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1. Type author names here
© Oxford University Press, 2013. All rights reserved.
O’Mahoney and Markham: Management
Consultancy, 2nd edition
Chapter 5: The Consulting
Lifecycle
Dr. Joe O’Mahoney and Calvert Markham
Adapted from

2. O’Mahoney and Markham: Management Consultancy, 2nd edition
Chapter Objectives
By the end of this lesson, you will be able to:
 Describe the consulting life-cycle.
 Explain the sales approaches that consultancies use.
 Write and manage basic proposals.
 Show how negotiations are managed.
 Introduce the research skills used by consultants.
 Details how projects are planned and delivered.
 Explain how projects are handed over, and reviewed.

3. O’Mahoney and Markham: Management Consultancy, 2nd edition
5.1 The consulting lifecycle

4. O’Mahoney and Markham: Management Consultancy, 2nd edition
The consulting lifecycle

5. O’Mahoney and Markham: Management Consultancy, 2nd edition
The Details

6. Figure 11.1 A simplified critical path analysis for a consulting project
Wickham, P. (2004)

7. O’Mahoney and Markham: Management Consultancy, 2nd edition
5.2 Sales

8. O’Mahoney and Markham: Management Consultancy, 2nd edition
A sales overview
 Poachers turned game-keepers
 Managing the sales pipeline
 Developing a sales strategy

9. O’Mahoney and Markham: Management Consultancy, 2nd edition
Targeting clients
 Cold calling
 Thought leadership and research
 Schmoozing
 Using insiders
 Upselling
 Referals

10. O’Mahoney and Markham: Management Consultancy, 2nd edition
Managing proposals (1)
 Not writing proposals
 What is in a proposal?
 Executive summary
 Project background
 Objectives / deliverables
 In scope / out of scope
 Outline approach
 Success measures
 Work plan
 Resources and responsibilities
 Costs
 Expenses
 Processes
 Dependencies and risks
 Disclaimer
 Proposal style

11. O’Mahoney and Markham: Management Consultancy, 2nd edition
Writing Proposals

12. O’Mahoney and Markham: Management Consultancy, 2nd edition
Moving to contract
 The balance of power
 Preparing for negotiations
 Doing the deal

13. O’Mahoney and Markham: Management Consultancy, 2nd edition
Types of payment
 Free consultancy
 Project fee
 Fixed time rates
 Risk / reward
 Penalty clauses

14. O’Mahoney and Markham: Management Consultancy, 2nd edition
5.3 Research

15. O’Mahoney and Markham: Management Consultancy, 2nd edition
Planning research
 Problem statement
 Research questions / hypotheses
 Quanitative and qualitative research

16. O’Mahoney and Markham: Management Consultancy, 2nd edition
Research methods and data collection
 Literature reviews
 Interviews
 What can interviews tell you?
 Who should be asked?
 Questionnaires / surveys
 Other methods
 Ethnography
 Action research
 Work shadowing
 Work observation

17. O’Mahoney and Markham: Management Consultancy, 2nd edition
Data analysis

18. O’Mahoney and Markham: Management Consultancy, 2nd edition
Data analysis

19. O’Mahoney and Markham: Management Consultancy, 2nd edition
5.4 Delivery

20. O’Mahoney and Markham: Management Consultancy, 2nd edition
Delivery
 Building a project partnership
 Planning delivery
 Planning and control
 Communication
 Resourcing

21. O’Mahoney and Markham: Management Consultancy, 2nd edition
A risk register

22. O’Mahoney and Markham: Management Consultancy, 2nd edition
A Change Control Process

23. O’Mahoney and Markham: Management Consultancy, 2nd edition
5.5 Exit

24. O’Mahoney and Markham: Management Consultancy, 2nd edition
Exit
 Handover
 Withdrawal
 Project review
 Follow-up

25. O’Mahoney and Markham: Management Consultancy, 2nd edition
Summary

26. O’Mahoney and Markham: Management Consultancy, 2nd edition
Summary
This chapter has:
 Explained the consulting life-cycle
 Described the importance of sales
 Shown how to structure successful proposals
 Explained the research that consultancies perform
 Described how consultancies deliver their work and exit
projects successfully