【正文】 ridge, principal, strategy solutions group, DiaLogos The days of black magic are over, Consultants can no longer get away with just writing a white paper for the client and saying, 39。re next, the Genie says to the partner. The partner says, I wantthose two back in the office after lunch.2023/3/1151PERSONS TO SUPPORT YOUR PERSONAL CAREERwPersonal MentorwPeer GroupwAnnual Reviews (upward/downward/sideward)wPartner GroupwPractice Leaders2023/3/1152SOME ATTRIBUTES FOR GOOD CONSULTANTS ? Ambition to permanently learn? Determination to succeed? Strong munication skills? Motivation? Flexibility? Agility? Approachable? Proactive? Innovative? Resultsoriented? Self Confident? Entrepreneurial thinking2023/3/1153BENEFITS AND CHALLENGES OF CONSULTINGBenefits of Consulting? Learning new industries ? Earning more ine? Flexible contract lengths? Possible full time opportunities? Less office politics? Learning new technical skills? Meeting new peopleChallenges of Consulting? Not being a fulltimer ? Possible additional travel or mute time2023/3/1154PROJECT WORK PLAN: ONE EXAMPLE FOR A THREEMONTH PROJECT EXAMPLEALTE FOLIE VERWENDEN2023/3/1155YOU KNOW THAT YOU HAVE BEEN TOO LONG A CONSULTANT WHEN … 1. you feel naked without a laptop hanging from your left shoulder。8. instant coffee tastes good。 Selected Methods (frameworks)216。 Graphics (from data to chart)2023/3/1158AGENDA216。 12:58:1012:58:1012:583/11/2023 12:58:10 PM? 1以我獨(dú)沈久，愧君相 見頻 。 12:58:10 下午 12:58 下午 12:58:10三月 21? 沒有失 敗 ，只有 暫時(shí) 停止成功！。 三月 2112:58 下午 三月 2112:58March 11, 2023? 1少年十五二十 時(shí) ，步行 奪 得胡 馬騎 。 三月 21三月 2112:58:1012:58:10March 11, 2023? 1意志 堅(jiān) 強(qiáng) 的人能把世界放在手中像泥 塊 一 樣 任意揉捏。 三月 2112:58 下午 三月 2112:58March 11, 2023? 1 業(yè) 余生活要有意 義 ，不要越 軌 。 12:58:10 下午 12:58 下午 12:58:10三月 21? 楊 柳散和 風(fēng) ，青山澹吾 慮 。 12:58:1012:58:1012:583/11/2023 12:58:10 PM? 1成功就是日復(fù)一日那一點(diǎn)點(diǎn)小小努力的 積 累。 12:58:1012:58:1012:58Thursday, March 11, 2023? 1乍 見 翻疑夢(mèng)，相悲各 問 年。 Example consultant pany216。 Graphics (from data to chart)2023/3/1157AGENDA216。ve been staying in the same hotel, you instinctively call it home。3. you are upset when you e home on Friday night and the lights aren39。 ” 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? Hard