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  • 1. CONSULTING TOOLKIT Communicating your recommendation Preparing a dummy pack© 2007-2012 IESIES Development Ltd. All Ltd. Reserved © 2007-2012 Development Rights All Rights Reserved
  • 2. Dummy packs are efficient project management toolsWHAT?•A “dummy pack” is the first draft of your final presentation•It has the structure and storyline of the final presentation, but the data is “dummy” or made upWHY?•It enables the rest of your work to be focused on contributing to the final recommendation -Highlights gaps and weaknesses early enough to correct them -Any additional analysis (e.g. interviews, modelling) is more efficient and intentional, since the output required is clear•It is an efficient way to communicate -Within the team - everyone can see where their work fits and the quality required -With your client/boss – at any time you can share your latest thinking without further preparation © 2007-2012 IES Development Ltd. All Rights Reserved
  • 3. If you follow a disciplined sequence of steps, you will create a pack very efficientlySEQUENCE OF STEPS TO CRAFT A PACKDecide yourhypothesis Brainstorm the Hypothesis Tree Transfer to Executive Summary Create a “Dummy Pack” Allocate responsibility and deadlines for each page Consolidate the pack © 2007-2012 IES Development Ltd. All Rights Reserved
  • 4. If you follow a disciplined sequence of steps, you will create a pack very efficientlySEQUENCE OF STEPS TO CRAFT A PACKDecide yourhypothesis Brainstorm the Hypothesis Tree © 2007-2012 IES Development Ltd. All Rights Reserved
  • 5. The starting point for your pack is a well structured hypothesis tree HYPOTHESIS TREE FOR A PARTNERSHIP There is a $y m The opportunity needs these skills/assets opportunity We should partner We are missing these skills/assets to pursue this opportunity Partnering is a better way to get these skills/assets than alternatives (e.g. hiring, contract, JV orWe should acquisition) Companies X, Y andpartner with Z have the required Company X are Y are the skills/assetsCompany X to best potential partnerscapture the $y m Company X is the There is good a goodopportunity best partner for us “chemistry” fit with Company X and Z need us to Companies X and Y pursue this opportunity We will be able to negotiate a deal that shares $ym fairly We will be able to We can structure the partnership to mitigate the risks execute and We can manage a partnership successfully manage a deal © 2007-2012 IES Development Ltd. All Rights Reserved
  • 6. If you follow a disciplined sequence of steps, you will create a pack very efficientlySEQUENCE OF STEPS TO CRAFT A PACKDecide yourhypothesis Brainstorm the Hypothesis Tree Transfer to Executive Summary © 2007-2012 IES Development Ltd. All Rights Reserved
  • 7. Your hypothesis tree maps directly to a dot-point Executive SummaryEXECUTIVE SUMMARY FOR A PARTNERSHIP We should partner with Company X to capture the $y m opportunity •There is a $y m opportunity •We should partner to pursue this opportunity -The opportunity needs these skills/assets -We are missing these skills/assets -Partnering is a better way to get these skills/assets than alternatives (e.g. hiring, contract, JV or acquisition) •Company X is the best partner for us -Company X and Y are the best potential partners -Company X and Z need us to pursue this opportunity •We will be able to execute and manage a deal -We will be able to negotiate a deal that shares $ym fairly -We can structure the partnership to mitigate the risks -We can manage a partnership successfully © 2007-2012 IES Development Ltd. All Rights Reserved
  • 8. Your Executive Summary is the first page of your packDUMMY PACK STRUCTURE The best storyline you Cover Page can craft based on your latest hypotheses Executive Summary KEY PRINCIPLE: ANSWER FIRST! © 2007-2012 IES Development Ltd. All Rights Reserved
  • 9. You may need to simplify your Executive Summary for visual presentationEXECUTIVE SUMMARY FOR A PARTNERSHIP We should partner with Company X to capture the $y m opportunity •There is a $y m opportunity •We should partner to pursue this opportunity •Company X is the best partner for us •We will be able to execute a deal © 2007-2012 IES Development Ltd. All Rights Reserved
  • 10. You should close your presentation by repeating the top levelpoints from your Executive SummaryDUMMY PACK STRUCTURE Cover Page Executive Summary Closing Summary © 2007-2012 IES Development Ltd. All Rights Reserved
  • 11. If you follow a disciplined sequence of steps, you will create a pack very efficientlySEQUENCE OF STEPS TO CRAFT A PACKDecide yourhypothesis Brainstorm the Hypothesis Tree Transfer to Executive Summary Create a “Dummy Pack” © 2007-2012 IES Development Ltd. All Rights Reserved
  • 12. Your Executive Summary maps directly to one chart per pointEXECUTIVE SUMMARY FOR A PARTNERSHIP We should partner with Company X to capture the $y m opportunity •There is a $y m opportunity •We should partner to pursue this opportunity -The opportunity needs these skills/assets -We are missing these skills/assets -Partnering is a better way to get these skills/assets than alternatives (e.g. hiring, contract, JV or acquisition) •Company X is the best partner for us -Company X and Y are the best potential partners -Company X and Z need us to pursue this opportunity •We will be able to execute and manage a deal -We will be able to negotiate a deal that shares $ym fairly -We can structure the partnership to mitigate the risks -We can manage a partnership successfully © 2007-2012 IES Development Ltd. All Rights Reserved
  • 13. Each dot point from your Executive Summary becomes the headline/message of a chart DUMMY PACK STRUCTURE Cover Page Executive1 chart illustrates Summaryeach point Closing Summary © 2007-2012 IES Development Ltd. All Rights Reserved
  • 14. Following these steps to build your “dummy pack” creates a pack to “pyramid principle” with “3 Tells” DUMMY PACK STRUCTURE Cover PageDummy charts TELL 1: Executiveillustrating your What you’re going Summarykey points to tell them TELL 2: Tell them Additional support Closing TELL 3: under these points Summary What you’ve told them “pyramid principle” © 2007-2012 IES Development Ltd. All Rights Reserved
  • 15. Your “dummy pack” becomes the key working document of theteamUSING A DUMMY PACK • Run a Master “dummy pack” continuously after creation, replacing dummy pages with real ones as the analysis comes in • Update the “dummy pack” and share latest version at every team meeting • Shuffle pages when you change the storyline, demoting pages to backup if they are weak; promoting key points from backup © 2007-2012 IES Development Ltd. All Rights Reserved
  • 16. You will improve your productivity at putting packs together with practiceCLASS EXERCISE: PREPARE YOUR “DUMMY PACK” • Start from your hypothesis tree • Your first level in your tree becomes your first level of your “pyramid principle” executive summary • Prepare “dummy” slides for these 3-4 points: - Transfer to slides – write each sub-hypothesis as the “message/lead” - Imagine the data/analysis that will “prove” this point - Complete the chart with data, title and source © 2007-2012 IES Development Ltd. All Rights Reserved
  • 17. If you follow a disciplined sequence of steps, you will create a pack very efficientlySEQUENCE OF STEPS TO CRAFT A PACKDecide yourhypothesis Brainstorm the Hypothesis Tree Transfer to Executive Summary Create a “Dummy Pack” Allocate responsibility and deadlines for each page Consolidate the pack © 2007-2012 IES Development Ltd. All Rights Reserved