【文章內(nèi)容簡介】 22 26 WHERE DO YOU WANT TO GO TODAY? A scene from Lewis Carroll39。s Alice39。s Adventures In Wonderland, when Alice asks the Cheshire cat for directions, speaks volumes about planning where an anization wants to be in the future. Would you tell me, please, which way I ought to go from here? asks Alice. That depends a good deal on where you want to get to, said the Cat. I don39。t much care where. said Alice. Then, it doesn39。t matter which way you go. said the Cat. 2/7/2022 27 REASONS TO HIRE EXTERNAL CONSULTANTS (1/2) Reasons for clients to hire external consultants (1): ? Existing panies are not ready for the pace globalization and vanishing market barriers they face need Consultants with broad market / industry knowledge ? Increasing Mamp。A activities High plexity of transactions and tasks related to Post Merger Integration ? Challenges of the high tech environment: employees are wholly occupied with daily work and don?t have the time to think about innovations ? Changing working environment necessitate creative and uptodate HR Management ? Deregulation enabled new panies to enter the market. In order to position and pete against former monopolists they need industry related consulting experience (+other way round, exmonopolists try to defend themselves against new market entries using the knowledge of external panies) 2/7/2022 28 REASONS TO HIRE EXTERNAL CONSULTANTS (2/2) Reasons for clients to hire external consultants (2): ? Consultants have access to information on a truly global basis (Knowledge Exchange) ? Widespread acceptance of using consultants to gain outside expertise. ? Rapid technological change. ? Movement to enterprise wide solutions. ? Lack of inhouse expertise in Processes, technologies, industry best practices, and project management. 2/7/2022 29 BENEFITS OF USING CONSULTANTS ? Subject matter expert: A consultant will save time and money by arriving to a solution to the client?s needs at a faster pace because of past extensive knowledge and experience in dealing with other business owners. ? Objective point of view: A consultant will bring a refreshing outside point of view to the client?s pany, which will pinpoint existing problems or reach faster solutions. ? Educate, inform: A good consultant will educate and inform the client as the task is pleted. ? Share information about industry and petition: This is essential to reaching pany goals. ? Assist with strategic planning which will help reach pany goals faster and easier. ? Offer innovative ideas 2/7/2022 30 WORK AND LIFESTYLE CHARACTERISTICS ? Work at client site ? Work in team environment ? Work with a variety of clients across industries ? Assess client business and technical challenges ? Develop solutions to move client forward ? Extensive traveling ? Enriching learning experience ? Cyclical overtime ? Travel ? Variety of responsibilities ? Work with technology 2/7/2022 31 TOP 10 WAYS TO KNOW YOU ARE DATING AN CONSULTANT 1. Refers to lovemaking as a winwin. 2. Valentine39。s Day card has bullet points. 3. Can39。t be trusted with the car too accustomed to beating up rentals. 4. Celebrates anniversary by conducting a performance review. 5. Ends any argument by saying, let39。s talk about this offline. 6. Tries to call roomservice from the bedroom. 7. Congratulates your parents for successful value creation. 8. Referred to the yield of the tomato plants in your home garden as deliverables 9. Talks to the waiter about process flow when dinner arrives late. 10. Referred to the first month of your relationship as a diagnostic period. 2/7/2022 32 NATURE, TRENDS, CAREERS Nature and purpose of consulting Recent trends and current challenges Staff and career paths in consulting 2/7/2022 33 RECENT TRENDS AND CURRENT CHALLENGES ? Changing customer expectations ? Increasing market power of the TOP consulting panies ? Effective usage of information technology ? Split Tax/Auditing Consulting ? Strategic Alliances and Startup Partnerships ? New suppliers enter the consulting market ? Expansion of the well known consulting panies ? IT consulting by traditional consulting panies ? Get amp。 retain the right people ? How to face the current challenges 2/7/2022 34 CTOs and other ebusiness strategists do not want to hear me tell them I can help Webenable their business. That is not enough. They want to know how I can help them transform their business. Chuck Burns, global senior vice president, services, KPMG CTOs have more choices than ever before when it es to selecting a consultant. We go into bids now where we may pete against one of the giant, Big Five firms ... and even, in some cases, an advertising or marketing agency. Scott Lochridge, 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。OK, now you do what I say.39。 ” Jose Campos, president of Rapidinnovation CHANGING CUSTOMER EXPECTATIONS – SOME STATEMENTS 2/7/2022 35 CHANGING CUSTOMER EXPECTATIONS ? Customer expect real added value ? Standard