Vedran Antoljak presented an analysis of new business models for consulting at a round table discussion in Zagreb. The presentation covered: 1) The transformation of consulting services from general to targeted and customized offerings; 2) The five major priorities consulting companies must achieve to grow; and 3) How regional consulting businesses may tap different geographical markets.

1. New business models for consulting –
Strategy and Tools for Success
Analysis for further discussion
Round table – Session II
Vedran Antoljak, Managing Director
Zagreb, June 12, 2009.
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2. Consulting services are transforming from traditional general
consulting into targeted and customized services
Transformation of the consulting needs
Industry Era
Knowledge Economy
NEW PRODUCTS
SUPPLIERS
-Key experts
- Employment
decreasing
MARKET
- Low
margins
COMPETENCIES
CLIENTS
- Sophisticated
- Selective
CLIENT
INNOVATION
SUBSTITUTES
-”free” services
Source: Porter five-forces and Sense Consulting analysis
NETWORKS
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3. In order to grow, consulting companies have to achieve and
sustain five major priorities
Priorities for consulting companies
1. Competencies
2. Market position
3. Profit growth
4. Reputation
5. Operational flexibility and agility
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4. Regional consulting businesses may tap different markets
depending on their resources and competencies
Geographical markets in consultants’ perspectives
GLOBAL
(INTERNATIONAL)
REGIONAL
(SOUTHEAST
EUROPE)
MARKET
LOCAL
(COUNTRY)
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5. Nature of global demand for consulting is changing
GLOBAL
Key drivers of international demand
Shifting
client
trends
Maturity of
consulting
services
Macroeconomy
Source: Kennedy consulting research and advisory
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6. Strong analytical services is the new area with high potential in
strategic management consulting
GLOBAL
Analytics-centric offerenings
Simulation
General
business
insights
Source: Kennedy consulting research and advisory
Optimization
Prediction /
estimation
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7. EU accession process and pre-accession funds will be the key
driver of consulting demand in SEE in the next 2-4 years
Key drivers of regional consulting demand
REGIONAL
EU accession and
funds
Government
reforms
Public and private sector
Public sector
SouthEast
Europe
Private sector
Private sector
ChangeTransformationTurnaroundRestructuring-M&A
Information &
Communication
Technology and
Innovation
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8. The region is showing a steady growth of consulting business
and creation of regional consulting partnerships
Some developments observed in the SEE region
REGIONAL
• Inter-regional consulting exchange
̶
Knowledge and skills transfer
̶
Market expansion, M&A
• Consolidation of the consulting market
̶
Cross-border alliances and partnerships
̶
Evolving regional consulting companies/alliances
• Bigger and fewer projects
̶
Replication of projects (EU)
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9. Public sector consulting would increase while private sector
would require higher value-added consulting services
COUNTRY
Estimated consulting needs in SEE countries
Private sector
Public sector
• Investment support
• Energy efficiency
• Innovation and Intellectual
• Performance
Capital
management
• SME support
• Citizen-focused services
• “Green” consulting
• Lean operations
• Restructuring and Change
• Information systems
• Tendering services
• Health services
• Cost optimization
• Talent management
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10. The changes in demand and trend of cross-border alliances
indicates evolvement of strong regional consulting firms
Possible scenario for tomorow’s consulting market profiling
COUNTRY
• INTERNATIONAL STRATEGY
CONSULTANTS
̶ Entering mid-market
CONSULTING
MARKET
TODAY
• REGIONAL CONSULTING FIRMS
̶ Resources / Sophistication
̶ Alliances
• “NICHE” CONSULTANTS
̶ Specific industry (e.g. FMCG)
• INDIVIDUAL CONSULTANTS
̶ Senior experts 15+
̶ International / regional expertise
• “TRAINING” CONSULTANTS
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11. Let’s discuss…
What strategies and tools
could be considered for
successful consulting
business?
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12. Contact
Vedran Antoljak
Managing Director
Information and contact:
E-mail: vedran.antoljak@senseconsulting.eu
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