UNIVERSITY of ILLINOIS BA 445 Small Business Consulting GE Business and Technical Consulting Jeffrey M. Kurtz, Adjunct Lecturer and Facilitator

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1 UNIVERSITY of ILLINOIS BA 445 Small Business Consulting GE Business and Technical Consulting Jeffrey M. Kurtz, Adjunct Lecturer and Facilitator Work Phone: Room 163 Wohlers Hall jmkurtz@illinois.edu Office Hours: by Appointment SYLLABUS REQUIRED TEXT: The E Myth Revisited, Why Most Small Businesses Don t Work and What to Do About It, Michael Gerber, Harper Business, BACKGROUND: Students at the University of Illinois receive classroom instruction in a variety of disciplines. Most often, the students' application and further development of their learning takes place following graduation. This class gives students a unique opportunity to apply their classroom skills and tools in a real world setting while still in school. Consultation is a two-way interaction -- a process of seeking, giving, and receiving help. Consulting is aimed at aiding a person, group, organization, or larger system in mobilizing internal and external resources to deal with problems and change efforts. This class is an applied study of business concepts and strategies as well as techniques of consulting. The course surveys perspectives on consulting and discusses issues and problems relating to client engagements. In addition, students form consulting teams that work directly with a business client for 12 weeks of the semester on a project jointly defined by the client and the team. The course treats consulting both as a method for improving management practices and as a profession including establishing professional standards in the quality of advice provided, methods of intervention and ethical principles. Consulting can be practiced in many different ways reflecting the diversity of the organizational contexts in which consultants operate, the different personalities of clients, and the various conceptual approaches and interventions developed by the consultants. In this course, we will not generalize about consulting or recommend a "best way" but do provide a comprehensive and balanced picture of the consulting process. Students then make their own choice of approach, consistent with the technical, organizational and human contexts in which they will apply their consulting skills. Although we do not recommend a "best way" of consulting, we do recommend a form of consulting in which (i) the consultant shares expertise with the client instead of trying to keep it to him or herself; (ii) the client participates as closely and intensively as possible in the assignment; and (iii) both parties spare no effort to make the assignment a valuable learning experience.

2 COURSE OBJECTIVES: The main purpose of the course is to contribute to the development of professional standards and practices in consulting and to provide direct experience in consulting activities. Specific objectives of the course include: 1) Understanding the process of consulting and the practice of consulting; 2) Application of analytical tools, techniques and procedures for dealing with business problems in a wide variety of problem contexts; 3) Practical experience in a real-life laboratory, combining business disciplines studied in the College of Commerce as well as professional management skills; 4) Development of the following personal qualities: a. analytical ability and balanced judgment; b. capacity to solve problems and reach decisions in a sound and well-organized manner; c. ability to work with - and lead - others; d. understanding of human behavior and of social, political and economic forces operating in a business environment; CLASS PROCEDURES: Course objectives will be accomplished through the use of primary and secondary text materials, role play and skill development exercises, in-class presentations, and an actual consulting project. Class will be held three hours each week with additional class meetings, and group meetings, scheduled as necessary. Significant outside-of-class work is required to complete the course objectives. Students are encouraged to attend weekly formal class sessions. Subsequent class sessions may be held as determined necessary during the semester. Informal work sessions for each team will be conducted at such time(s) during the week the instructor or team determines warranted. Location of informal sessions will be determined by the team and may include the client's offices. This class should consume at least ten (10) hours of formal or informal sessions during any week. You will be asked to keep a time log of all time spent on your project including these scheduled sessions. In addition, each team will be responsible for providing both oral and written progress reports, as scheduled, during the semester. The course objectives dictate diligent and sincere effort on the part of each student. In a team, the performance of one student may significantly affect the overall performance and the final grade of the team. A peer evaluation is an important part of the grading system for the course. Dropping the course after project assignment is viewed as unprofessional behavior. The impact on the assignment may jeopardize the project and may cause an embarrassing situation with the community. At no time will the course be dropped unless specifically coordinated in writing with the instructor. By enrolling in this class, students accept an important responsibility requiring a commitment of time and effort beyond that required in a typical academic class. Clients have real needs when they request assistance and intend to use the recommendations of the team, upon completion of the project. You, the student consultant, can have an important impact on your client's activities. We will strive to make that impact as positive as possible.

3 Grading for the course is determined from the students demonstrated ability to apply classroom business concepts and experiences in a real-world, real-time business setting. There are no quizzes, hour exams or finals for the course. There are several perspectives of the students' work and evaluation milestones that allow the instructor to see how the student can perform in a realistic business environment. Grades are not based on a "curve" but are formulated against standards as established by the consulting profession, the client, peer consultants and the instructor. Work that does not meet the established standards will be returned and redone until it does. Students not committed to do "A" work should not remain in the class. This evaluation process simulates the expectations in the business world. PROJECT PROCEDURES: Formation of Teams Each student will submit a resume just as they would if they were applying for a job. Each team of students will have a team leader, a manager if you will. The team leader will be selected by the instructor from the pool of applicants using a rolling hiring basis. In other words, students who wish to be a team leader should make a written request to me via on or before the date in the schedule. Each student will be interviewed privately by the instructor in the order in which the requests are received. After the necessary number of team leaders has been reached, interviews will terminate and the application process will be finished. The team leaders will review all of the remaining resumes and interview those students. Then the team leaders will select their teammates using a closed bidding system. Each team leader will be given a salary budget of $100,000 that will be used to "bid" on their desired teammates. In recognition of the significant additional responsibilities for team leaders, they will be eligible for a grade increase of from 0% to 5% from their established grade at the end of the course. The instructor will determine the increase based on the team leader's ability to manage the team and deal with the adversities that arise during the project. Selection of a Project A number of potential clients will attend the class specified in the class schedule and each potential client will make a presentation to the class that will include information about their business and the general issue they would like assistance with. The assembled teams will select a project based on these presentations. Project Procedures Upon assignment to a project, the team shall arrange to meet with the client as expediently as practical. The entry stage should follow the process as outlined in class. Prior to the first client meeting, the team should compile a list of questions to insure that maximum information is gathered. The initial and subsequent meetings shall be fact-finding through questions and observations in order to accumulate a reservoir of information from which a detailed proposal can be developed and meaningful analysis can be performed by the team. Students are expected to meet with clients at least once a week. Additional support from other students in the class, instructors, or other sources can be requested by team members when determined warranted. Students are encouraged to take slides, photos, recordings, etc. that more effectively presents information. No visits shall be made to the client or appointments or meetings unless the student is professionally groomed. No meeting(s) shall take place with a level of responsibility higher than necessary. Each visit made to the client's offices shall be reported in the weekly progress report. The progress reports are kept in a master client file by the instructor. An evaluation of

4 these reports is a part of the course grading system. A continuous log of the engagement should also be kept by the team for use in "to do" scheduling, job tracking, and report writing. A digital binder or a ring binder, or multi-pocketed folder, works well to organize these reports. GRADING: Final grades will be calculated as follows: Graded by Points Fact Finding Report & Proposal Kurtz 15 Outline of Final Report Kurtz 15 Evaluation of Process & Outcome (example on website) Client 25 Final Written Report Kurtz & Client 25 Final Oral Report Kurtz & Client 20 Peer Review/Evaluation (example on website) Peers 15* Project Administration (weekly updates, etc.) Kurtz 15 Total Points 130 *Students should note that a significant portion of the course grade is derived by an evaluation of your performance from your peers on your consulting team. REPORTS: The following documents are required from individuals and from the team on the dates stated in the timetable: Resumes and the following can be found on the Business Consulting Services Website: Weekly Progress Report Time Sheets Weekly Client Update Client Preference Form Fact Finding Report Engagement Proposal Peer Evaluation Fact Finding Report One week following the client assignment, the team shall submit what will become the first part of their Final Analysis/Recommendation Report. This Fact Finding Report will include complete background information on the client. This information will "set-the-stage" for the Engagement Proposal.

5 Engagement Proposal The Engagement Proposal will include a summary of problem identification, detail of objectives to achieve and actions to take, phases of the assignment and a timetable, role definition, and resource plans. The Engagement Proposal is a separate document that must be accepted by the instructor and the client prior to the team proceeding with their project. Each team will be expected to formally present their proposal to the class before presentation to the client. Outline of Final Report The Outline of Final Report will present the framework of the final report in a logical and thoughtful manner. This outline should, in as much detail as possible, show the basic issues the report would cover. The Outline of Final Report will also be presented to the instructor for preliminary approval, then to the client, finally to the instructor for final approval. Draft Final Report (Analysis/Recommendation) Based upon the fact finding report, an investigation following the process, as outlined in class, and research into the defined problem areas, a draft of the Final Report with your Analyses/ Recommendations will be submitted. This draft report shall be a team effort and is due on the date in the Timetable. It shall be the DRAFT of the contemplated FINAL report, incorporating the appropriate background information previously accepted in the Fact Finding Report and recommendations for alleviating or eliminating problems defined and/or recommendations for enhancing the business, non-profit or agency. All recommendations MUST be supported and defensible. Final Report with Analysis/Recommendation. After approval of the Draft/Analysis Recommendation Report, a Final Analysis/Recommendation Report shall be submitted. Included shall be all information from the approved draft plus additional information made available since submission of the draft. This report will be distributed to the client, representing the final output of your team efforts. It accounts for 25 points of the course grade. The length of the reports will be as determined necessary by the team for a complete presentation. The Final Analysis/Recommendation report must be free from grammar and spelling errors. Each team will be required to use Microsoft PowerPoint (or an acceptable equivalent) to support its formal client oral presentation. Notes: 1). Written group progress reports are due weekly via at a time to be determined. 2). Each student is expected to keep a detailed personal log and a timesheet. A consolidated timesheet from each team will be due weekly via at a time to be determined.

6 Date Discussion Reading Action Item Document(s) Due Week 1 ENG 8-24 BA 8-25 ENG 8-26 BA 8-27 Introduction & Course Review Consulting in General Online Decide if you want to stay in, or get into, class. Participate in discussion of readings Reading 1, Reading 2, Reading /27-09 Applications for Team Leader Positions Week 2 Week 3 ENG 8-31 BA 9-1 ENG 9-2 BA 9-3 The Consulting Process Interview Team Leader candidates on August 31, Sept. 1 & 2. Professionalism a good impression Introduction of Team Leaders ALL 9-8 7:30 PM Team Leaders interview team members Loc BIF ENG 9-9 BA 9-10 Project Management The Engagement Proposal The Fact Finding Report Consider this an interview for an internship Discussion Submission of all student Resumes via Team Leaders submit bids for team members via by 9-9/10-09, Noon. ENG 9-14 BA 9-15 Problem Definition Assembly of Teams Participate Week 4 ENG 465 Wed Client Presentations Engagement Preference Discussion Team Review of Client Opportunities (in class after presentations) Arrange First Client Meeting Submit Client Selection (in class after presentations) BA 445 Thu :30 p.m. Loc TBA Client Presentations Engagement Preference Discussion Team Review of Client Opportunities (in class after presentations) Arrange First Client Meeting Submit Client Selection (in class after presentations) Week 5 ENG 9-21 BA 9-22 Guest Speaker: Research Methods & Data Collection Tools Listen and take notes. You will learn how and where to research pertinent info for your engagement.

7 ENG 9-23 BA 9-24 Team Meeting You should have met at least one time with your client by Sept. 24. Executed Non-Disclosure Agreement from your team for your client. (Copy to client & instructor) 9-23/24-09, Class Fact Finding Report , 08:00 Progress Report & Timesheets Week 6 ENG 9-28 BA 9-29 ENG 9-30 BA 10-1 Peer Review of Engagement Proposal Oral and Visual Presentation to class Team Meeting You should have met at least 3 times with your client by Oct. 2. Draft Engagement Proposal due 9-28/29-09 Progress Report & Timesheets Progress Report & Timesheets Presentation of Engagement Proposal to Client (following Approval by Professor Kurtz) Week 10 Week 9 Week 8 Week 7 ENG 10-5 BA 10-6 ENG 10-7 BA 10-8 ENG BA ENG BA ENG BA ENG BA ENG BA ENG BA Team Meetings with Instructor During Class No Team Leaders Team Meetings with Instructor During Class No Team Leaders Meeting times will be announced Meeting times will be announced Engagement Agreement letter due 10-7/8-09 Presentation Workshop Participate Employee Reviews due Noon Team Leader Reviews Team Leaders only Progress Report & Timesheets Oral Project Progress Reports to Peers Teams give mid-point presentation Progress Report & Timesheets Team Meeting Work in our office Progress Report & Timesheets The E-Myth Revisited Gerber Learn about the Entrepreneur mindset Progress Report & Timesheets Team Meeting Work in our office Outline of Final Report due , 12:00 Week 11 All 11-2 Consultant Forum Listen, Watch, Ask, and Learn. ENG 11-4 BA 11-5 Team Meeting Work in our office

8 Week 12 ENG 11-9 BA ENG BA TBD Team Meeting Work in our office Week 13 ENG BA ENG BA Team Meetings with Instructor During Class Team Meetings with Instructor During Class Meeting times will be announced Meeting times will be announced Draft of Final Report due 11-18/19-09 Week /24 Thanksgiving Break 11-25/26 Thanksgiving Break Week 15 Week 16 ENG BA 12-1 ENG 12-2 BA 12-3 ENG 12-7 BA 12-8 All Presentation Rehearsal You play like you practice! Presentation Rehearsal You play like you practice! Final Report due 12-3/4-09 TBD Final Report Delivered to Client , Noon Presentations to Clients TO Finals Week Good Luck on your Finals. All Classes in bold require business casual attire. Final Client Presentations require business suits for attire.