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1、2Types of consulting firmsElite Management Consulting Firms Accenture AT Kearney Bain & Co. Booz Allen Hamilton BCG Mercer McKinsey MonitorBig Four- Affiliated Consulting Firms BearingPoint (formerly KPMG Consulting) Deloitte & Touch/ Deloitte Consulting Cap Gemini Ernst & Young KPMG Ernst & Young P
2、ricewaterhousecoopersBoutique Consulting Firms Cornerstone Research Gartner Group Frank Lynne and Associates OceanTomoTechnology and Systems Consulting Firms American Management Systems Accenture BearingPoint Cap Gemini Ernst & Young CSC EDS IBM PeopleSoft Oracle SAPHR Consulting Firms Accenture (Ch
3、ange Management) The Hay Group Hewitt Mercer Towers Perrin9Understand the particular firms matrix- servicesCustomer Relationship ManagementCRM StrategyMarketing and Campaign ManagementSales and Channel ManagementService/ Contact Center SolutionBilling SolutionsCustomer AnalyticsEnterprise SolutionsE
4、nterprise Resource PlanningOraclePeopleSoftSAPApplication Performance Management AssessmentWorld-Class Finance SolutionsSarbanes-OxleyEnterprise Risk ManagementIntegrated Business IntelligenceShared ServicesWorkforce SolutionsManaged ServiceOutsourcing StrategyApplications Management and SupportBusi
5、ness Process OutsourcingInfrastructure Management BearingPointStrategy, Process & TransformationBusiness Strategy SolutionsElectronic Government and Modernization StrategyBusiness Process and Performance ImprovementMerger & IntegrationGlobal Trade Management & CustomsBusiness Transformation and Inte
6、grationChange and People StrategyStrategic Cost AlignmentIT TransformationValuation ServicesReal Estate and Corporate FacilitiesSupply Chain ManagementSupply Chain StrategyProduct Lifecycle ManagementAdvanced Planning SolutionsStrategic Sourcing, Purchasing and ProcurementSupply Chain OperationsLogi
7、sticsTrading Partner IntegrationSupply Chain Visibility and Event managementTechnology Infrastructure and IntegrationIntegration ServicesInfrastructure SolutionsGlobal Technology Services 10Consulting career pathAnalyst/ ConsultantConsultantManagerSenior ManagerMD/Partner“Doing the work”“Managing” t
8、he work and client“Selling” the work/ operating the firmTraditional Career PathOther Career Opportunities Solution/ Industry analysts Operations management Knowledge management Training Marketing11“Day in the life” as an Analyst/ ConsultantScenario #1: On projectsTravelingSetting up schedules/ inter
9、viewsResearch and analysisA lot of PowerpointMaking copies into the nightMay not in the key meetings as a consultantScenario #2: On the beachSounds nice, is for a little whileNeed to find a project and/or practice development workScenario #3: P/DBetter than the beachCan provide visibility to others
10、in your firmEnhances your probability of being staffed12Dos and donts in consultingMaintain a positive attitudeEscalate issues, but provide suggested steps to addressOperate at the “next level”- speeds your progressionBe able to work under limited supervision/ guidanceCollaborate with others (no lon
11、e rangers)Understand that it is a perception businessRealize that your life is not your own- it is your clientsBe comfortable with being uncomfortableBe late for anythingJust do what is asked- take it furtherContradict your supervisor in a client meeting (even if they are wrong)Consider anything ben
12、eath youDosDonts13Topics for discussionOverview of consulting industryConsulting Industry landscapeKey trends in consultingOrganization of consulting firms and career pathsMatrix structureLevels, roles, career paths and expectationsRecruiting ProcessCurrent trends impacting recruiting processKey req
13、uirements of a candidateRecruiting process and the case interviewQuestions and Answers14Key trends impacting recruitingLonger sales cycles and shorter project, making predictability of chargeability harder in even the medium termStill large number of seeking individuals with good industry and consul
14、ting expertiseConsolidation and integration of consulting firms still in progressNeed for firms to adjust their leverage model back to a “pyramid” from a “diamond”Firms are not comfortable hiring more than a couple of months in advance of an individuals start date- they are hiringCompetition for the
15、 existing positions is fierce and compensation levels are stableCertain firms remain uncertain of hiring needs (e.g., Deloitte)Firms need to hire Analyst/ Consultants to improve profitabilityTrendImpact on recruiting15Consulting candidate requirementsLook for overachieversOutstanding gradesSignifica
16、nt extracurricular activitiesLeadership experienceBehavioral interviewsSituational questionsWant to understand what YOU didStrong team orientationShow appropriate level of confidence and poiseIllustrate exception communication skillsStrong desire to satisfy “clients”Case interviewsWant to understand
17、 HOW you thinkWant to see a FRAMEWORK usedFocus on a thorough answer (MECE)Know how to appropriately use consulting JARGON16Case interview- guiding principlesTake time to listen to case provided, take notesDo not be in a rush to answer, pause, and consider asking clarifying questionsSelect an approp
18、riate framework to use to provide your answerBe confident in your response- there are NO right answers17Overall framework- Issue Decomposition (question pyramids)QuestionQuestionQuestion?Presenting problemMutuallyExclusiveCollectivelyExhaustive18Case interviews- simple frameworks to considerValue ch
19、ainBusiness system/ supply chainFive forcesSWOTROIProfit and lossMarket share model19Job hunting strategiesNetworking is keyIdentify the exact industry/ service for the particular type of firm you are interested inIdentify individuals who practice in this area (alumni can be an asset)Have a good, cr
20、isp “story” why you want to be in consulting- use the appropriate jargonBe appropriately aggressiveTake advantage of opportunities already provided to youParticipate in OSBI ConsultingIf there are projects with consulting firms, look to participate on the teamTalk with anyone from the firms who are on campusConsider boutique firms and unique service offeringsValuation servicesLitigation supportCorporate recoverySales/ marketing focused firms20 结束语结束语