Consulting: Tools for Success February 5, 2001 Boston College Carroll Graduate School of Management
Deborah Bernstein Rod Blacklock Suzie Sergi Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School o...
Agenda <ul><li>Consulting:  Tools for Success </li></ul><ul><li>Objectives </li></ul><ul><li>Top 10 Lists </li></ul><ul><l...
Objectives <ul><li>Provide honest feedback about a career in consulting </li></ul><ul><li>Tie current learning to skills n...
Reasons TO go into consulting <ul><li>Exposure to different companies, industries, and people </li></ul><ul><li>Flexibilit...
Top Reasons NOT TO go into consulting <ul><li>Work / life balance </li></ul><ul><li>Travel </li></ul><ul><li>Fix and run <...
Sills Most Often Used Vin O’Reilly Diane Weiss / Consulting <ul><li>Communication skills </li></ul><ul><ul><li>Feedback </...
Lessons Learned for Diane Weiss <ul><li>You will rarely implement the optimal solution but you can always implement an eff...
Question:  What are specific consulting tools that could help with Diane Weiss? <ul><li>Project management </li></ul><ul><...
Question:  What are specific consulting tools that could help with Diane Weiss? <ul><li>Project management (continued) </l...
Question:  How do you define the scope? <ul><li>DON’T START WITH THE SOLUTION </li></ul><ul><li>List assumptions </li></ul...
Question:  How do you set expectations and manage them? <ul><li>Establish team roles and responsibilities and stick to the...
Question:  How can we best prepare ourselves for the profession or an interview? Vin O’Reilly Diane Weiss / Consulting Bos...
Question:  How can we best prepare ourselves for the profession or an interview (cont.)? <ul><li>Be focused about what kin...
Conflict Resolution Exercise <ul><li>Break into your new second semester teams </li></ul><ul><li>1 person from each team s...
Thank You Vin O’Reilly Diane Weiss / Consulting Deborah Bernstein [email_address] Rod Blacklock [email_address] Suzie Serg...
Recommended Reading <ul><li>Managing the Professional Services Firm </li></ul><ul><ul><li>by David Maister </li></ul></ul>...
Things to Inquire about when talking to Consulting Firms <ul><li>Expected Travel </li></ul><ul><ul><li>Staffing model </li...
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  • Deb lead Introductions background who we work for why we chose consulting type of consulting Deb lead Rod 2nd Suzie 3rd
  • Deb lead INTRODUCTIONS 5 Objectives 5 Top 10 TO 10 Top 10 NOT TO 10 Skills 10 Lessons Learned 5 Feedback on questions 1 15 2 10 3 10 4 5 Conflict Resolution 30
  • Deb lead 5 MIN
  • Suzie lead 10 MIN
  • Rod lead
  • Deb lead 10 MINUTES
  • Rod 5 MIN
  • Suzie Lead 15 min
  • Rod lead 10 minutes
  • Deb lead 10 minutes
  • Suzie lead 5 minutes
  • Suzie lead
  • Deb lead 30 minutes
  • Consulting: Tools for Success February 5, 2001

    1. 1. Consulting: Tools for Success February 5, 2001 Boston College Carroll Graduate School of Management
    2. 2. Deborah Bernstein Rod Blacklock Suzie Sergi Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    3. 3. Agenda <ul><li>Consulting: Tools for Success </li></ul><ul><li>Objectives </li></ul><ul><li>Top 10 Lists </li></ul><ul><li>Skills </li></ul><ul><li>Lessons Learned </li></ul><ul><li>Feedback on Your Questions </li></ul><ul><li>Conflict Resolution Exercise </li></ul><ul><li>Q&A </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    4. 4. Objectives <ul><li>Provide honest feedback about a career in consulting </li></ul><ul><li>Tie current learning to skills needed in consulting </li></ul><ul><li>Helpful hints for Dianne Weiss Consulting Project </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    5. 5. Reasons TO go into consulting <ul><li>Exposure to different companies, industries, and people </li></ul><ul><li>Flexibility of schedule - Autonomy </li></ul><ul><li>Non-repetitive projects </li></ul><ul><li>Training / Learning - formal and informal </li></ul><ul><li>Well-defined career path </li></ul><ul><li>Multiple responsibilities </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    6. 6. Top Reasons NOT TO go into consulting <ul><li>Work / life balance </li></ul><ul><li>Travel </li></ul><ul><li>Fix and run </li></ul><ul><li>Always at the bottom of the learning curve </li></ul><ul><li>Metrics </li></ul><ul><li>Multiple stakeholders </li></ul><ul><li>Perception of consultants </li></ul><ul><li>Inability to affect change </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    7. 7. Sills Most Often Used Vin O’Reilly Diane Weiss / Consulting <ul><li>Communication skills </li></ul><ul><ul><li>Feedback </li></ul></ul><ul><ul><li>Reflective practice </li></ul></ul><ul><ul><li>Listening skills </li></ul></ul><ul><ul><li>Interview skills </li></ul></ul><ul><li>Thinking on your feet </li></ul><ul><li>Managing upward </li></ul><ul><li>Presentation skills </li></ul><ul><li>Time management skills </li></ul><ul><ul><li>Multi-tasking </li></ul></ul><ul><ul><li>Multiple projects </li></ul></ul><ul><ul><li>Prioritization </li></ul></ul><ul><li>Conflict resolution </li></ul><ul><li>Writing skills </li></ul><ul><li>Project management skills </li></ul><ul><li>Facilitation skills </li></ul>Boston College Carroll Graduate School of Management
    8. 8. Lessons Learned for Diane Weiss <ul><li>You will rarely implement the optimal solution but you can always implement an effective solution </li></ul><ul><li>Expect to be treated like an outsider; sometimes it will work to your advantage; sometimes it will be a barrier </li></ul><ul><li>Your interests, the firm’s interests, your staff’s interests and the client’s interests are not always aligned </li></ul><ul><li>Rule of thumb: Give the client what they want, but tell them what they need to hear </li></ul><ul><li>Linkage: Tie the solution to the root cause </li></ul><ul><li>Learn to practice conflict resolution versus conflict avoidance </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    9. 9. Question: What are specific consulting tools that could help with Diane Weiss? <ul><li>Project management </li></ul><ul><ul><li>Mobilization </li></ul></ul><ul><ul><ul><li>document roles and responsibilities </li></ul></ul></ul><ul><ul><ul><li>discuss team expectations </li></ul></ul></ul><ul><ul><li>Statement of Work / Job Arrangement Letter </li></ul></ul><ul><ul><ul><li>scope maintenance </li></ul></ul></ul><ul><ul><li>Workplan </li></ul></ul><ul><ul><ul><li>timeline </li></ul></ul></ul><ul><ul><ul><ul><li>milestones / interim deliverables </li></ul></ul></ul></ul><ul><ul><ul><li>accountability </li></ul></ul></ul><ul><ul><li>Establish and document deliverables </li></ul></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    10. 10. Question: What are specific consulting tools that could help with Diane Weiss? <ul><li>Project management (continued) </li></ul><ul><ul><li>Status meetings (client and team) </li></ul></ul><ul><ul><ul><li>Establish desired outcomes for every meeting </li></ul></ul></ul><ul><ul><ul><li>Create an agenda </li></ul></ul></ul><ul><ul><ul><li>End with action items / next steps </li></ul></ul></ul><ul><li>Process Analysis </li></ul><ul><ul><li>Flowcharting </li></ul></ul><ul><li>Data Gathering </li></ul><ul><ul><li>Interviews </li></ul></ul><ul><ul><li>Focus Groups </li></ul></ul><ul><ul><li>Survey </li></ul></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    11. 11. Question: How do you define the scope? <ul><li>DON’T START WITH THE SOLUTION </li></ul><ul><li>List assumptions </li></ul><ul><li>Assess the situation before identifying the problem and creating a statement of work and deliverables </li></ul><ul><li>Push back on the client </li></ul><ul><li>Write up a problem statement </li></ul><ul><li>Use root cause analysis </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    12. 12. Question: How do you set expectations and manage them? <ul><li>Establish team roles and responsibilities and stick to them! </li></ul><ul><ul><li>Open discuss work styles with your team </li></ul></ul><ul><ul><li>Appoint a client point of contact / relationship manager </li></ul></ul><ul><ul><li>Hold team-mates accountable and have repercussions </li></ul></ul><ul><li>Set up regular meetings with the client to avoid surprises and get feedback </li></ul><ul><li>Give real-time feedback </li></ul><ul><li>Establish and document what you expect from the client </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    13. 13. Question: How can we best prepare ourselves for the profession or an interview? Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management Answer: Be focused <ul><li>Industry </li></ul><ul><li>Financial Services </li></ul><ul><li>High Tech </li></ul><ul><li>Higher Education </li></ul><ul><li>Healthcare </li></ul><ul><li>Retail / Manufacturing </li></ul><ul><li>Entertainment </li></ul><ul><li>Characteristics </li></ul><ul><li>Internal / External </li></ul><ul><li>Profit/Not-for-Profit </li></ul><ul><li>Large/Small </li></ul><ul><li>Public/Private </li></ul><ul><li>Types of Consulting </li></ul><ul><li>Management Consulting </li></ul><ul><ul><li>Strategy </li></ul></ul><ul><ul><li>Risk Management </li></ul></ul><ul><ul><li>Change Management </li></ul></ul><ul><ul><li>Crisis Management </li></ul></ul><ul><li>Technology Strategy </li></ul><ul><li>Human Resources </li></ul><ul><li>Process </li></ul><ul><ul><li>Operations </li></ul></ul><ul><ul><li>Supply Chain </li></ul></ul><ul><li>Systems Implementation </li></ul><ul><li>Marketing </li></ul><ul><li>Tax and Legal </li></ul><ul><li>Financial Valuation </li></ul>
    14. 14. Question: How can we best prepare ourselves for the profession or an interview (cont.)? <ul><li>Be focused about what kind of consulting you want to pursue </li></ul><ul><li>Talk to people: network </li></ul><ul><li>Follow up with interviews that did not go well </li></ul><ul><li>Get your resume referred from someone within </li></ul><ul><li>Check your resume </li></ul><ul><ul><li>don’t underestimate past work experience </li></ul></ul><ul><ul><li>don’t forget charity work </li></ul></ul><ul><li>Research the company </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    15. 15. Conflict Resolution Exercise <ul><li>Break into your new second semester teams </li></ul><ul><li>1 person from each team should volunteer to be a facilitator / scribe </li></ul><ul><li>Please answer the following question: WHAT IS AN EXISTING OR POTENTIAL CONFLICT THAT YOUR TEAM MAY FACE AS A CLIENT SERVICE PROVIDER? </li></ul><ul><li>Each team member must produce 3 responses </li></ul><ul><li>Report your responses to the scribe </li></ul><ul><li>As a team, group common responses together </li></ul><ul><li>Identify the most frequently occurring response </li></ul><ul><li>As a team, identify 3 action items to resolve or minimize the conflict discussed </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    16. 16. Thank You Vin O’Reilly Diane Weiss / Consulting Deborah Bernstein [email_address] Rod Blacklock [email_address] Suzie Sergi [email_address] Boston College Carroll Graduate School of Management
    17. 17. Recommended Reading <ul><li>Managing the Professional Services Firm </li></ul><ul><ul><li>by David Maister </li></ul></ul><ul><li>First Break All the Rules </li></ul><ul><ul><li>by Marcus Buckingham and Curt Coffman </li></ul></ul><ul><li>Emotional Intelligence </li></ul><ul><ul><li>by Daniel Goleman </li></ul></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management
    18. 18. Things to Inquire about when talking to Consulting Firms <ul><li>Expected Travel </li></ul><ul><ul><li>Staffing model </li></ul></ul><ul><ul><ul><li>National practice </li></ul></ul></ul><ul><ul><ul><li>Regional (e.g. Northeast) </li></ul></ul></ul><ul><li>Training opportunities </li></ul><ul><li>Simultaneous projects and obligations </li></ul><ul><li>Focus on Industry vs… Service Lines </li></ul><ul><li>Average duration of projects </li></ul><ul><li>Salary, bonus, and benefits structure </li></ul><ul><li>Independence rules </li></ul><ul><li>Ethics </li></ul><ul><li>Calibre of clients </li></ul>Vin O’Reilly Diane Weiss / Consulting Boston College Carroll Graduate School of Management

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