Chapter 5 Defining the Destination, Developing a Strategy and Understanding Change & Presenting your Ideas. Supporting and Blocking Forces Internal Supporting Forces: Cost advantage, unique resources, market knowledge External Supporting Forces: Relationships with customers, expanded market potential, investor’s goodwill Internal Blocking Forces: Lack of managerial experience, lack of capital, lack of product knowledge External Blocking Forces: Limited market potential, competitor activity, high entry costs Problem Analysis, Specification, and Quantification  Brainstorm the causes  Group the causes into major categories  Construct a “Causes and Effect” diagram  Getting to the root cause of the major problems Objective Setting: Defining the Desired End-State  Aims  Objectives  Outcomes  Actions Who am I working with?  What is the organizational culture?  What are their core competencies?  What resources do they have?  How are those resources deployed? The Consultant verses the Client (organization)  What are your objectives?  I want to gain experience  I want to gain evidence that I did well The Consultant verses the Client (organization) What are your CLIENT’S objectives?  They want to develop more understanding surrounding the organization  They want their issue fixed (of course) The Consultant verses the Client (organization) Misalignment between the consultant and client requires negotiation between both parties to resolve Misalignment occurs because:  The client expects too much from the consultant  The client expects too much from the project  Specific outcomes are not defined by the client The Consultant verses the Client (organization)  Focus on win-win outcomes  Break down projects into sub-projects  Have the client prioritize outcomes  Refer back to the proposal Working through Organizational Change Change happens for a lot of different reasons and good consultants can help to facilitate through it. Organizational drivers of change  Financial issues  New competition  Regulations  Consumer behavior  New technology  Growth  New management Intuition Data Managing • Team • Client • Self Analyzing • Framing • Designing • Gathering • Interpreting Presenting • Structure • Buy-in Problem Solution McKinsey Model 1 1 Annotated Bibliography Your Name ECE 355 Instructor's Name Date Re-watch the following tutorial: Making an Annotated Bibliography Want to view a sample annotated bibliography? Annotated Bibliography Hint: Delete all of these green boxes before submitting the paper to your instructor. To delete the boxes: click on the edge of each box and press delete. Annotated Bibliography Author’s Last Name, Initials. (Year Published). Article title. Journal Name, Volume #(Issue #),  page range.  http://doi.org/xx.xxx.xxxx Explain the purpose of the article (1 sen ...

1. Chapter 5
Defining the Destination, Developing a
Strategy and Understanding Change &
Presenting your Ideas.
Supporting and Blocking Forces
Internal Supporting Forces: Cost advantage, unique resources,
market
knowledge
External Supporting Forces: Relationships with customers,
expanded market
potential, investor’s goodwill
Internal Blocking Forces: Lack of managerial experience, lack
of capital, lack
of product knowledge
External Blocking Forces: Limited market potential, competitor
activity, high

2. entry costs
Problem Analysis, Specification, and Quantification
problems
Objective Setting: Defining the Desired End-State
Who am I working with?

3. those resources deployed?
The Consultant verses the Client (organization)
The Consultant verses the Client (organization)
What are your CLIENT’S objectives?
surrounding the organization
The Consultant verses the Client (organization)
Misalignment between the
consultant and client

4. requires negotiation
between both parties to
resolve
Misalignment occurs because:
consultant
project
the client
The Consultant verses the Client (organization)
-win outcomes
-projects
Working through Organizational Change

5. Change happens
for a lot of different
reasons and good
consultants can
help to facilitate
through it.
Organizational drivers of change
Intuition
Data
Managing
• Team

6. • Client
• Self
Analyzing
• Framing
• Designing
• Gathering
• Interpreting
Presenting
• Structure
• Buy-in
Problem
Solution
McKinsey Model
1

7. 1
Annotated Bibliography
Your Name
ECE 355
Instructor's Name
Date
Re-watch the following tutorial:
Making an Annotated Bibliography
Want to view a sample annotated bibliography?
Annotated Bibliography
Hint: Delete all of these green boxes before submitting the
paper to your instructor. To delete the boxes: click on the edge

8. of each box and press delete.
Annotated Bibliography
Author’s Last Name, Initials. (Year Published). Article
title. Journal Name, Volume #(Issue #),
page range. http://doi.org/xx.xxx.xxxx
Explain the purpose of the article (1 sentence). Next, write a
summary of the general content (1-2 sentences). Write a
summary of the researcher(s) main finding(s) (1-2 sentences).
Point out the specific element/information that is most relevant
to how parenting impacts child outcomes (1 sentence). Describe
how/why this information will help you support educating
parents to promote healthy child outcomes. (1 sentence).
Author’s Last Name, Initials. (Year Published). Article
title. Journal Name, Volume #(Issue #),
page range. http://doi.org/xx.xxx.xxxx
Explain the purpose of the article (1 sentence). Next, write a
summary of the general content (1-2 sentences). Write a
summary of the researcher(s) main finding(s) (1-2 sentences).
Point out the specific element/information that is most relevant
to how parenting impacts child outcomes (1 sentence). Describe
how/why this information will help you support educating
parents to promote healthy child outcomes. (1 sentence).
Author’s Last Name, Initials. (Year Published). Article

9. title. Journal Name, Volume #(Issue #),
page range. http://doi.org/xx.xxx.xxxx
Explain the purpose of the article (1 sentence). Next, write a
summary of the general content (1-2 sentences). Write a
summary of the researcher(s) main finding(s) (1-2 sentences).
Point out the specific element/information that is most relevant
to how parenting impacts child outcomes (1 sentence). Describe
how/why this information will help you support educating
parents to promote healthy child outcomes. (1 sentence).
Tip 1: Note that references are listed in alphabetical order.
Tip 2:Click on this 3-minute video on ACADEMIC VOICE and
FORMATTING YOUR REFERENCE for more help.
Tip 3: No reference page is needed for an annotated
bibliography.
Skill of the Consultant

10. and
Project Proposals
Appreciate the skills effective management consultants bring to
the job
and in particular recognizes:
schedule and
on budget;
identify the
opportunities it faces and develop strategies to exploit them;
-building skills needed to relate ideas to
positively influence
decision makers and to make the project happen in real

11. organizations.
Understand the selling process of a consulting project.
Recognize the key elements of the project proposal and how
they may
be articulated in order to have an impact and to influence the
recipient.
Overview
The consultant is often an outsider who brings benefits in
having an outside
perspective; however, in order to succeed, they need to build
relationships.
The consultant must develop
project

12. understanding of the client business and the possibilities it
faces
others
The “Consultant”
Consultant
Client
A consulting project is a self-contained one.
Essential skills are the ability to define objectives, develop
formal plans and be able to sequence and prioritize tasks.
Important skills needed are the ability to manage finances,
recognize the expertise needed and manage one’s own

13. time.
Project Management Skills
Analysis skills
existing
information and using their own personal experience.
and
draw conclusions, recognize the external opportunities and
challenges the business faces and finally assess the busines s’s
internal condition.
assessing the business’s financial situation, evaluating the

14. business’s markets and analyzing the firm’s decision-making
processes.
Organizational Life Cycle
Embryonic Growth Shakeout Maturity Decline
Audience Early Adopters Mainstream Population Late Adopters
Laggards
Market Small Growing Flattening Large Contracting
Sales Low Growing High Flattening Moderate
Competition Low Beginning Moderate High Moderate
Relationship-Building Skills

15. relationship-building skills.
communicating ideas effectively and negotiating objectives
and outcomes.
effectively as a team and demonstrating leadership.
The Consulting Selling Process
Identify potential targets.
Decide on the product offering
Conduct a competitive review
Promote your consulting services

16. Follow up resulting sales enquiries
Meet potential clients and discuss requirements
Prepare a project proposal
The Function of the Project Proposal
undertaken and forms the basis of the commitment and
expectations from the client.
client
would like in an ideal world. Promising too much is as bad as
promising too little.
sultant has to understand the client’s needs
and

17. expectations.
The Project Proposal
This should be a clear, well-structured business document
of as short a length as possible to provide the main ideas.
It should include at a minimum….
• title and executive summary
• the client’s requirements
• your team’s approach
• activity and time plan
• key personnel
• summary of relevant experience

18. • costings
Intuition
Data
Managing
• Team
• Client
• Self
Analyzing
• Framing
• Designing
• Gathering
• Interpreting
Presenting

19. • Structure
• Buy-in
Problem