What is Consulting? Anthony Rees

Transcription

1 What is Consulting? Anthony Rees

2 Anthony Rees Facilitation, Training and Personal Development Consultant BSc (Hons), MBA, MBTI, SDI, Belbin & DISC Accredited Fellow Institute of Management Consulting 20 years FS / Management Consultancy and client facing roles Consultancy and Sales Clients include Visa International, BAE Systems, Nokia Siemens, SmartStream, Odyssey, Wall Street Systems, Motorola, BT, PSD Group, Hedra, Capita & Capco. FS Clients include JPMorgan Chase, Deutsche Bank, ABN, ING, EBRD, BNP Paribas

3 What is a Consultant? A consultant is a person in a position to have some influence over an individual, group, or an organisation, but who has no direct power to make changes or implement programmes. A manager is someone who has direct responsibility over the action. The moment you take direct responsibility, you are acting as a manager. ARCL 3

4 What Does a Good Consultant Look Like? Draw a picture of what makes a good consultant Syndicate A Firm perspective Syndicate B Client perspective Flip Chart to present to group ARCL 4

5 Block s Consultancy Model Technical Skills Interpersonal Skills Consultancy Skills Engagement Skills Peter Block Flawless Consulting ARCL 5

6 A Trusted Advisor (David Maister) Trusted Advisor Breadth of business issues Subject matter expert Depth of Personal Relationship 6

7 The Trust Equation (Maister) T = C + R + I S Where: T = Trustworthiness C = Credibility R = Reliability I = Intimacy S = Self orientation 7

8 Trust Realms (Maister) Component Realm Example Credibility Words I can trust what he says about.. Reliability Actions I can trust her to Intimacy Emotions I feel comfortable discussing this. Self orientation Motives I can trust that he cares about..

9 Individual Failings (Maister) Poor marks on Get characterised by: Credibility Windbags Reliability Irresponsible Intimacy Technicians Self orientation Devious

10 Different consultancy roles Role Facilitator Problem solver Adviser Executive Activity Let me help you solve your problems for yourself Although I do not have the answer, I have skills that will enable me to reach a solution I have come across this problem before and this is what you should do My expertise is best used by taking a line role in your organisation ARCL 10

11 IBC Competency Framework Behaviours Skills Knowledge 11

12 Institute of Business Consultancy Institute of Business Consultancy is the professional body for management consultancy in the UK. It offers a structured professional development framework to support your continuous development. The IBC is a division of the Chartered Management Institute Clients are increasingly requesting evidence of professionalism from their consultants 12

13 Certificate in Management Consulting Essentials The Certificate in Management Consulting Essentials provides an introduction to management consultancy. It is intended for people who are considering a move in to the profession from a functional discipline, or for those who wish to obtain an introduction to the skills and knowledge needed in the field of management consultancy. As an aspiring management consultant, it will help you learn about: the consultancy role the consultancy cycle the client relationship communication for consultants effective project delivery structured, knowledge, research and analysis There are no specific entry requirements for this qualification, but it is expected that most candidates are intending to enter in to a management consulting role and will therefore be educated to degree level or hold a minimum of two years business experience. a successful consultant. 13

14 Diploma in Management Consulting The Diploma in Management Consultancy will develop your knowledge, skills and behaviours to operate as a management consultant. It is intended for people who want enter management consultancy from a functional discipline, or for those who wish to develop to the skills and knowledge needed to operate in the field of management consultancy. As a developing management consultant, you will learn about: professional practice professional development managing consultancy interventions organising structure and culture entry & diagnosis interpersonal interaction group techniques communicating with impact effective project management tools and techniques for effective consulting It is recommended that candidates are educated to degree level or equivalent, or hold a minimum of five years' business experience. 14

15 Certified Management Consultant The CMC Award is achieved by completing a competencybased assessment process the competencies are set at the Independence level of our Management Consultancy Competence Framework and undertaken by experienced assessors who assess the skills, knowledge and behaviours needed to be a successful consultant. 15

16 CMI / IBC Resources 24 hr access to CMI Management Information Centre Professional researchers and enquiries Online student resource centre Six issues of Professional Manager Management benchmarking tools Networking opportunities 16

17 Client Partnership Models Time and material Fixed Price Delivery Shared Investment and commercial exploitation Shared risk/ shared reward ARCL 17

18 Utilisation Gross Costs Salaries Bonus National Insurance Training 76% X Chargeout rate Income Overheads Premises Directors Sales Accounts 14% Profit 10%

19 Utilisation Utilisation set at 80% of 253 days = 202 days 51 days for holidays, training, bench, Sickness etc A 10 % drop in Utilisation to 70% = 176 days Will mean no profit made by the organisation X Income Chargeout rates grade/ role Average c 750 Chargeout rate Uplift of 10% would increase profit to c15% due to variable costs