【正文】 mbers ? 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 amp。 Tools ? Convincingly describe personal roles and contributions to recent engagements ? Credibly discuss recent wins for the Firm and results of highprofile engagements ? Demonstrate awareness of the Firm39。MBA Introductory Training The Art of Consulting (102400) MBA Introductory Training The Art of Consulting October 2000 1 Learning Objectives ? a greater understanding of how the firm will evaluate your performance and the implications for what you need to do and how you need to do it ? a greater awareness of what you can expect when you arrive on a project and an understanding of how you can contribute ? new (or refreshed) skills for data gathering and interviewing ? a preliminary personal development plan for the next 612 months At the end of this session, you will walk away with rules of thumb to help you thrive in the PwC consulting environment. Toward this end, the session will help provide: 2 Agenda ? Wele and Introduction ? Warmup Activity: “Traits of an effective PwC consultant …” ? Roles amp。 Responsibilities of a Consultant 6 Simply stated, the objective of our consulting practice is to improve the performance our clients, while generating profits and enhancing staff capabilities Thought Leadership Repurposed Content Relevant, Leverageable Experience Enhanced Staff Capabilities (skills, knowledge, experiences) Client Shareholder Value Firm Profits Engagement 7 The need to balance the demands of the firm, clients, and staff can at times require making a series of tradeoffs ?Developing a broad skill set by working on a broad range of projects and industries ?Leveraging prior relevant knowledge of industries/subject matter to deliver project ?Holding staff for the “perfect” job ?Investing in thought leadership to expand firm’s product offering ?Developing a unique, “blank sheet” of paper approach for a client problem ?Continually cycling through different clients to develop a broad experience base ?Meeting utilization targets ?Selling proven, easily repeatable projects ?Leveraging previously developed content ?Developing deep client relationships VS. 8 For the firm to be successful, it must be able to do three things well develop staff, market and execute projects Critical Factors for Success Develop Staff ? Develop skillsets via training and onthejob experiences ? Develop and share knowledge Market the Firm ? Maintain an appropriate level of investment and return on investment ? Leverage prior experiences Execute Projects ? Achieve an optimal blend of new and repurposed content 9 The roles and responsibilities of a consultant can be grouped into the same three categories these responsibilities remain constant throughout one’s career, although the underlying tasks will shift ? Develop Thought Leadership ? Manage Products ? Promote Capabilities ? Build Client Relationships ? Generate Projects