的管理顾问培训系列之一PPT学习教案

1、会计学1的管理顾问培训系列之一的管理顾问培训系列之一12/11/20212 Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)第1页/共59页12/11/20213 Introduction/Expectations Example consultant company Consulting: Nature

2、, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)第2页/共59页12/11/20214Our Mission: Helping our clients create their future.Our Vision: To become one of the worlds leading companies, bringing innovations to improve the way the world works and lives.第3页

3、/共59页12/11/20215One 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

4、 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.第4页/共59页12/11/202161989 Andersen Consulting becomes a separate

5、 business unit from Arthur Andersen$1.6 billion21,400 employees1991Horizon 2000 Initiative to develop mission and strategic plan$2.3 billion25,000 personnel1993Andersen Consulting issues its first annual report$2.9 billion27,000 employees1997Andersen Consulting creates a global network of communicat

6、ions-focused solution centers in an effort to set the standard for speed and quality of performance$6.6. Billion 53,000 employees1998$8.3 billion65,000 employees2000Joe Forehand becomes Managing Partner and introduces the 100 Day PlanAndersen Consulting wins arbitration against Arthur Andersen01.01.

7、01Accenture, formerly known as Andersen Consulting第5页/共59页12/11/20217 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 Stand

8、ard” Internet companies 第6页/共59页12/11/20218(U.S. Billions)1993$2,8761994$3,4521995$4,2241996$5,3021997$6,6471998$8,3第7页/共59页12/11/20219199753,426199644,801199538,027199432,711199865,134第8页/共59页12/11/202110AmericasEMEAIAsia/PacificHamburgFrankfurtMnchenDsseldorfBerlinWienZrichASG Austria, Switzerland

9、, GermanyACCENTURE IN ASG2,750 Employees7 OfficesRevenues: 1,24 Mrd. DM第9页/共59页12/11/202111StrategyDigital EquipmentMcKinseyAndersen ConsultingOrganizationProcessesInformationTechnologyBusiness ProcessManagement(Outsourcing)Cap Gemini SogetiUNISYSIBMComputer SciencesEDSBoston ConsultingBooz Allen第10

10、页/共59页12/11/202112Financial ServicesBankingHealth ServicesInsuranceProductsAutomotive, Industrial Equipment, Travel & TransportationConsumer & Pharmaceutical ProductsRetailCommunications & High TechCommunicationsElectronics & High TechMedia & EntertainmentResourcesChemicals Energ

11、y & Natural ResourcesUtilitiesGovernment第11页/共59页12/11/202113第12页/共59页12/11/202114 Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)第13页/共59页12/11/202115Nature and purpose of

12、 consultingRecent trends and current challengesStaff and career paths in consulting第14页/共59页12/11/202116Nature and Purpose of ConsultingDefinition of Consulting“Brief look into historyDifferent types of consultingConsulting market overviewConsultant: Profession descriptionConsulting strategiesShort

13、overview over the consulting processReasons for clients to hire external consultantsGuidelines for the client - consultant relationship第15页/共59页12/11/202117Definition of ConsultingTo give expert advice or provide expert counsel.“ (IKS)Consulting provides value by diagnosing, strategizing, designing,

14、 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)第16页/共59页12/11/202118Brie

15、f 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 Study“ by F. Gilbreth1912Consulting Firms“ by

16、 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 Institute第17页/共59页12/11/202119Brief look into history1949Ro

17、bert 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: Personality and Organization“1959Herzberg, Mausner, Snyderman: The motivation

18、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 Britain第18页/共59页12/11/202120198019851990199520002005 Quality ManagementLean ManagementRe-engineeringERP pro

19、jectsWeb TechnologyE-CommerceCRMM-Commerce Strategy第19页/共59页12/11/202121Different types of management consultingStrategyAdvice and counsel about corporate-level or business-unit strategiesOperations Management Figuring out how to improve the efficiency or productivity of how a business worksHuman Re

20、sources Compensation and benefits advice, attracting, motivating, and retaining high quality employeesInformation TechnologyDesign, implement, test and roll-out new IT or install and operate massive packaged software solutions“.第20页/共59页12/11/202122Worldwide Professional Services Market$billionsSour

21、ce: Dataquest$250$475$45$85$25$5$0$100$200$300$400$500$60019901999200318% annual growthPure StrategyIT-related Service第21页/共59页12/11/202123German 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

22、.)1999:64.500 Management-, Personnel- and IT- Consultants (BDU e.V.)14.300 Consulting CompaniesTotal revenues: 21,3 bn. DM (BDU e.V.)Strategy26%Process23%IT46%O&HP5%第22页/共59页12/11/202124Total StaffFirm1998199719981Andersen Consulting8.3076.64765.1342PriceWaterhouseCoopers6.0004.28646.5003Ernst &

23、amp; Young Consulting3.9702.95019.0504CSC3.5003.000n/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 &a

24、mp; Hamilton1.2041.0758.80013American Management Systems1.0578728.20014Gemini Consulting1.0449002.30015Hewitt Associates8807099.70016DMR Consulting8537009.10017Boston Consulting Group730655n/a18Watson Wyatt Worldwide7206725.10019Bain & Company6305512.20020Aon Consulting Worldwide6155535.500Reven

25、ues in Mio $第23页/共59页12/11/202125Source: Lnendonk Consultancy + Research GbR, HamburgFirm19991998199919981 CSC Ploenzke AG, Kiedrich1251974398631722 Andersen Consulting Unternehmensberatung GmbH, Sulzbach1240804240121273 McKinsey730650142013004 Roland Berger & Partner GmbH, Mnchen680574134112045

26、 gedas GmbH, Berlin648405299419696 KPMG Consulting GmbH, Frankfurt524400138010237 PriceWaterhouseCoopers Unternehmensberatung GmbH, Frankfurt481340180013008 Plaut -Gruppe, Ismaning460340180013009 Ernst & Young Consulting GmbH, Stuttgart4413081456110310 A.T. Kearney GmbH, Dsseldorf39524659044211

27、Softlab GmbH, Mnchen3603201398127012 Gemini36032060054413 The Boston Consulting Group36031049042514 Sercon3342651650125015 Mummert + Partner Unternehmensberatung AG, Hamburg330264105087516 Origin29524395082217 pdv Unternehmensberatung GmbH, Hamburg253213103088018 Materna GmbH, Dortmund25214873059019

28、 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 GmbH, Mnchen21120380080026 Art

29、hur 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 第24页/共59页12/11/202126 A scene from Lewis Carro

30、lls 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

31、 Cat.I dont much care where. said Alice.Then, it doesnt matter which way you go. said the Cat.第25页/共59页12/11/202127Reasons 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 ma

32、rket / industry knowledgeIncreasing M&A activities - High complexity of transactions and tasks related to Post Merger IntegrationChallenges of the high tech environment: employees are wholly occupied with daily work and dont have the time to think about innovationsChanging working environment ne

33、cessitate 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 experience (+other way round, ex-monopolists try to defend themselves against new market entries us

34、ing the knowledge of external companies)第26页/共59页12/11/202128Reasons 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.Movemen

35、t to enterprise wide solutions.Lack of in-house expertise in Processes, technologies, industry best practices, and project management.第27页/共59页12/11/202129 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 ext

36、ensive 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 inf

37、orm 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第28页/共59页12/11/202130Work at client siteWork in team env

38、ironmentWork with a variety of clients across industriesAssess client business and technical challengesDevelop solutions to move client forwardExtensive traveling Enriching learning experienceCyclical overtimeTravelVariety of responsibilitiesWork with technology第29页/共59页12/11/2021311. Refers to love

39、making 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 bedroo

40、m.7. Congratulates your parents 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.第30页/共59页12/11

41、/202132Nature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting第31页/共59页12/11/202133 Changing customer expectationsIncreasing market power of the TOP consulting companiesEffective usage of information technologySplit Tax/Auditing - ConsultingStrategic

42、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 challenges第32页/共59页12/11/202134 CTOs and other e-business strategists

43、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 g

44、o 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

45、 paper for the client and saying, OK, now you do what I say. ”- Jose Campos, president of Rapidinnovation第33页/共59页12/11/202135 Customer expect real added valueStandard Implementations are decreasing while individual end-to-end solution become much more important Unsuccessful ERP implementations in t

46、he 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 actua

47、l value added On time delivery clauses in contract第34页/共59页12/11/202136Facts40 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 f

48、irms by the larger companies in order to diversify 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 & bmp第35页/共59页12/11/202137R

49、easonsU.S. Security and Exchange Commission:Critical if Consulting Companies advice clients that are audited by the same company Higher margins and growth rates in consultingInability for consulting part to raise money by going public as long as they are part of auditing companiesConsequencesConsult

50、ing companies can and will go public (e.g. KPMG)No more legal restrictions for consulting companies to advice other companiesDifferentiation process will accelerate (increasing marketing activities)Repositioning needs 第36页/共59页12/11/202138ExamplesAndersen Consulting vs. Arthur Andersen:Arbitration D

51、ecision in order to allow Andersen Consulting to split from Arthur AndersenKPMG:IPO of KPMG Consulting BusinessCisco took 20% stakeAnother 20% for the accounting partHewlett Packard interested to buy PriceWaterhouseCoopers Management and IT Consulting partCap Gemini to buy consulting piece of Ernst

52、& YoungA.T. Kearney and EDS第37页/共59页12/11/202139第38页/共59页12/11/202140 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第39页/共59页12/11/202141N

53、ew Suppliers enter the consulting marketHardware 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-Consulti

54、ng capabilities“ - Siemens (Siemens Business Services providing ERP, CRM implementations) - SAP System - Deutsche Telekom buying majority stake in Debis SystemhausFinancial Institutions and Telecommunication companies第40页/共59页12/11/202142 Expansion of the TOP consulting companies through M&A, al

55、liances, ventures and strategic partnerships.Chance to expand business and opening new marketsAfter M&A, differentiation becomes critical, therefore high advertising budgetsIPO Strategies: Raise money for eCommerce strategy Venture Capital funds To attract people (competitive salaries and paymen

56、t structures)Examples: Cap Gemini acquiring Ernst & Young Cap Gemini buying SD&M CSC Ploenzke to buy KPMG France第41页/共59页12/11/202143 As eCommerce is acknowledge to be one of the key business drivers, also the traditional consulting companies try to get into itStrategy companies like Booz Al

57、len Hamilton etc. to launch eCommerce centers and venture capital firmsBy buying smaller companies and partnering they are able to provide a full implementation service, e.g. Bain alliance with i2 and OracleMcKinsey has been accused having overslept the e-Commerce age; now trying to work on that sub

58、ject through increasing alliances & ventures in the eBusinessAfter split from Andersen Consulting, Arthur Andersen will get more into IT consulting第42页/共59页12/11/202144IPO in order to attract personnelUntil backdrop of Dot.Coms and the stock market, tendency of leading personnel to leave traditi

59、onal 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 o

60、f 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 ProxicomIBM 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.第43页/共59页12/1