【正文】 pset when you e home on Friday night and the lights aren39。 says the manager, I want to be inHawaii, relaxing on the beach with my personal masseuse, an endless supply of pina coladas and the love of my life. Poof! He39。 ” Jose Campos, president of RapidinnovationCHANGING CUSTOMER EXPECTATIONS – SOME STATEMENTS2023/3/1134CHANGING CUSTOMER EXPECTATIONS ? Customer expect real added value? Standard Implementations are decreasing while individual endtoend solution bee 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 get for their money? Results in new payment schemes like:? Fixed price (especially done by smaller / startup panies)? Risk and reward sharing ? Equity payment? Payment in terms of %age of actual value added? On time delivery clauses in contract2023/3/1135INCREASING MARKET POWER OF THE TOP 20 CONSULTING COMPANIESFacts? 40 TOP Consulting Companies increased their market share in Germany from 42 to 45 % ? Average growth rate of the TOP Player: ~ 19,5 %/.? Smaller Consulting panies: ~ 4,0 %/.? Acquisitions of smaller and midsized consulting firms by the larger panies in order to diversify their market offer? Planned partly IPO of KPMG, Arthur D. Little, Andersen Consulting also investigating ? Increasing market power and influence through ventures, . AC Venture McKinsey’s “New Venture” Roland Berger bmp2023/3/1136SPLIT TAX/AUDITING – REASONS AND CONSEQUENCESReasons? . Security and Exchange Commission:Critical if Consulting Companies advice clients that are audited by the same pany ? Higher margins and growth rates in consulting? Inability for consulting part to raise money by going public as long as they are part of auditing paniesConsequences? Consulting panies can and will go public (. KPMG)? No more legal restrictions for consulting panies to advice other panies? Differentiation process will accelerate (increasing marketing activities)? Repositioning needs 2023/3/1137SPLIT 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 Business? Cisco took 20% stake? Another 20% for the accounting part? Hewlett Packard interested to buy PriceWaterhouseCoopers’ Management and IT Consulting part? Cap Gemini to buy consulting piece of Ernst Young? . Kearney and EDS2023/3/1138STRATEGIC ALLIANCES OF ACCENTURE2023/3/1139ALLIANCES AND PARTNERSHIPS: SOME EXAMPLES ? 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 Cisco2023/3/1140NEW COMPETITORS ENTER THE CONSULTANT MARKETNew Suppliers enter the consulting market? Hardware manufacturers HP already increased their number of inhouse consultants to + potential PriceWaterhouseCoopers part? Inter service providers, . Pixelpark buying the Swedish Consulting firm “Cell Network / Mandator” ? Building ?InhouseConsulting capabilities“ Siemens (Siemens Business Services providing ERP, CRM implementations) SAP System Deutsche Telekom buying majority stake in Debis Systemhaus? Financial Institutions and Telemunication panies2023/3/1141EXPANSION OF WELL KNOWN CONSULTING COMPANIES ? Expansion of the TOP consulting panies through MA, alliances, ventures and strategic partnerships.? Chance to expand business and opening new markets? After MA, differentiation bees critical, therefore high advertising budgets? IPO Strategies:? Raise money for eCommerce strategy? Venture Capital funds? To attract people (petitive salaries and payment structures)? Examples:? Cap Gemini acquiring Ernst Young? Cap Gemini buying SDM? CSC Ploenzke to buy KPMG France2023/3/1142IT CONSULTING AT THE ESTABLISHED CONSULTING COMPANIES ? As eCommerce is acknowledge to be one of the key business drivers, also the traditional consulting panies try to get into it? Strategy panies like Booz Allen Hamilton etc. to launch eCommerce centers and venture capital firms? By buying smaller panies and partnering they are able to provide a full implementation service, . Bain alliance with i2 and Oracle? McKinsey has been accused having overslept the eCommerce age。s Day card has bullet points.3. Can39。s Alice39。 Operations Management ? Figuring out how to improve the efficiency or productivity of how a business works167。 Selected Methods (frameworks)216。richASG – Austria, Switzerland, GermanyACCENTURE IN ASG? 2,750 Employees? 7 Offices? Revenues: 1,24 Mrd. DM2023/3/1110Global Competitive OverviewStrategyDigital EquipmentMcKinseyAndersen ConsultingOrganization Processes In