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1、Topics 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 requirements of a candi
2、dateRecruiting process and the case interviewQuestions and Answers1Types of consulting firmsElite Management Consulting FirmsAccentureAT KearneyBain&Co.Booz Allen HamiltonBCGMercerMcKinseyMonitorBig Four-Affiliated Consulting FirmsBearingPoint(formerly KPMG Consulting)Deloitte&Touch/Deloitte Consult
3、ingCap Gemini Ernst&YoungKPMGErnst&YoungPricewaterhousecoopersBoutique Consulting FirmsCornerstone ResearchGartner GroupFrank Lynne and AssociatesOceanTomoTechnology and Systems Consulting FirmsAmerican Management SystemsAccentureBearingPointCap Gemini Ernst&YoungCSCEDSIBMPeopleSoftOracleSAPHR Consu
4、lting FirmsAccenture(Change Management)The Hay GroupHewittMercerTowers Perrin2Consulting industry landscapeStrategy vs.TechnologyMcKinseyBCGBain&CoBooz AllenMercer.Cap GeminiExperioAccentureStrategy FirmsSystems IntegratorsIBMEDSCSCOpportunity SpaceBearingPointSize vs.Breath of OfferingsMcKinseyBCGB
5、ain&CoBooz AllenMercer.CGE&YAccentureBearingPointSizeBreadth of OfferingIBMEDSCSCDeloitteDeloitte&TouchePWCErnest&YoungKPMG3Key industry trendsSignificant consolidation of major players in industrySpin-off of consulting from major Audit FirmsRebuilding of consulting capability within Big FourIncreas
6、e in public consulting firmsSoftness throughout industry,especially in technology and pure strategyIncreased emphasis by clients of“experienced”consultants(especially in industry)Overcapacity of consultants and support staff/less choicesConsulting firms cost structure has changed to support separate
7、 infrastructureOpportunities to exist in audit firmsIncreased focus on quarterly profitabilityFirms are expanding their offerings/jobs are more difficult to findIncreased need to have existing industry or consulting experienceKey TrendsImplications4Topics for discussionOverview of consulting industr
8、yConsulting Industry landscapeKey trends in consultingOrganization of consulting firms and career pathsMatrix structureLevels,roles,career paths and expectationsRecruiting ProcessCurrent trends impacting recruiting processKey requirements of a candidateRecruiting process and the case interviewQuesti
9、ons and Answers5Consulting matrix organization structureIndustries(illustrative)Solutions(Illustrative)Strategy/Performance ManagementFinancePackaged TechnologyCustom TechnologyChange ManagementProcess ImprovementConsumer ProductsIndustrial ProductsFinancial ServicesRetailHigh TechEnergyExample indi
10、vidual“businesses”6Understand the particular firms matrix-IndustriesAutomotive&AssemblyBanking&SecuritiesChemicalsConsumer Packaged GoodsElectric Power&Natural GasHigh TechInsuranceMedia&EntertainmentMetals&MiningNonprofitPayor/ProviderPetroleumPharmaceuticals&Medical ProductsPrivate EquityPulp&Pape
11、rRetailTelecommunicationsTravel&LogisticsAirlineAutomotiveChemicalsCommunicationsConsumer Goods&ServicesElectronics&Tech TechEnergyFinancial ServicesForest ProductsFreight&LogisticsGovernmentHealth&Life SciencesIndustrial EquipmentMedia&EntertainmentMetals&MiningRailRetailTravel ServicesUtilities Co
12、mmunications and ContentWirelineWirelessCableMedia and EntertainmentUtilitiesConsumer,Industrial and TechnologyAutomotive and TransportationChemicals and Natural ResourcesConsumer PackageGoodsHigh TechnologyIndustrial MarketsLife SciencesOil and GasRetail/WholesaleFinancial ServicesBankingInsuranceC
13、apital MarketsPublic ServicesFederal/National GovernmentState,Provincial&Local Government,Education,NonpofitsHigher EducationsInternational/US Multinational AgenciesHealthcare AccentureBearingPointMcKinsey7Understand the particular firms matrix-servicesBusiness Technology OfficeCorporate Finance&Str
14、ategyMarketingOperations Strategy&EffectivenessOrganization&LeadershipStrategyConsultingCustomer Relationship ManagementFinance&Performance ManagementHuman PerformanceStrategy&Business ArchitectureSupply Chain ManagementTechnologyAccenture Technology LabsBusiness IntelligenceEnterprise IntegrationEn
15、terprise SolutionsMicrosoft SolutionsMobile SolutionsSecurity SolutionsTechnical ArchitecturesWeb ServicesOutsourcingAccenture Finance SolutionsAccenture HR ServicesAccenture LearningOutsourcingCross-ServiceThe CIO AgendaStrategic Delivery Model AccentureMcKinsey8Understand the particular firms matr
16、ix-servicesCustomer Relationship ManagementCRM StrategyMarketing and Campaign ManagementSales and Channel ManagementService/Contact Center SolutionBilling SolutionsCustomer AnalyticsEnterprise SolutionsEnterprise Resource PlanningOraclePeopleSoftSAPApplication Performance Management AssessmentWorld-
17、Class Finance SolutionsSarbanes-OxleyEnterprise Risk ManagementIntegrated Business IntelligenceShared ServicesWorkforce SolutionsManaged ServiceOutsourcing StrategyApplications Management and SupportBusiness Process OutsourcingInfrastructure Management BearingPointStrategy,Process&TransformationBusi
18、ness Strategy SolutionsElectronic Government and Modernization StrategyBusiness Process and Performance ImprovementMerger&IntegrationGlobal Trade Management&CustomsBusiness Transformation and IntegrationChange and People StrategyStrategic Cost AlignmentIT TransformationValuation ServicesReal Estate
19、and Corporate FacilitiesSupply Chain ManagementSupply Chain StrategyProduct Lifecycle ManagementAdvanced Planning SolutionsStrategic Sourcing,Purchasing and ProcurementSupply Chain OperationsLogisticsTrading Partner IntegrationSupply Chain Visibility and Event managementTechnology Infrastructure and
20、 IntegrationIntegration ServicesInfrastructure SolutionsGlobal Technology Services 9Consulting career pathAnalyst/ConsultantConsultantManagerSenior ManagerMD/Partner“Doing the work”“Managing”the work and client“Selling”the work/operating the firmTraditional Career PathOther Career OpportunitiesSolut
21、ion/Industry analystsOperations managementKnowledge managementTrainingMarketing10“Day in the life”as an Analyst/ConsultantScenario#1:On projectsTravelingSetting up schedules/interviewsResearch and analysisA lot of PowerpointMaking copies into the nightMay not in the key meetings as a consultantScena
22、rio#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 in your firmEnhances your probability of being staffed11Dos and donts in consultingMaintain a positive attitudeEscalate issues
23、,but provide suggested steps to addressOperate at the“next level”-speeds your progressionBe able to work under limited supervision/guidanceCollaborate with others(no lone rangers)Understand that it is a perception businessRealize that your life is not your own-it is your clientsBe comfortable with b
24、eing uncomfortableBe late for anythingJust do what is asked-take it furtherContradict your supervisor in a client meeting(even if they are wrong)Consider anything beneath youDosDonts12Topics for discussionOverview of consulting industryConsulting Industry landscapeKey trends in consultingOrganizatio
25、n of consulting firms and career pathsMatrix structureLevels,roles,career paths and expectationsRecruiting ProcessCurrent trends impacting recruiting processKey requirements of a candidateRecruiting process and the case interviewQuestions and Answers13Key trends impacting recruitingLonger sales cycl
26、es and shorter project,making predictability of chargeability harder in even the medium termStill large number of seeking individuals with good industry and consulting expertiseConsolidation and integration of consulting firms still in progressNeed for firms to adjust their leverage model back to a“
27、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 existing positions is fierce and compensation levels are stableCertain firms remain uncertain of hiring needs(e.g.,Deloitte)Firms need to hi
28、re Analyst/Consultants to improve profitabilityTrendImpact on recruiting14Consulting candidate requirementsLook for overachieversOutstanding gradesSignificant extracurricular activitiesLeadership experienceBehavioral interviewsSituational questionsWant to understand what YOU didStrong team orientati
29、onShow appropriate level of confidence and poiseIllustrate exception communication skillsStrong desire to satisfy“clients”Case interviewsWant to understand HOW you thinkWant to see a FRAMEWORK usedFocus on a thorough answer(MECE)Know how to appropriately use consulting JARGON15Case interview-guiding
30、 principlesTake time to listen to case provided,take notesDo not be in a rush to answer,pause,and consider asking clarifying questionsSelect an appropriate framework to use to provide your answerBe confident in your response-there are NO right answers16Overall framework-Issue Decomposition(question
31、pyramids)QuestionQuestionQuestion?Presenting problemMutuallyExclusiveCollectivelyExhaustive17Case interviews-simple frameworks to considerValue chainBusiness system/supply chainFive forcesSWOTROIProfit and lossMarket share model18Job hunting strategiesNetworking is keyIdentify the exact industry/ser
32、vice for the particular type of firm you are interested inIdentify individuals who practice in this area(alumni can be an asset)Have a good,crisp“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 firms19