【正文】 E STATEMENTS 2/7/2022 35 CHANGING 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 contract 2/7/2022 36 INCREASING MARKET POWER OF THE TOP 20 CONSULTING COMPANIES Facts ? 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 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。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。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。t much care where. said Alice. Then, it doesn39。s Alice39。 H am i l ton , D 黶 s el dorf 205 167 300 30028 s damp。 P ar tne r G m bH, M 黱 c hen 680 574 1341 12045 ged as G m bH, Be r l i n 648 405 2994 19696 KP MG Cons ul ti ng G m bH, F r ank f ur t 524 400 1380 10237 Pri c eW ate r hou s eCoope r s Unter neh m ens beratung G m bH, F r ank f ur t 481 340 1800 13008 Pl aut G r upp e, I s m ani ng 460 340 1800 13009 Erns t amp。 Com pany 630 551 20 A on Cons ul ti ng W or l dw i de 615 553 Rev e nues i n Mio $2/7/2022 25 TOP 30 CONSULTING COMPANIES IN GERMANY Source: L252。 Com pany n/a8 Mer c er Cons ul ti ng G r oup 9 A r thur An der s en 952 10 A .T . K ear ney 11 T ow er s P er r i n n/a12 B ooz A l l en amp。 H P5%