【正文】 ? ? MBA Introductory Training The Art of Consulting (102400) Roles amp。 interest ? Identify information needed for factbased analysis, and develop work plans ? Ensure each hour of time and outofpocket expense charged to a project is an effective, efficient investment ? Proactively monitor progress, and provide timely, accurate forecasts of prospective difficulties ? Identify team management opportunities ? Begin to manage client teams Manage Resources Develop Team ? Seek out relevant knowledge to apply ? Synthesize findings logically, defend a point of view, and define remendations ? Develop interview guides, conduct interviews, lead focus groups, and facilitate working sessions ? Demonstrate strong knowledge of analytic techniques, frameworks, and methods Solve Core Problems ? Clearly synthesize results of data collection/analysis ? Author sections of written deliverables ? Deliver portions of presentations with clarity and confidence to client management ? Serve as a key facilitator at client workshops and presentations Communicate Results Examples as to how a Level 3 Consultant can contribute 14 Beyond problemsolving capabilities, each new consultant is expected to possess certain additional critical skills/traits Defining Question Independence Tolerance for Ambiguity Sense of Ownership Creativity Persistence Can the consultant operate with minimum direction? Can the consultant survive, and even thrive, when faced with an illdefined, unfamiliar situation? Is the consultant willing to take ownership of a problem or task and be held accountable for its resolution? Can the consultant develop unique, “out of the box” approaches and solutions that leverage existing content? Is the consultant unwilling “to take no for an answer” when it es to data collection and analysis? Key Skill/Trait 15 Critical skills/traits (continued) Key Skill/Trait Defining Question Solution Orientation EndProduct Orientation Collaboration Organization Multilevel Thinking Is the consultant continually focused on identifying solutions or alternatives rather than emphasizing problems? Is the consultant an “angel’s advocate”? Is the consultant continually “working backwards” from a hypothesis? Does the consultant bring out the best in those around her or him? Is the consultant able to group together a variety of data into coherent categories? Can the consultant transition easily from looking at the “big picture” to diving into the analysis? 16 PwC evaluates all consultants and principal consultants along three dimensions 1. Teamwork amp。 only the truth – Don’t be pompous ? Describe any factors associated with confidentiality – Confirm/state the nature of the confidentiality the interviewee can expect – Establish if a petitive situation exists ? Confirm the length of the interview ? Respond to questions or concerns 49 Monitor the progress of the interview against your schedule always leave enough time to properly close the interview ? Plan in advance how to close each interview: – Summarize any agreed upon actions or next steps – Obtain names of other key individuals to contact – Arrange to obtain any unfamiliar documents referenced – Express gratitude – Schedule followup interview if required。 coaching 4. People program participation 1. Productivity 2. Financial management 3. Revenue generation 4. Knowledge management Adding value to our Clients Adding value to our Firm Adding value to our People 1. Project results 2. Client relationships 3. Innovation FY2000 version MBA Introductory Training The Art of Consulting (102400) Project Overview 18 Let’s look more closely at the set of roles and responsibilities associated with “Do the Work” ... Mobilization Situation Assessment Solution Development Implementation Planning Learning PHASES OF TYPICAL PROJECT 19 Activity 10minute table discussions followed by a classwide debrief ? We will assign one phase of the typical project to each table ? In your table groups, review the responsibilities associated with your assigned phase ? Discuss the things that you believe will make a consultant effective during this specific phase ? Record your ideas as “Effectiveness Tips” ? Identify one person from your group to report during the debrief 20 In the first phase, the primary responsibility of the consultant is to assist the team lead in preparing for the project and preparing the workplan Responsibilities Effectiveness Tips ? Understand study context and scope ? Understand client dynamics ? Proactively contribute to issue analysis, hypothesis generation, and workplan development ? Assume ownership for portions of the workplan ? Discuss development needs/study preferences ? Ask structured questions after developing position ? Build relationships (with PwC and client team members) ? Read the proposal! ? Understand what constitutes success ? Understand what can cause failure ? Begin forming hypotheses as quickly as possible ? Look for opportunities to assume ownership ? Ask questions, 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 me