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Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
Amsterdam Keynote June 2007
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Amsterdam Keynote June 2007

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  • 1. Balancing productivity, client service, staff retention, growth and profitability Amsterdam, June 2007 November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 2.
    • 30+ years in technology
    • 20+ years in consulting
    • Published author (four books) and columnist (CIO Insight)
    • World’s top 25 most influential consultants (2003)
    • Computerworld 100 Leaders in IT (2005)
    • Retired head of Innovation and Strategy at Ernst & Young LLP (September 2001)
    • Retired CTO of Capgemini (July 2005)
    © ParkWood Advisors LLC, 2005 All Rights Reserved [email_address] +1 847 235 1791 www.parkwoodadvisorsonline.com November 5, 2009
  • 3.
    •  ParkWood Advisors LLC, 2007. All rights reserved.
    • Reproduction or translation of any part of this work, beyond that permitted by Section 107 or 108 of the 1976 United States Copyright Act without the permission of the copyright owner is unlawful. Requests for permission or further information should be addressed to John Parkinson, at the address given above.
    • This presentation is designed to provide accurate and authoritative information in regard of the subject matter covered. It is made available with the understanding that the intent is not to render legal, investment, accounting or other professional advisory services.
    • If investment advice or other expert assistance is required, the services of a competent professional person should be sought.
    © ParkWood Advisors LLC, 2005 All Rights Reserved November 5, 2009
  • 4.
    • What (some) clients are telling us….
    • Observations from a graduating MBA class….
    • Questions we need to answer
    • Some ideas to consider
    • Conversation
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 5. “ Some people, if they don’t already know, you can’t tell them” November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 6.
    • Work our way, in our organizational culture : Adapt to us, don’t make us adapt to you
    • We hired you for your knowledge of best practices and heuristics – so where are they?
    • We hired you for your experience – stop sending us people to be trained
    • I want you to bring me new ideas – but I want ideas that will work
    • Treat your people better : There’s something wrong when we treat them better than you do
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 7. “ Applying six sigma to the weather is a waste of time…” November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 8.
    • Few MBAs actually achieve the broad view of what’s needed by an “experienced” advisor
    • Sure, they’re smart, but what do they actually know ?
    • The most interesting action is believed to be in emerging markets
    • “ Consulting looks interesting until you realize that you’ll never really implement anything”
    • “ I don’t want to wait a decade to have an impact”
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 9. “ In theory, theory and practice are the same. In practice, they’re different” November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 10.
    • Is this just noise in the system or are we seeing a fundamental shift in both demand and supply in the global management consulting marketplace?
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved “ I don’t know what it is but you need a new one”
  • 11.
    • What will recruits and experienced entrants expect from our firms in the next five years?
    • How will expectations change?
    • What about "Global Sourcing"?
    • How do we ensure quality of resources when they are thousands of miles away and from very different cultural backgrounds?
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 12.
    • What's new in what our clients are asking for in services and capabilities?
    • Are the buyers changing and if so how?
    • How do clients want to engage and contract with their external advisors?
    • What will all the "client relationship" process look like in the future?
    • How do we associate “price” and “value”?
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 13.
    • If work will not necessarily be performed where the client is located (or even where we are located), how does this impact:
      • The structure of the firm?
      • The culture of the firm?
      • Supervision of the work?
      • Quality assurance?
      • Risk management?
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 14.
    • Are we correctly aligned with our clients expectations for capability and service?
    • Can we serve both "best of breed" and "one stop shop" demands?
    • What's the right approach to business partnering and collaboration?
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 15.
    • What skills should we be attracting or developing?
    • What should we be doing to improve/defend/share our intellectual capital?
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 16.
    • How should we think about structuring the firm to deliver against all these changes?
      • Ownership?
      • People?
      • Pricing?
      • Sales model?
      • Delivery model?
      • Relationship model?
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 17. "You've got to be very careful if you don't know where you're going, because you might not get there." November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved
  • 18.
    • Educating clients:
      • How we make money
      • What “mutual success” looks like
    • The network model for sourcing
    • New career options: what can we do to stay in touch?
    • New competitors: what can we learn from others?
    November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved One size does not fit all?
  • 19.
    • We are uncovering better ways of delivering practical advice by active participation in improving our clients performance and helping others develop and execute ideas.
    • Through this work we have come to value:
      • Individuals and interactions over processes and tools
      • Working processes over comprehensive documentation
      • Customer collaboration over contract negotiation
      • Responding to change over following a plan
    • That is, while there is value in the items on the right, we value the items on the left more
    © ParkWood Advisors LLC, 2005 All Rights Reserved November 5, 2009
  • 20. November 5, 2009 © ParkWood Advisors LLC, 2005 All Rights Reserved Advisory services Process outsourcing Project-based consulting A diverging spectrum of practice? “ Expert” front office Research back office Work in the client’s culture Effectiveness paradigm Retainer relationship Reward for business results “ Delivery” front office Expert back office Work with the client’s culture Adaptive, template- driven work process Balance effective and efficient Cost + relationship Reward for project results “ Service” front office Six-sigma back office Connect to the client’s culture Manage interfaces Efficiency paradigm Price relationship Reward for customer satisfaction
  • 21. © ParkWood Advisors LLC, 2005 All Rights Reserved November 5, 2009 An opportunity to debate and disagree…..

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