【正文】 istration? Largest Polish stateowned enterprises? Foreign investors ? Foreign investors? Largest Polish, privately owned corporations Overview of management consulting. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shjThe consulting market in Poland is still significantly different than in other countries DifferencesDriversn Low sophistication of the market. Many potential clients do not recognize the need for consulting servicesn Brand names of global players not knownn Consulting fees relatively higher in relation to personal costs n Two groups of clients:? International panies entering Poland? Largest Polish panies of which many are state ownedn Local shortage of consulting and industry knowledge and experiencen Market dominated by financial and tax advisoryn Local consultancies enjoy important market position in Polandn Different product offerings and selling strategies for domestic and for international clientsn Need to transfer knowledge and experience from developed marketsOverview of management consulting. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shjConsulting market in Poland is still dominated by financial and tax advisory services Percentage of panies using different consulting servicesSource : BOSSGospodarkaFinancial and tax advisoryQuality management Business strategy Human resources Public relations Other Do not use consulting servicesOverview of management consulting. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shjIn parallel to worldwide brands, local consultancies enjoy important market position in PolandPolish subsidiaries of global consultanciesn Dominant strategies:? Focus on longterm relationship with client? Focus on several key products / industriesn Key success factors? Global work? Combination of industry and local knowledge ? Tangible resultsn Targeted client segment? International panies? Largest Polish corporations from strategic industriesn Products? Value added projects n Dominant strategies? Niche players? Specialization in one product / industryn Key success factors? Price? Personal relationshipsn Targeted client segment? Small and medium enterprises? State and local governmentsn Products? Offtheshelf reports? Company valuations? Issuing prospectuses? Feasibility studiesLocal paniesOverview of management consulting. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shjClients can be split into two groups having different expectations regarding consulting services International clients Local clientsn Products? Market entry strategies? Distribution strategies? Post merger integration of acquired local panies? Efficiency improvement in acquired paniesn Projects sold mostly outside Poland (at the HQ level)n Cooperation characteristics? Used to work with consultants? Used to consulting fees? Expect involvement of own staff? Value added drivenn Products? Strategy development? Marketing strategies? Restructuring? Cost reduction? IT systemsn Projects sold in Polandn Cooperation characteristics? Used to work with consultants? Used to consulting fees? Expect consultants to do “everything”? Price drivenOverview of management consulting. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shjGlobal highvalueadded consulting panies will have an advantage over local consulting panies because global panies Can leverage worldwide intellectual capital and experience Still have necessary local capabilitiesGlobal capabilities and supportOnline access to intellectual capital, data bases, benchmarks Training and global project experience for local consultantsOverview of management consulting. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shj. Kearney as a strategic management consulting firm. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shjn Founded in 1926n International scope ? 65 offices in 34 countries? Over 3000 consultantsn Since 1996, . Kearney is the second largest strategic management consulting firm in the world? Over 3000 projects engagements per year? 1,4 bln USD turnover in 2023n Since 1995, . Kearney is part of EDS, the international leader in technology informationn 80% of work for repeat clientsn Average consultant work experience: 17 yearsTokyoChicagoNew YorkMadridLondonD252。sseldorfMilanAmsterdamBrusselsMunichStuttgartBeijingSingaporeStockholmOsloCopenhagenHong KongSan FranciscoLos AngelesDallasPhoenixAtlantaMexicoSao PauloMelbourneSydneyBerlinTorontoBostonClevelandWashingtonParis. Kearney is one of the leading highvalueadded strategic management consulting firms in the worldWarsawPrague. Kearney as a strategic management consulting firm. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shj. Kearney is one of the few highvalueadded management consulting firms which possesses the full range of consulting servicesComplete set of consulting skillsBusiness and marketing strategyPost merger integrationStrategy sourcingTransforming the enterpriseRestructuringTechnology managementPhysical distribution logisticsOperations redesign – Process structureChange managementMultifunctional bemchmarking. Kearney as a strategic management consulting firmCore petencies. Kearney / Szko?a Biznesu im. Kozminskiego / May 28, 2023 / shjSample of Recent ClientsRepresentative Annual Results Achieved? Ameritech? Anglian? BT? Carrefour? Casino? Euro Disney? Galeries Lafayette? General Motors? House of Fraser? Johnson Johnson? Keebler? Kellogg? Metro? Monoprix? Nabisco? Nomura? PepsiCo? Promodes? Prudential? Quelle? Sears? Shel