selection and development of professional staff in strategic consulting organizations c. randall...
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STAFF SELECTION. STAFF DEVELOPMENT. Selection and Development of Professional Staff in Strategic Consulting Organizations C. Randall Powell. Strategic Consulting A Unique Environment. Mission Statements. - PowerPoint PPT PresentationTRANSCRIPT
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Strategic ConsultingStrategic Consulting
A Unique EnvironmentA Unique Environment
STAFFSTAFFSELECTIONSELECTION
STAFF STAFF DEVELOPMENTDEVELOPMENT
Selection and Development of
Professional Staffin
Strategic Consulting Organizations
C. Randall Powell
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ClientPartnering
To help our To help our clients clients
make positive, make positive, lasting, and lasting, and substantial substantial
improvements improvements in their in their
performance.performance.
To buildTo builda great institution a great institution
that attracts, that attracts, develops, motivates develops, motivates
and retrains and retrains exceptional people.exceptional people.
Mission Statements
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SERVE MANY DIFFERENT INDUSTRIESSERVE MANY DIFFERENT INDUSTRIESFinancial Institutions
Consumer Goods
Electronics
Telecommunications
Manufacturing
Energy
Chemicals andPharmaceuticalsTransportation
Global Consulting Networks
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(Functional Distribution)(Functional Distribution)
Operations
•Re-engineering
•Process Design
•Logistics/Distribution
•Global Sourcing
Organization
•Reorganization
•Matrix Organizations
•Functional Reorganization
•product SBUs
Information
TechnologyFinance
Marketing/Sales
•Innovative Launches
•New ProductDevelopment
•Co-Marketing
•Sales ForceStrategies
Strategy
•Competitive Response
•Produce Portfolio
•Service Strategies
•Alliances
•Acquisitions/Mergers
The Engagement Mix
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A Growth Industry
Em
ployees
90 91 92 93 94 95 96 97 98 99 00 01
Support Staff Consulting Staff
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Problem Solving Approach4 Key Features
• Top Management Viewpoint/Strategy
• Fact Based/Objective
• Teams/Consolidation Experts
• Implementable Realistic Recommendations
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Staff is Key
• Proven experts with experience (Partners)
• Staff contacts with clients (Sales/Engagements)
• Entry Consultants/High Potential
• Analysts
• Support Staff
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Partner Associate
Engagement Manager
JuniorAssociate
ClientTeam
MembersOutcomes/ Recommendations
The Team Approach
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•Intellectual Capacity
•Practical Orientation
•Quantitative Comfort
•Creativity
•PresencePresence
•CommunicationCommunication
•EmpathyEmpathy
•Personnel Initiative
•Teamwork
•Entrepreneurship
•ExcellenceExcellence
•Top StandardsTop Standards
•ExcitementExcitement
•PersistencePersistence
Problem Solving
PersonnelImpact
LeadershipPresence
Drive Energy
Consulting Candidate Credentials
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Recruiting Process
• Recruitment Talent Search (paper/web)
• Initial Interviews
• Round 1 (minimum 1 hour)
• Round 2 (all day events)
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Recruiting Process
– Cover letters
– Resumes
– Academic records
– Top schools
– Networks
– Continuous
•Recruitment Talent Search (paper/web)
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Recruiting Process
– 30 - 60 Minute
– Campus
– Web teleconference
– Facilities
– Airport
– Telephone
•Initial Interviews
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Recruiting Process
– 2-3 Senior Associates Campus
– Focus on experience and education
– Behavioral based questions
– Case interviews
•Round 1 (minimum 1 hour)
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Recruiting Process
– 2-3 Senior Partners – Committee/team choice – Case or Assessment Center involvement
•Round 2 (all day events)
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Interview Probing Techniques• Tell me about prior responsibilities.• Discuss past project assignments.• How did you organize this particularly project?• How did you establish priorities?• To whom did you assign specific responsibilities?• What was your time line for intermediate and final deliveries?• Give an example of a major problem situation that arose.• How did you solve the problem?• Exactly how did you handle a serious manager problem in
performance?• What happened after your recommendations?• How did you feel about the total experience?
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Partner Election
Client Acquisition
Leadership Development
Client Relations
Competence Building
Engagement Management Skills
Basic Consulting Skills
Junior Associate 1-2 years
Large Project Manager2+ years
Engagement Manager 2-3 years
Associate 2-3 years
Consulting Career Path
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Skills Development
• Knowledge Centers• Crash mini-MBA Courses• Communication Skills• Influencing Styles• Engagement Leadership• Industry Workshops• Functional Workshops• Technology Training • Client Relationship Development• Negotiating Skills
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PROGRESS OVER TIME
Learning
Evaluation Training
Coaching
Development Process
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Multiple Consistent Industry Engagement roles mobility focus types
Client Projects
Client Development
Practice Development
Office Activities
Learning Through Working
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Standard Training Courses
• Basic Accounting and Finance• Communication Skills• Economic Analysis• Interpersonal Skills• Team Building• Leadership Training• Management and Organization• Marketing Tools• Technology Tools
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(Informal and Formal)
Assigned Mentors
Informal Mentors
Client Feedback
Manager Development
Staff Feedback
Engagement Team Guidance
Coaching/Mentoring
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Semi-Annual Performance Reviews
•Previews Projects
•Current Engagement Progress
•New Development Goods
•Proposed Engagement Experiences
Project 1 Project 2 Project X Project XX
Engagement Performance Reports
Formal Evaluation
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Assignments
Recruiting People
Perso
nal T
rain
ing
EngagementPerformance
Developmental
Training
Rewar
ds
Interlinked HR Process