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Introduction to Value Based Consulting presentation
- 2. hello my name is ravi warrier ravi.warrier@acutance.in
- 4. what is it?
- 5. (because knowledge is a subtractive process)
- 6. the traditional consulting (applaud when it’s over)
- 7. why consultants are despised (don’t applaud when it’s over)
- 8. expert consulting output driven co: getting business / billables cl: reports and recommendations
- 10. value consulting (based) value driven co: keeping the business / relationships cl: knowledge and capabilities
- 11. value consulting (based) is an approach built on the foundations of relational consulting with an aim of delivering long-term value and not shortterm outputs
- 12. 2 the revolutionary consulting (applaud if you want to)
- 13. relational consulting drawing out and leveraging on client expertise to get unconditional buy*in from people whose courage is required to implement changes
- 15. how? who’s the real expert?
- 16. how? have faith, and be trusted
- 18. how? learn and innovate, always
- 19. 3 the true value of consulting (applaud, yay!)
- 21. a code to guide your thoughts and your actions (my philosophy) consulting principles
- 22. #1 success starts with the customers. my success is a function of theirs. #2 the more I learn, the better i can serve my customers. #3 never lose the trust others place in you. consulting principles
- 23. #4 customers may not always be right, but they have rights. #5 growth is the function of knowledge sharing. #6 a solution wants to be found, you are just not trying hard enough. consulting principles
- 24. #7 we cannot solve problems using the same kind of thinking we had when we created them.* #8 we, consultants should act as coaches so when we leave the knowledge stays with the business.* * source: @PEXNetwork consulting principles
- 25. reprise value consulting = (relational consulting * delivering value)
Editor's Notes
- Opening slide. Let this be displayed, while the audience settles down and initial introductions are made.
- Hello everyone. Firstly, I’d like to thank all of you for taking time out and attending this knowledge sharing session. I wasn’t sure that I would see so many faces, when my friend Krishna Praveen asked me to talk at HydSPIN on this topic. Perhaps, that’ because value consulting still hasn’t caught up in India. But I am glad, we have so many people who want to learn about this new concept. That’s always a first step.My name is Ravi Warrier and I run a small management advisory firm by the name of Acutance Consulting. I have over 15 years of experience in problem solving and solutions definitions. And while, the concept of Value Consulting has been recently formulated, I have worked with its princinples since my first job ever way back in 1995. I love speaking and sharing ideas and knowledge. According to me, it’s a part of my growth and that’s why I am here.
- Before we begin, I would like all of us to give a big round of applause to the organizers. They have done a wonderful job of arranging this event so that we can all come out wiser from it. Plus, I have to thank them personally for sending that wonderful and flattering synopsis to you prior to this session. Thank you guys! (Start clapping).The next step is for me to explain the flow of this presentation. That’s what I call the ‘transformation process’. But by doing that, I’ll be stealing my own thunder and will let you discover the gems on your own.Some ground rules: I am pretty absent minded, so if would be best if you put your phones on silent. If you have questions, raise your hands, but allow me time to just quickly jot down on the board the topic I am talking on, so that I can continue from there.Thanks again for being here.
- So, let me begin by asking you “What is Value Consulting?” or “What is Value (based) Consulting?”. <Wait for a few responses. Jot down keywords and take the discussion to logical conclusion before moving on.>
- To understand VC, let’s start by understanding what it is not. I have always believed that the process of gaining knowledge is a subtractive one. We learn by learning what not to do, rather than what to do. For example, a child learns to not play with fire because it burns. We learn from mistakes, our own and of others. If I ask you to become like Bill Gates, it is far more easier to emulate him, if you learn the mistakes he’s made and not do them. The things that he did well are much more difficult to identify and attribute to him. So, we will start with what VC is not.
- This is the first role play of the seminar. I will need a volunteer to play the role of a process consultant.The scenario is thus:I am an experienced project manager who has taken up a new job and have been assigned to a project. As a part of the organization’s quality drive, every project is mandated to adhere to CMMI level 3 framework and hence have been assigned a process consultant. I have requested our first meeting which is the scene of the role play. The role play is un-scripted and will allow the volunteer consultant to pursue his own method in assisting me.
- A short story about how BCK tanked after they hired AA to help them consolidate their expenses and overheads prior to launching an IPO. This is not to state that BCK tanked because of the recommendations of AA, but that the reports and recommendations could not even save BCK from going under.
- Explain the contents of the slide.
- But also explain where expert consulting is useful. For example, while the dynamics of processes definition is relational, something like analysing metrics or filling up a project plan, schedule, etc. isn’t. These are situations where the other person may not have any experience or expertise and hence your expertise is required.Expert consulting is the mode to use when dealing with matters that are non-human. E.g, setting up a factory or a production unit. Geological surveys. Product research. Etc.Ask the question: How many of you invest in stocks? And how many listen to experts on TV or the web to make your decision? And how many of you think that stock picking can be monetized by the use of expert consultants? Why? <Discuss>The truth is stock markets cannot be consulted for. The dynamics of the system is random and hence unpredictable and therefore it makes no sense to seek forecasters’ opinions on the future of the stock markets.
- Turn everything upside down and you get to value consulting. Explain the contents of the slide.
- Explain and discuss the contents of the slide.
- This is the second role play of the seminar. In this, the roles are reversed, where a volunteer (either the same person as before or a new volunteer) plays the role of the project manager, while I play the role of the process consultant. The scenario is the same: An experienced project manager in a new job has been assigned to a project and has requested to meet his/her process consultant as a requirement of the organization to set up processes in his/her project.I will be using the relational model to facilitate the processes definition and implementation activities to demonstrate the differences between traditional consulting models (expert counselling based) versus the new approach (using relational consulting model)
- Explain and discuss the contents of the slide.
- Explain and discuss the contents of the slide.
- Explain and discuss the contents of the slide.
- Explain and discuss the contents of the slide.
- Explain and discuss the contents of the slide.
- Explain and discuss the contents of the slide.
- This is the third role play of the seminar. I’ll need a volunteer to play a role of an 18 year old seeking career counselling. The role play will have two parts, where one session would be aimed at giving recommendations, while the other would push the volunteer towards analysing the situation and pursuing a right course of thinking to develop recommendations for self.Give the Demo 3 handouts before starting. Everyone except the volunteer gets a copy prior to the role play. Give the handout to the volunteer once it is over.