【正文】 ons, with a purpose and a point of view 21 In the second phase, the primary responsibility of the consultant is to build the “fact base” that will serve as the basis for conclusions Responsibilities Effectiveness Tips ? Understand purpose and use of appropriate frameworks, analysis tools, and techniques ? Conduct data collection and analysis in assigned area (primary and secondary research) ? Assume ownership for a portion of the deliverable ? Provide guidance/coordinate staff consultant work ? Preview work with clients ? Build good working relationships with PwC and client team members ? Understand the editing/report production process 22 In the third phase, the primary responsibility of the consultant is to develop a strong “pyramid” in support of remendations Responsibilities Effectiveness Tips ? Participate in generating and assessing alternatives and remendations ? Assist team lead in developing the story and fleshing out the pyramid ? Assume ownership for portions of the work products and deliverables ? Test remendations with clients ? Review analyses and deliverables for accuracy and consistency 23 In the fourth phase, the primary responsibility of the consultant is to develop the detailed plans that link ideas and actions Responsibilities Effectiveness Tips ? Assist in preparing an implementation plan ? Support selected client managers in translating change ? Develop a munications plan ? Participate in periodic checkups ? Identify emerging roadblocks to implementation of potential solutions 24 In the final phase, the primary responsibility of the consultant is to identify opportunities for both learning and knowledge sharing Responsibilities Effectiveness Tips ? Prepare the analyses and deliverables for client delivery ? Identify lessons learned and practice development opportunities ? Prepare the workpapers (hard and soft copies) ? Develop a citation for this engagement, and incorporate in your resume 25 Consultants should know that certain behaviors are key to success, particularly when dealing with clients Be Honest ? When you don’t know, say so. When you’re not sure, admit it and offer to follow up Be Prepared ? Be prepared for the inevitable questions, both straightforward and leading Be Discreet ? Be careful with what you say – assume that the client is listening at all times Be Sensitive to Client Perceptions ? Be aware of client’s perceptions, and avoid behaviors that reinforce these perceptions 26 The key to managing client perceptions is to put yourself in the place of the client, and then to act accordingly Tips to Manage/Rebut Behaviors that Reinforce a Negative Perception “ They’re overcharging us” ? Don’t perform nonvalueadd work during working hours and/or in front of the client ? Keep references of “conspicuous consumption” to a minimum Client Perceptions “ They think they’re better than us” ? Adapt to client’s business environment (., working hours, dress codes) ? Treat all levels of client personnel well ? Be conscious of the client’s time ? Don’t overestimate your own importance “ They don’t understand our business” ? Do your homework ? Take an interest “ They are carpetbaggers” ? Form relationships, without jeopardizing your objectivity MBA Introductory Training The Art of Consulting (102400) Break MBA Introductory Training The Art of Consulting (102400) Data Gathering Interviewing 29 Objectives for this section ? Provide an overall context and guide for gathering data during a project – Understand how data will support analyses and other project objectives – Identify where to obtain data – Learn how to anize activities and tasks ? Improve your ability to structure and perform client interviews – When to use an interview – Contents of an interview guide – Structure of an interview – Interview tips 30 Section Agenda Data Gathering Approach Interview Process 31 Define Data Gathering Requirements Develop Data Gathering Plan Gather Data A structured approach to gathering data can support projects throughout multiple phases Strategic Change Framework Data Gathering Approach Mobilization Situation Assessment Strategy Development Implementation Planning Learning 32 Key Purpose Determine data requirements ? Identify specific data needs tied to proposed analyses DEFINE DATA REQUIREMENTS Determine other project related requirements ?Provide context for project ?Manage stakeholders ?Build relationships ?Identify and qualify data sources ?Establish credibility for the project and project team within the anization + Define Data Gathering Requirements Develop Data Gathering Plan Gather Data When defining data requirements, consider that data gathering activities can serve a variety of purposes 33 Key Activities DEVELOP DATA GATHERING PLAN Identify data sources ? Primary data sources ? Secondary data sources Determine appropriate data gathering activities ? Interviews ? Facilitated workshops ? Survey ? Literature search ? Online research ? Archival research ? Best practices ? Observation Sequence data gathering activities ? Determine dependencies ? Consider logistical requirements ? Evaluate project deliverable timeline ? Determine order between/within activities Assign data gathering responsibilities ? PwC team members ? Client personnel ? Data service/ contract assistance Define Data Gathering Requirements Develop Data Gathering Plan Gather Data A prehensive data gathering plan considers where to obtain the data and how to anize activities and tasks to maximize the efficiency and effectiveness of our efforts 34 Presurvey activities ?Identify participant