【正文】 only the truth – Don’t be pompous ? Describe any factors associated with confidentiality – Confirm/state the nature of the confidentiality the interviewee can expect – Establish if a petitive situation exists ? Confirm the length of the interview ? Respond to questions or concerns 49 Monitor the progress of the interview against your schedule always leave enough time to properly close the interview ? Plan in advance how to close each interview: – Summarize any agreed upon actions or next steps – Obtain names of other key individuals to contact – Arrange to obtain any unfamiliar documents referenced – Express gratitude – Schedule followup interview if required。MBA Introductory Training The Art of Consulting (102400) MBA Introductory Training The Art of Consulting October 2023 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 Responsibilities of a Consultant ? Project Overview – Framework – Table discussions “Consultant Critical Success Factors/Behaviors …” ? Break ? Data Gathering Interviewing ? Break ? Personal Development Planning – Framework – Individual planning ? Summary and Closing Activity – Table Discussions “What remendations would you have for next year’s MBAs?” MBA Introductory Training The Art of Consulting (102400) Warmup 4 Warmup Activity Classwide What behaviors do you associate with an effective PwC consultant? ? ? ? ? MBA Introductory Training The Art of Consulting (102400) Roles 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 ? Develop Team ? Manage Resources ? Solve Core Problems ? Communicate Results Develop Staff Do the Work Market the Firm ? Recruit ? Develop Skills and Transfer Knowledge ? Network ? Motivate and Retain For each these responsibilities, a consultant should know: ?What is my role, and what are my responsibilities? ?How will these roles and responsibilities evolve as I progress? 10 Level 3 Consultants have a range of recruiting, skill development, and knowledge transfer responsibilities Responsibilities Examples as to how a Level 3 Consultant can contribute ? Energetically participate in recruiting events ? Identify highpotential candidates through personal contacts, working, resumes ? Deliver clear, well structured, casebased interviews ? Sell PwC to prospective employees ? Maintain a “current contact” roster of former classmates ? Deliver recruiting presentations Recruit ? Proactively understand performance expectations, requisite industry/process knowledge and needed consulting skills and proactively seek training ? identify projectbased development needs with minimal supervision and define plan to address ? Clearly educate project team members/clients about new methodologies or analytic techniques ? Provide ad hoc guidance to assist junior staff and client personnel plete assigned tasks ? Proactively seek consulting best practices, industry and process insights and other skill transfer opportunities ? Identify replicable tools or analysis and municate to relevant practice group members ? Take an active role in mentoring junior staff in the practice group ? Participate in developing “white papers” and thought leadership pieces Develop Skills and Transfer Kn