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1、管理咨询经典1英文 Still waters run deep.流静水深流静水深,人静心深人静心深 Where there is life,there is hope。有生命必有希望。有生命必有希望AGENDAIntroduction/ExpectationsExample consultant companyConsulting:Nature,Trends,CareersSelected Methods(frameworks)Research(some basics)Graphics(from data to chart)2022/12/62AGENDAIntroduction/Expect
2、ationsExample consultant companyConsulting:Nature,Trends,CareersSelected Methods(frameworks)Research(some basics)Graphics(from data to chart)2022/12/63Our Mission:Helping our clients create their future.zccy:MISSION AND VISIONOur Vision:To become one of the worlds leading companies,bringing innovati
3、ons to improve the way the world works and lives.2022/12/64One Global Firm Act to enhance the collective values of the global partnership,while sustaining local culture.Stewardship Think future oriented;act and invest to build a stronger firm for tomorrow.Integrity Act with openness and honesty.Alwa
4、ys.Respect for the Individual Treat each person as we would like to be treated.Quality Client Service Understand and meet client expectations 100 percent of the time.Best People Are highly competent and make a commitment to excellence,teamwork,and the success of our clients.zccy:CORE VALUES2022/12/6
5、51989 Andersen Consulting becomes a separate business unit from Arthur Andersen$1.6 billion21,400 employees1991Horizon 2000 Initiative to develop mission and strategic plan$2.3 billion25,000 personnel1993Andersen Consulting issues its first annual report$2.9 billion27,000 employees1997Andersen Consu
6、lting creates a global network of communications-focused solution centers in an effort to set the standard for speed and quality of performance$6.6.Billion 53,000 employees1998$8.3 billion65,000 employees2000Joe Forehand becomes Managing Partner and introduces the 100 Day PlanAndersen Consulting win
7、s arbitration against Arthur Andersen01.01.01zccy,formerly known as Andersen Consultingzccy:IMPORTANT MILESTONES2022/12/66zccy GLOBALLYEmployees:over 65,000Countries:48Revenue 99:8,9 Billion USD Clients:The vast majority of Fortune 30 most profitable global public companies Nearly 75%of Fortune 200
8、global companies100 of the most significant“Industry Standard”Internet companies 2022/12/67zccy:DEVELOPMENT OF REVENUES(U.S.Billions)1993$2,8761994$3,4521995$4,2241996$5,3021997$6,6471998$8,32022/12/68zccy:GLOBAL PERSONNEL GROWTH199753,426199644,801199538,027199432,711199865,1342022/12/69AmericasEME
9、AIAsia/PacificHamburgFrankfurtMnchenDsseldorfBerlinWienZrichASG Austria,Switzerland,Germanyzccy IN ASG2,750 Employees7 OfficesRevenues:1,24 Mrd.DM2022/12/610Global Competitive OverviewStrategyDigital EquipmentMcKinseyAndersen ConsultingOrganizationProcessesInformationTechnologyBusiness ProcessManage
10、ment(Outsourcing)Cap Gemini SogetiUNISYSIBMComputer SciencesEDSBoston ConsultingBooz Allen2022/12/611zccy:MARKET UNITSFinancial ServicesBankingHealth ServicesInsuranceProductsAutomotive,Industrial Equipment,Travel&TransportationConsumer&Pharmaceutical ProductsRetailCommunications&High TechCommunicat
11、ionsElectronics&High TechMedia&EntertainmentResourcesChemicals Energy&Natural ResourcesUtilitiesGovernment2022/12/612zccy:SAMPLE CLIENT LIST2022/12/613AGENDAIntroduction/ExpectationsExample consultant companyConsulting:Nature,Trends,CareersSelected Methods(frameworks)Research(some basics)Graphics(fr
12、om data to chart)2022/12/614NATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting2022/12/615NATURE AND PURPOSE OF CONSULTINGNature and Purpose of ConsultingDefinition of Consulting“Brief look into historyDifferent types of consu
13、ltingConsulting market overviewConsultant:Profession descriptionConsulting strategiesShort overview over the consulting processReasons for clients to hire external consultantsGuidelines for the client-consultant relationship2022/12/616DEFINITION OF CONSULTINGDefinition of ConsultingTo give expert ad
14、vice or provide expert counsel.“(IKS)Consulting provides value by diagnosing,strategizing,designing,constructing,integrating,operating,or implementing solutions.Consulting utilizes relevant knowledge,based on integrity and objectivity,in both expert and advisory roles.“(Consulting Services Team)Cons
15、ulting is whatever a consultant does.(Cambridge Computer Services)2022/12/617CONSULTING HISTORY(1/2)Brief look into history1532Macchiavellis Il Principe“1886Foundation of the analytical testlab“by Arthur D.Little1895A piece rate system“by F.Taylor1909Foundation of Arthur D.Little,Inc.1911The princip
16、les of scientific management“by F.Taylor1911Motion Study“by F.Gilbreth1912Consulting Firms“by F.Gilbreth1914E.Booz sets up Business Research Services1925J.O.McKinsey starts his Consulting firm1934Urwick,Orr&Partners:Management ist lehr-und lernbar1939Peter Drucker The end of economic man“1947Foundat
17、ion of the Travistock Institute2022/12/618CONSULTING HISTORY(2/2)Brief look into history1949Robert Wiener Cybernetics“1950Marvin Bower becomes CEO of Mc Kinsey and starts with the expansion1951First Deming-Avard for Quality in Japan1954Foundation of the BDU1954Peter Drucker:The practise of managemen
18、t“1957Argyris:Personality and Organization“1959Herzberg,Mausner,Snyderman:The motivation to work“1960Mc Gregor:The human side of enterprise“,Maslow:Motivation and Personality“1963Foundation of Boston Consulting Group1965Foundation of the first two Business Universities in Great Britain2022/12/619EVO
19、LUTION OF CONSULTING FOCUS198019851990199520002005 Quality ManagementLean ManagementRe-engineeringERP projectsWeb TechnologyE-CommerceCRMM-Commerce Strategy2022/12/620TYPES OF CONSULTINGDifferent types of management consultingStrategyAdvice and counsel about corporate-level or business-unit strategi
20、esOperations Management Figuring out how to improve the efficiency or productivity of how a business worksHuman Resources Compensation and benefits advice,attracting,motivating,and retaining high quality employeesInformation TechnologyDesign,implement,test and roll-out new IT or install and operate
21、massive packaged software solutions“.2022/12/621Worldwide Professional Services Market$billionsSource:Dataquest$250$475$45$85$25$5$0$100$200$300$400$500$600199019992003STRATEGY VS.IT-CONSULTING18%annual growthPure StrategyIT-related Service2022/12/622GERMAN CONSULTING MARKET OVERVIEWGerman Consultin
22、g market overview1998:62.500 Management-,Personnel-and IT-Consultants(BDU e.V.)13.200 Consulting CompaniesTotal revenues:18,8 bn.DM(BDU e.V.)1999:64.500 Management-,Personnel-and IT-Consultants(BDU e.V.)14.300 Consulting CompaniesTotal revenues:21,3 bn.DM(BDU e.V.)2022/12/623TOP 20 CONSULTING COMPAN
23、IES WORLDWIDE2022/12/624TOP 30 CONSULTING COMPANIES IN GERMANYSource:Lnendonk Consultancy+Research GbR,Hamburg2022/12/625WHERE DO YOU WANT TO GO TODAY?A scene from Lewis Carrolls Alices Adventures In Wonderland,when Alice asks the Cheshire cat for directions,speaks volumes about planning where an or
24、ganization wants to be in the future.Would you tell me,please,which way I ought to go from here?asks Alice.That depends a good deal on where you want to get to,said the Cat.I dont much care where.said Alice.Then,it doesnt matter which way you go.said the Cat.2022/12/626REASONS TO HIRE EXTERNAL CONSU
25、LTANTS(1/2)Reasons for clients to hire external consultants(1):Existing companies are not ready for the pace globalization and vanishing market barriers they face-need Consultants with broad market/industry knowledgeIncreasing M&A activities-High complexity of transactions and tasks related to Post
26、Merger IntegrationChallenges of the high tech environment:employees are wholly occupied with daily work and dont have the time to think about innovationsChanging working environment necessitate creative and up-to-date HR ManagementDeregulation enabled new companies to enter the market.In order to po
27、sition and compete against former monopolists they need industry related consulting experience(+other way round,ex-monopolists try to defend themselves against new market entries using the knowledge of external companies)2022/12/627REASONS TO HIRE EXTERNAL CONSULTANTS(2/2)Reasons for clients to hire
28、 external consultants(2):Consultants have access to information on a truly global basis(Knowledge Exchange)Widespread acceptance of using consultants to gain outside expertise.Rapid technological change.Movement to enterprise wide solutions.Lack of in-house expertise in Processes,technologies,indust
29、ry best practices,and project management.2022/12/628BENEFITS OF USING CONSULTANTS Subject matter expert:A consultant will save time and money by arriving to a solution to the clients needs at a faster pace because of past extensive knowledge and experience in dealing with other business owners.Objec
30、tive point of view:A consultant will bring a refreshing outside point of view to the clients company,which will pin-point existing problems or reach faster solutions.Educate,inform:A good consultant will educate and inform the client as the task is completed.Share information about industry and comp
31、etition:This is essential to reaching company goals.Assist with strategic planning which will help reach company goals faster and easier.Offer innovative ideas2022/12/629WORK AND LIFESTYLE CHARACTERISTICSWork at client siteWork in team environmentWork with a variety of clients across industriesAsses
32、s client business and technical challengesDevelop solutions to move client forwardExtensive traveling Enriching learning experienceCyclical overtimeTravelVariety of responsibilitiesWork with technology2022/12/630TOP 10 WAYS TO KNOW YOU ARE DATING AN CONSULTANT1.Refers to lovemaking as a win-win.2.Va
33、lentines Day card has bullet points.3.Cant be trusted with the car-too accustomed to beating up rentals.4.Celebrates anniversary by conducting a performance review.5.Ends any argument by saying,lets talk about this off-line.6.Tries to call room-service from the bedroom.7.Congratulates your parents f
34、or successful value creation.8.Referred to the yield of the tomato plants in your home garden as deliverables9.Talks to the waiter about process flow when dinner arrives late.10.Referred to the first month of your relationship as a diagnostic period.2022/12/631NATURE,TRENDS,CAREERSNature and purpose
35、 of consultingRecent trends and current challengesStaff and career paths in consulting2022/12/632RECENT TRENDS AND CURRENT CHALLENGES Changing customer expectationsIncreasing market power of the TOP consulting companiesEffective usage of information technologySplit Tax/Auditing-ConsultingStrategic A
36、lliances and Start-up PartnershipsNew suppliers enter the consulting marketExpansion of the well known consulting companiesIT consulting by traditional consulting companiesGet&retain the right peopleHow to face the current challenges2022/12/633 CTOs and other e-business strategists do not want to he
37、ar me tell them I can help Web-enable their business.That is not enough.They want to know how I can help them transform their business.-Chuck Burns,global senior vice president,services,KPMG CTOs have more choices than ever before when it comes to selecting a consultant.We go into bids now where we
38、may compete against one of the giant,Big Five firms.and even,in some cases,an advertising or marketing agency.-Scott Lochridge,principal,strategy solutions group,DiaLogos The days of black magic are over,Consultants can no longer get away with just writing a white paper for the client and saying,OK,
39、now you do what I say.”-Jose Campos,president of RapidinnovationCHANGING CUSTOMER EXPECTATIONS SOME STATEMENTS2022/12/634CHANGING CUSTOMER EXPECTATIONS Customer expect real added valueStandard Implementations are decreasing while individual end-to-end solution become much more important Unsuccessful
40、 ERP implementations in the 90s made the customer more aware of risks and challenges-Customer are much more sensitive to what they get for their money Results in new payment schemes like:Fixed price(especially done by smaller/start-up companies)Risk and reward sharing Equity payment Payment in terms
41、 of%-age of actual value added On time delivery clauses in contract2022/12/635INCREASING MARKET POWER OF THE TOP 20 CONSULTING COMPANIESFacts40 TOP Consulting Companies increased their market share in Germany from 42 to 45%Average growth rate of the TOP Player:19,5%/p.a.Smaller Consulting companies:
42、4,0%/p.a.Acquisitions of smaller and mid-sized consulting firms by the larger companies in order to diversify their market offerPlanned partly IPO of KPMG,Arthur D.Little,Andersen Consulting also investigating Increasing market power and influence through ventures,e.g.-AC Venture-McKinseys“New Ventu
43、re”-Roland Berger&bmp2022/12/636SPLIT TAX/AUDITING REASONS AND CONSEQUENCESReasonsU.S.Security and Exchange Commission:Critical if Consulting Companies advice clients that are audited by the same company Higher margins and growth rates in consultingInability for consulting part to raise money by goi
44、ng public as long as they are part of auditing companiesConsequencesConsulting companies can and will go public(e.g.KPMG)No more legal restrictions for consulting companies to advice other companiesDifferentiation process will accelerate(increasing marketing activities)Repositioning needs 2022/12/63
45、7SPLIT TAX/AUDITING-CONSULTING ExamplesAndersen Consulting vs.Arthur Andersen:Arbitration Decision in order to allow Andersen Consulting to split from Arthur AndersenKPMG:IPO of KPMG Consulting BusinessCisco took 20%stakeAnother 20%for the accounting partHewlett Packard interested to buy PriceWaterh
46、ouseCoopers Management and IT Consulting partCap Gemini to buy consulting piece of Ernst&YoungA.T.Kearney and EDS2022/12/638STRATEGIC ALLIANCES OF zccy2022/12/639ALLIANCES AND PARTNERSHIPS:SOME EXAMPLES Cap Gemini:-Siebel Systems-IBM-Sun Microsystems-Microsoft KPMG:-Compaq-Cisco-Microsoft-JD Edwards
47、 CSC:-Peoplesoft-Broadvision-IBM-Lucent-Nokia EDS:-Sun Microsystems-SAP-Oracle-Cisco2022/12/640NEW COMPETITORS ENTER THE CONSULTANT MARKETNew Suppliers enter the consulting marketHardware manufacturers-HP already increased their number of in-house consultants to 6.000+potential PriceWaterhouseCooper
48、s partInternet service providers,e.g.Pixelpark buying the Swedish Consulting firm“Cell Network/Mandator”Building Inhouse-Consulting capabilities“-Siemens(Siemens Business Services providing ERP,CRM implementations)-SAP System -Deutsche Telekom buying majority stake in Debis SystemhausFinancial Insti
49、tutions and Telecommunication companies2022/12/641EXPANSION OF WELL KNOWN CONSULTING COMPANIES Expansion of the TOP consulting companies through M&A,alliances,ventures and strategic partnerships.Chance to expand business and opening new marketsAfter M&A,differentiation becomes critical,therefore hig
50、h advertising budgetsIPO Strategies:Raise money for eCommerce strategy Venture Capital funds To attract people(competitive salaries and payment structures)Examples:Cap Gemini acquiring Ernst&Young Cap Gemini buying SD&M CSC Ploenzke to buy KPMG France2022/12/642IT CONSULTING AT THE ESTABLISHED CONSU