【正文】 s major practice groups, petencies, and specialty practices Promote Capabilities ? Maintain positive relationships with client staff with key information or resources ? Proactively understand and consistently meet or exceed all client expectations ? Establish firm’s reputation with client personnel ? Develop relationships with client managers that yield petitive insights, market intelligence Build Client Relationships ? Author major portions of successful written proposals (., problem structuring, credentials) ? Identify and preliminarily scope promising followon project sales opportunities ? Develop petitive insights (., with respect to petitors and key buying influences) for potential followon work ? Assume “front to back” ownership of proposal materials Generate Projects Do the Work Develop Staff Market the Firm 13 MBA Introductory Training The Art of Consulting (102400) Level 3s serve critical roles in team development, resource management, problem solving, and results munication Responsibilities Develop Staff Market the Firm Do the Work: Level 3 Roles Do the Work ? Implement team building activities ? Seek and respect input from team members ? Proactively support teammates ? Manage assigned client staff and/or PwC consultants ? Identify potential team members with relevant skills interest ? Identify information needed for factbased analysis, and develop work plans ? Ensure each hour of time and outofpocket expense charged to a project is an effective, efficient investment ? Proactively monitor progress, and provide timely, accurate forecasts of prospective difficulties ? Identify team management opportunities ? Begin to manage client teams Manage Resources Develop Team ? Seek out relevant knowledge to apply ? Synthesize findings logically, defend a point of view, and define remendations ? Develop interview guides, conduct interviews, lead focus groups, and facilitate working sessions ? Demonstrate strong knowledge of analytic techniques, frameworks, and methods Solve Core Problems ? Clearly synthesize results of data collection/analysis ? Author sections of written deliverables ? Deliver portions of presentations with clarity and confidence to client management ? Serve as a key facilitator at client workshops and presentations Communicate Results Examples as to how a Level 3 Consultant can contribute 14 MBA Introductory Training The Art of Consulting (102400) Beyond problemsolving capabilities, each new consultant is expected to possess certain additional critical skills/traits Defining Question Independence Tolerance for Ambiguity Sense of Ownership Creativity Persistence Can the consultant operate with minimum direction? Can the consultant survive, and even thrive, when faced with an illdefined, unfamiliar situation? Is the consultant willing to take ownership of a problem or task and be held accountable for its resolution? Can the consultant develop unique, “out of the box” approaches and solutions that leverage existing content? Is the consultant unwilling “to take no for an answer” when it es to data collection and analysis? Key Skill/Trait 15 MBA Introductory Training The Art of Consulting (102400) Critical skills/traits (continued) Key Skill/Trait Defining Question Solution Orientation EndProduct Orientation Collaboration Organization Multilevel Thinking Is the consultant continually focused on identifying solutions or alternatives rather than emphasizing problems? Is the consultant an “angel’s advocate”? Is the consultant continually “working backwards” from a hypothesis? Does the consultant bring out the best in those around her or him? Is the 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 ? As