- How to Scope, Set-up, and Run a Consulting Project Delivering Superior Results: Download the entire document at: www.gazhoo.com

How To Deliver Superior Results? Effectively set-up the project Effectively manage the team Effectively manage clients Effectively manage your career The Project Management Module covers the first of four aspects of delivering superior results. Today Thursday / Friday Download the entire document at: www.gazhoo.com

Finalize the project Scope and definition of success Develop the performance Scorecard Develop the process to ID metrics, collect data, set targets Develop a process to cascade metrics and objectives through the organization Design the PA system Approach Deliverables 6 weeks Build the Appraisal system 9 weeks Conduct two appraisal process training workshops Conduct ~10 workshops with Fawzi personnel to develop individual scorecards Conduct ~10 workshops with Schneider personnel to develop individual scorecards Develop individual scorecards for remaining RADEX members Fawzi/Schneider groups PA pilot Camardo, Fisher, Clark, Ryan scorecards Communication program Performance scorecard Metric ID and collection process Cascade process and workshop Build 2001 Pilot Complete 2001 pilot and finalize process improvements Conduct ~4 appraisal process training workshops Conduct ~40 workshops for the organizations of the remaining RADEX members to create individual 2002 beta scorecards Facilitate the ID and collection of appropriate metrics and targets Beta 2002 PA system Trained HR personnel Trained Managers 15 June 1 August 1 October 1 January The high-level plan describes the timing, approach and deliverables in a concise, logical manner. Build 2002 Beta 13 weeks ILLUSTRATIVE PharmaCo Performance Management Workplan Describe the Work Sell the Project Organize the Project Manage the Project

Finalize the project Scope and definition of success

Develop the performance Scorecard

Develop the process to ID metrics, collect data, set targets

Develop a process to cascade metrics and objectives through the organization

Conduct two appraisal process training workshops

Conduct ~10 workshops with Fawzi personnel to develop individual scorecards

Conduct ~10 workshops with Schneider personnel to develop individual scorecards

Develop individual scorecards for remaining RADEX members

Fawzi/Schneider groups PA pilot

Camardo, Fisher, Clark, Ryan scorecards

Communication program

Performance scorecard

Metric ID and collection process

Cascade process and workshop

Complete 2001 pilot and finalize process improvements

Conduct ~4 appraisal process training workshops

Conduct ~40 workshops for the organizations of the remaining RADEX members to create individual 2002 beta scorecards

Facilitate the ID and collection of appropriate metrics and targets

Beta 2002 PA system

Trained HR personnel

Trained Managers

The Resources page models the Gross Fees for the Job. Resources, Skills, Rill Rates The data for each resource—Hours, bill rates, start date, end date—are entered using these buttons Total Hours, Gross Fees, and Loaded Payroll Price the Work Download the entire document at: www.gazhoo.com Sell the Project Organize the Project Manage the Project

The content for key decision points in the GDBF is much of what we have discussed up to this point. Client Development Opportunity Assessment Selling the Opportunity Commitment Delivery Client Selection ATP ATC ATI ATS Assess Market Select and Classify Clients Commit resources to initial efforts Plan Client development approach Understand Client Develop Client Strategy Build Executive relationships ID Opportunities Define and prioritize opportunities ID value proposition Classify Opportunity Commit resources Develop and Implement Sales Strategy Win (or lose) opportunity Review results Agree on Business arrangements Draft contract Negotiate contract Commit resources Execute work Expand relationships Build skills and knowledge Leverage experience Partners decide whether to include new client in XYZ portfolio Decisions: Approve pursuit of an opportunity Approve commitment of resources and business development funds Required Information: Business Development Value Proposition Revenue Decisions: Approve submission of a proposal Approve beginning negotiations leading to a contractual arrangement Required Information: Detailed Pricing Staffing Description of Opportunity Risks CQMA Partner Decisions: Finalize contractual arrangements with Client Commit to the contract Required Information: Master Consulting Service Agreements (CSA) or exhibit to CSA Arrangement Letter Master Outsourcing Agreement Get Approval Download the entire document at: www.gazhoo.com Sell the Project Organize the Project Manage the Project

Assess Market

Select and Classify Clients

Commit resources to initial efforts

Plan Client development approach

Understand Client

Develop Client Strategy

Build Executive relationships

ID Opportunities

Define and prioritize opportunities

ID value proposition

Classify Opportunity

Commit resources

Develop and Implement Sales Strategy

Win (or lose) opportunity

Review results

Agree on Business arrangements

Draft contract

Negotiate contract

Commit resources

Execute work

Expand relationships

Build skills and knowledge

Leverage experience

Decisions:

Approve pursuit of an opportunity

Approve commitment of resources and business development funds

Required Information:

Business Development

Value Proposition

Revenue

Decisions:

Approve submission of a proposal

Approve beginning negotiations leading to a contractual arrangement

Required Information:

Detailed Pricing

Staffing

Description of Opportunity

Risks

CQMA Partner

Decisions:

Finalize contractual arrangements with Client

Commit to the contract

Required Information:

Master Consulting Service Agreements (CSA) or exhibit to CSA

Arrangement Letter

Master Outsourcing Agreement

Should QRS launch Tradeweave? Fits with QRS goal to maintain market leadership Tradeweave will be a profitable business venture Tradeweave uses low cost barriers to maximize profitability Tradeweave has significant revenue potential Strengthens existing QRS client relationships and protects market share Wins new clients to grow QRS market share Grows QRS market share within the apparel industry Grows QRS market share in other industries with surplus merchandise challenges Extends QRS product offering to current Keystone catalog customers Increases QRS value proposition Tradeweave has large target market Tradeweave can gain substantial market share Tradeweave can enter market cheaply Tradeweave can operate business on low cost basis Targets prospective “hub” clients among the top 50 apparel retailers Enters toy industry Provides more robust set of services Leverages the value of the internet to transfer data Needs a web front-end to capture transaction requests Minimizes sales and marketing costs Creates a seamless value chain; from procurement to disposition Uses existing UPC database Limits or avoids owning inventory Adds new “spoke” vendor clients by leveraging QRS’ acquisition strategy Leverages existing QRS customer relationships Enters sporting goods industry Enters grocery/food industry Reduces costs of disposing of surplus merchandise Operates business as an intermediary Note: Section ends here … the branches stop when research activities become implicit Tradeweave is aligned with QRS Corporate Objectives QRS has access to capabilities required for success QRS Issue Tree Download the entire document at: www.gazhoo.com

The Job Summary..a summary of your projects finances…is sent out 2 or 3 days after each Pay Period. Finances: Tracking and Reviewing 1 2 3 4 5 6 7 10 8 11 12 9 Sell the Project Organize the Project Manage the Project