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Advice for young consultants
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Advice for young consultants

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  • 1. May 1, 2013
  • 2. 2Lessons I have learned…Understand the ProblemUnderstand the problem from your client’s viewpoint… bothorganizational and personal.Listen! Listen! Listen! Discuss what you heard.Then write a clear statement of Objectives and Scope.• Objectives: What you will accomplish.• Scope: The boundaries/limits of what you will do, e.g. global regions.Do the ResearchThe Creative Phase of ResearchA.) Formulate the framework for research.• What information is needed (not limited by what you believe you can do).• Define terms so that all stakeholders will understand the relevance.• Determine your sources…free and purchased.B) Organize your findings in a standardized data base.Definition of terms is the most common weakness.The Critical Phase of ResearchC) Establish evaluation criteriaD) Assess and rank the findings according to the criteriaThe client must agree on the criteria.Solve the ProblemFacts are derived from research.Solution emerges from understanding the relevance of the facts.No substitute for experience for this step.Communicate the SolutionAt least 50% of success is how well you communicate your solution.• Presentation format• Word selection• Figures, Charts, and Graphs (“A picture is worth a thousand words.”)Review Re-write! Review Re-write! Review Re-write!
  • 3. 3Future challenges…GlobalizationMore and more clients seek global solutions that require knowledge ofglobal markets.Is there a credible alternative to boots on the ground?Networked organizationA broad network must be available to quickly plug-in to add skills asneeded… “rent not buy” to achieve a viable cost structure.How can start-up inertia for outside assets be efficiently managed?Evolving capabilitiesWhat is excellent now is obsolete within a few years.Continuous development of consulting products and services isnecessary as clients learn from us and bring capabilities in-house.Communication withouttravelIn-person communication remains the gold standard, but the associatedtime and cost demands increasingly effective alternatives.How can continuous updating of communications technologies beaccomplished cost-effectively?
  • 4. ZENeSYS Consulting52 Waltham StreetLexington, MA, USA 02421T. 781.325.1774E. ssen@zenesysconsulting.comwww.ZenesysConsulting.comBusiness Innovation Consulting LLC15 New England Executive ParkBurlington, MA, USA 01803T. 781.581.5700E. ralphcolello@bicvalue.comwww.bicvalue.comBIC and ZENeSYS have partnered on a number of assignments.