the consulting process* * aka decision making process, continuous improvement process, etc....

The Consulting Process*The Consulting Process*

* aka Decision Making Process, Continuous Improvement Process, etc.

University of Illinois - BCS

The Consulting Process*The Consulting Process** aka Decision Making Process, Continuous Improvement Process, * aka Decision Making Process, Continuous Improvement Process,

etc.etc.


Entry & Contracting

Problem Definition

Data Collection

Analysis

Implementation

Extension/Termination

Solution Development

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Evaluation

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Entry & ContractingEntry & Contracting

• Confidentiality!!! Non-disclosure agreement

• Preliminary Problem Definition

• Your Role

• Client’s Role

• Consensus on Objectives

• Definition of the Deliverable

• Data & Resources you will need

• Time Schedule


The Consulting Process:The Consulting Process:

Entry & ContractingEntry & Contracting

System is Closed to Change

System is Open to Change

EquilibriumLittle chance to help.

Do not accept

Change may happen slowly. Accept.

Carefully set expectations.

Disequilibrium

Expect high conflict and slow change. Accept with care.

Carefully set expectations.

Great opportunity for success. Accept.


Problem DefinitionProblem Definition

• Know & Understand Your Client Personally

Meetings, Phone Calls • Understand the Industry & Environment

Research at Library and Internet• Understand the Client’s Organization

Meetings with the client, personal visits to the organization

GOAL: Precise Problem Definition


Project TypesProject Types

Decision Support- Involves data gathering

around specific problem- Work product is an answer

to a question

Operational- Product is something to be

implemented (operationalized)• New process• New system• New guidelines/regulations• New framework• New strategy

- Typically involves development of some sort


Understanding the Client’s Understanding the Client’s NeedNeed

Know the context of the project- Who is the sponsor? - Motivation behind project

The more the consultant knows, the better- The industry- The company- The department(s)

Sometimes follow-on projects can be planned for


Data CollectionData Collection

Begins early (here, with the Fact Finding Report)

Primary:

• Interview employees, client, customers

• Review Financial Statements & Manuals

• Construct and administer surveys

Secondary:

• Research, Library, Internet, Chamber of Commerce, State & County Government


AnalysisAnalysis

• Data from surveys

• Financial Statements

• Market Research

• Cause/Effect

• Correlations

• Decision Trees

• Flow Charts


Solution DevelopmentSolution Development• Client Involvement is Imperative!

• Prepare multiple draft solutions if necessary –

only one can be implemented!

Goal: Deliverable that is valuable and can be implemented


Extension/TerminationExtension/Termination

• Defined by the Engagement Agreement• Most do not include Implementation

• This is where you have to get permission to move forward• Permission granted based upon your performance

You may not be granted permission

Tip: Don’t burn bridges!


ImplementationImplementation

• Client Involvement is Imperative!• Implementation is the reward for good work up to this point.• May require different skills than prior phases.

Self-analysis is required Are you Qualified? • “Discretion is the better part of valor.” my Dad• “Know when to hold ‘em. Know when to fold ‘em.” Kenny

Rogers


Ultimate GoalUltimate Goal


Get Here

the consulting process* * aka decision making process, continuous improvement process, etc....

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