24、课件23GERMAN CONSULTING MARKET OVERVIEWGerman Consulting market overview1998:62.500 Management-, Personnel- and IT-Consultants (BDU e.V.)13.200 Consulting CompaniesTotal revenues: 18,8 bn. DM (BDU e.V.)1999:64.500 Management-, Personnel- and IT- Consultants (BDU e.V.)14.300 Consulting CompaniesTotal r

25、evenues: 21,3 bn. DM (BDU e.V.)Strategy26%Process23%IT46%O&HP5%2021-9-28埃森哲管理顾问入门第二部分课件24TOP 20 CONSULTING COMPANIES WORLDWIDETOP 20 CONSULTING COMPANIES WORLDWIDETotal StaffFirm1998199719981Andersen Consulting8.3076.64765.1342PriceWaterhouseCoopers6.0004.28646.5003Ernst & Young Consulting3.9702.950

26、19.0504CSC3.5003.000n/a5Deloitte Consulting3.2402.31019.5596KPMG Consulting3.0002.30015.2497Mc Kinsey & Company2.5002.200n/a8Mercer Consulting Group1.5431.33811.0349Arthur Andersen1.3679529.19610A.T. Kearney1.2341.0614.64611Towers Perrin1.2301.120n/a12Booz-Allen & Hamilton1.2041.0758.80013American M

27、anagement Systems1.0578728.20014Gemini Consulting1.0449002.30015Hewitt Associates8807099.70016DMR Consulting8537009.10017Boston Consulting Group730655n/a18Watson Wyatt Worldwide7206725.10019Bain & Company6305512.20020Aon Consulting Worldwide6155535.500Revenues in Mio $2021-9-28埃森哲管理顾问入门第二部分课件25TOP 3

28、0 CONSULTING COMPANIES IN GERMANYTOP 30 CONSULTING COMPANIES IN GERMANYSource: Lnendonk Consultancy + Research GbR, HamburgFirm19991998199919981 CSC Ploenzke AG, Kiedrich1251974398631722 Andersen Consulting Unternehmensberatung GmbH, Sulzbach1240804240121273 McKinsey730650142013004 Roland Berger & P

29、artner GmbH, Mnchen680574134112045 gedas GmbH, Berlin648405299419696 KPMG Consulting GmbH, Frankfurt524400138010237 PriceWaterhouseCoopers Unternehmensberatung GmbH, Frankfurt481340180013008 Plaut -Gruppe, Ismaning460340180013009 Ernst & Young Consulting GmbH, Stuttgart4413081456110310 A.T. Kearney

30、GmbH, Dsseldorf39524659044211 Softlab GmbH, Mnchen3603201398127012 Gemini36032060054413 The Boston Consulting Group36031049042514 Sercon3342651650125015 Mummert + Partner Unternehmensberatung AG, Hamburg330264105087516 Origin29524395082217 pdv Unternehmensberatung GmbH, Hamburg253213103088018 Matern

31、a GmbH, Dortmund25214873059019 CMG Deutschland GmbH, Eschborn24311485555020 PSI AG, Berlin24218694975121 Atos GmbH, Stuttgart235230105090822 msg Systeme GmbH, Ismaning/Mnchen22018495085023 Schumann Unternehmensberatung AG, Kln21820182076024 Deloitte Consulting GmbH/ DTT, Dsseldorf21516370647625 ESG

32、GmbH, Mnchen21120380080026 Arthur D. Little International, Inc., Wiesbaden21018337235027 Booz o Allen & Hamilton, Dsseldorf20516730030028 sd&m AG, Mnchen19015765855229 Marketing Corporation, Bad Homburg18115636132530 Heyde AG, Bad Nauheiotal StaffRevenues in Mio 2021-9-28埃森哲管理顾问入门第二部分课件

33、26WHERE 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

34、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.2021-9-28埃森哲管理顾问入门第二部分课件27REASONS TO HIRE EXTERNAL CONSULTANTS (1/2)Reasons for clients to hire external consultants (1):Existing companies are not r

35、eady for the pace globalization and vanishing market barriers they face - need Consultants with broad market / industry knowledgeIncreasing M&A activities - High complexity of transactions and tasks related to Post Merger IntegrationChallenges of the high tech environment: employees are wholly occup

36、ied with daily work and dont have the time to think about innovationsChanging working environment necessitate creative and up-to-date HR ManagementDeregulation enabled new companies to enter the market. In order to position and compete against former monopolists they need industry related consulting

37、 experience (+other way round, ex-monopolists try to defend themselves against new market entries using the knowledge of external companies)2021-9-28埃森哲管理顾问入门第二部分课件28REASONS TO HIRE EXTERNAL CONSULTANTS (2/2)Reasons for clients to hire external consultants (2):Consultants have access to information

38、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.2021-9-28埃森哲管理顾问入门第

39、二部分课件29BENEFITS 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

40、 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 reachin

41、g company goals. Assist with strategic planning which will help reach company goals faster and easier. Offer innovative ideas2021-9-28埃森哲管理顾问入门第二部分课件30WORK AND LIFESTYLE CHARACTERISTICSWork at client siteWork in team environmentWork with a variety of clients across industriesAssess client business a

42、nd technical challengesDevelop solutions to move client forwardExtensive traveling Enriching learning experienceCyclical overtimeTravelVariety of responsibilitiesWork with technology2021-9-28埃森哲管理顾问入门第二部分课件31TOP 10 WAYS TO KNOW YOU ARE DATING AN CONSULTANT1. Refers to lovemaking as a win-win.2. Vale

43、ntines 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 par

44、ents for successful value creation.8. Referred to the yield of the tomato plants in your home garden as deliverables9. Talks to the waiter about process flow when dinner arrives late.10. Referred to the first month of your relationship as a diagnostic period.2021-9-28埃森哲管理顾问入门第二部分课件32NATURE, TRENDS,

45、 CAREERSNATURE, TRENDS, CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting2021-9-28埃森哲管理顾问入门第二部分课件33RECENT TRENDS AND CURRENT CHALLENGES Changing customer expectationsIncreasing market power of the TOP consulting companiesEffective usage o

46、f information technologySplit Tax/Auditing - ConsultingStrategic Alliances and Start-up PartnershipsNew suppliers enter the consulting marketExpansion of the well known consulting companiesIT consulting by traditional consulting companiesGet & retain the right peopleHow to face the current challenge

47、s2021-9-28埃森哲管理顾问入门第二部分课件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 choi

48、ces 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

49、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 RapidinnovationCHANGING CUSTOMER EXPECTATIONS SOME CHANGING CUSTOMER EXPECTATIONS SOME STATEMENTSSTATEMENTS2021-9-28埃森哲管理顾问入门第二部分课件35CHANGING CU

50、STOMER EXPECTATIONS Customer expect real added valueStandard 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

51、 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 contract2021-9-28埃森哲管理顾问入门第二部分课件36INCREASING MARKET POWER OF THE

52、TOP 20 CONSULTING COMPANIESFacts40 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 div

53、ersify their market offerPlanned 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 & bmp2021-9-28埃森哲管理顾问入门第二部分课件37SPLIT TAX/AUDITING REASONS AND CONSEQUENCESS

54、PLIT TAX/AUDITING REASONS AND CONSEQUENCESReasons 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

55、part of auditing companiesConsequences 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 2021-9-28埃森哲管理顾问入门第二部分课件38SPLIT T

56、AX/AUDITING - CONSULTING 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 BusinessCisco took 20% stakeAnother 20% for the accounting part Hewlett Packa

57、rd interested to buy PriceWaterhouseCoopers Management and IT Consulting part Cap Gemini to buy consulting piece of Ernst & Young A.T. Kearney and EDS2021-9-28埃森哲管理顾问入门第二部分课件39STRATEGIC ALLIANCES OF ACCENTURE2021-9-28埃森哲管理顾问入门第二部分课件40ALLIANCES AND PARTNERSHIPS: SOME EXAMPLES Cap Gemini: - Siebel Sys

58、tems- IBM - Sun Microsystems- Microsoft KPMG:- Compaq - Cisco- Microsoft- JD Edwards CSC:- Peoplesoft - Broadvision- IBM- Lucent - Nokia EDS:- Sun Microsystems - SAP- Oracle - Cisco2021-9-28埃森哲管理顾问入门第二部分课件41NEW COMPETITORS ENTER THE CONSULTANT MARKETNew Suppliers enter the consulting marketHardware

59、manufacturers - HP already increased their number of in-house consultants to 6.000 + potential PriceWaterhouseCoopers partInternet service providers, e.g. Pixelpark buying the Swedish Consulting firm “Cell Network / Mandator” Building Inhouse-Consulting capabilities“ - Siemens (Siemens Business Serv

60、ices providing ERP, CRM implementations) - SAP System - Deutsche Telekom buying majority stake in Debis SystemhausFinancial Institutions and Telecommunication companies2021-9-28埃森哲管理顾问入门第二部分课件42EXPANSION OF WELL KNOWN CONSULTING COMPANIES Expansion of the TOP consulting companies through M&A, allian