【文章內(nèi)容簡介】 e 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 MBA Introductory Training The Art of Consulting (102400) PwC evaluates all consultants and principal consultants along three dimensions 1. Teamwork cooperation 2. Living our values 3. Evaluating, developing 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 FY2023 version MBA Introductory Training The Art of Consulting (102400) Project Overview 18 MBA Introductory Training The Art of Consulting (102400) 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 MBA Introductory Training The Art of Consulting (102400) 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 MBA Introductory Training The Art of Consulting (102400) 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 MBA Introductory Training The Art of Consulting (102400) 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 members ? Understand the editing/report production process 22 MBA Introductory Training The Art of Consulting (102400) 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 MBA Introductory Training The Art of Consulting (102400) 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 MBA Introductory Training The Art of Consulting (102400) 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 MBA Introductory Training The Art of Consulting (102400) 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 MBA Introductory Training The Art of Consulting (102400) 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