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1、Lecture Management Consulting:An Introduction2023/3/91 Andersen Consulting 2000AGENDAIntroduction/ExpectationsExample consultant companyConsulting:Nature,Trends,CareersSelected Methods(frameworks)Research(some basics)Graphics(from data to chart)2023/3/92AGENDAIntroduction/ExpectationsExample consult
2、ant companyConsulting:Nature,Trends,CareersSelected Methods(frameworks)Research(some basics)Graphics(from data to chart)2023/3/93Our Mission:Helping our clients create their future.zccy:MISSION AND VISIONOur Vision:To become one of the worlds leading companies,bringing innovations to improve the way
3、 the world works and lives.2023/3/94One 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.Always.Respect for the Indi
4、vidual 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 VALUES2023/3/951989 Andersen Consultin
5、g 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 Consulting creates a global n
6、etwork 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 wins arbitration against Ar
7、thur Andersen01.01.01zccy,formerly known as Andersen Consultingzccy:IMPORTANT MILESTONES2023/3/96zccy 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 global companies100 of th
8、e most significant“Industry Standard”Internet companies 2023/3/97zccy:DEVELOPMENT OF REVENUES(U.S.Billions)1993$2,8761994$3,4521995$4,2241996$5,3021997$6,6471998$8,32023/3/98zccy:GLOBAL PERSONNEL GROWTH199753,426199644,801199538,027199432,711199865,1342023/3/99AmericasEMEAIAsia/PacificHamburgFrankfu
9、rtMnchenDsseldorfBerlinWienZrichASG Austria,Switzerland,Germanyzccy IN ASG2,750 Employees7 OfficesRevenues:1,24 Mrd.DM2023/3/910Global Competitive OverviewStrategyDigital EquipmentMcKinseyAndersen ConsultingOrganizationProcessesInformationTechnologyBusiness ProcessManagement(Outsourcing)Cap Gemini S
10、ogetiUNISYSIBMComputer SciencesEDSBoston ConsultingBooz Allen2023/3/911zccy:MARKET UNITSFinancial ServicesBankingHealth ServicesInsuranceProductsAutomotive,Industrial Equipment,Travel&TransportationConsumer&Pharmaceutical ProductsRetailCommunications&High TechCommunicationsElectronics&High TechMedia
11、&EntertainmentResourcesChemicals Energy&Natural ResourcesUtilitiesGovernment2023/3/912zccy:SAMPLE CLIENT LIST2023/3/913AGENDAIntroduction/ExpectationsExample consultant companyConsulting:Nature,Trends,CareersSelected Methods(frameworks)Research(some basics)Graphics(from data to chart)2023/3/914NATUR
12、E,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting2023/3/915NATURE AND PURPOSE OF CONSULTINGNature and Purpose of ConsultingDefinition of Consulting“Brief look into historyDifferent types of consultingConsulting market overviewCon
13、sultant:Profession descriptionConsulting strategiesShort overview over the consulting processReasons for clients to hire external consultantsGuidelines for the client-consultant relationship2023/3/916DEFINITION OF CONSULTINGDefinition of ConsultingTo give expert advice or provide expert counsel.“(IK
14、S)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)Consulting is whatever a consultant doe
15、s.(Cambridge Computer Services)2023/3/917CONSULTING 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 principles of scientific management“by F.Ta
16、ylor1911Motion 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“1947Foundation of the Travistock Institute2023/
17、3/918CONSULTING 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 management“1957Argyris:Personality and Organiz
18、ation“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 Britain2023/3/919EVOLUTION OF CONSULTING FOCUS198019851990
19、199520002005 Quality ManagementLean ManagementRe-engineeringERP projectsWeb TechnologyE-CommerceCRMM-Commerce Strategy2023/3/920TYPES OF CONSULTINGDifferent types of management consultingStrategyAdvice and counsel about corporate-level or business-unit strategiesOperations Management Figuring out ho
20、w 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 massive packaged software solutions“.20
21、23/3/921Worldwide 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 Service2023/3/922GERMAN CONSULTING MARKET OVERVIEWGerman Consulting market overview1998:62.500 Management-,
22、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.)2023/3/923TOP 20 CONSULTING COMPANIES WORLDWIDE2023/3/924TOP 30 CONSULTING C
23、OMPANIES IN GERMANYSource:Lnendonk Consultancy+Research GbR,Hamburg2023/3/925WHERE 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 organization wants to be in the future.Would y
24、ou 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.2023/3/926REASONS TO HIRE EXTERNAL CONSULTANTS(1/2)Reasons for clients to hire extern
25、al 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 Merger IntegrationChallenges of the high tech
26、 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 position and compete against former monopolists
27、 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)2023/3/927REASONS TO HIRE EXTERNAL CONSULTANTS(2/2)Reasons for clients to hire external consultants(2):Consultants have acce
28、ss 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,industry best practices,and project management.2023/
29、3/928BENEFITS 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.Objective point of view:A consultant will bring a re
30、freshing 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 competition:This is essential to reaching company g
31、oals.Assist with strategic planning which will help reach company goals faster and easier.Offer innovative ideas2023/3/929WORK AND LIFESTYLE CHARACTERISTICSWork at client siteWork in team environmentWork with a variety of clients across industriesAssess client business and technical challengesDevelo
32、p solutions to move client forwardExtensive traveling Enriching learning experienceCyclical overtimeTravelVariety of responsibilitiesWork with technology2023/3/930TOP 10 WAYS TO KNOW YOU ARE DATING AN CONSULTANT1.Refers to lovemaking as a win-win.2.Valentines Day card has bullet points.3.Cant be tru
33、sted 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 for successful value creation.8.Referred to the yi
34、eld 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.2023/3/931NATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challenges
35、Staff and career paths in consulting2023/3/932RECENT TRENDS AND CURRENT CHALLENGES Changing customer expectationsIncreasing market power of the TOP consulting companiesEffective usage of information technologySplit Tax/Auditing-ConsultingStrategic Alliances and Start-up PartnershipsNew suppliers ent
36、er the consulting marketExpansion of the well known consulting companiesIT consulting by traditional consulting companiesGet&retain the right peopleHow to face the current challenges2023/3/933 CTOs and other e-business strategists do not want to hear me tell them I can help Web-enable their business
37、.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 may compete against one of the giant,Big Five firms.
38、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,now you do what I say.”-Jose Campos,president of Rap
39、idinnovationCHANGING CUSTOMER EXPECTATIONS SOME STATEMENTS2023/3/934CHANGING CUSTOMER EXPECTATIONS Customer expect real added valueStandard Implementations are decreasing while individual end-to-end solution become much more important Unsuccessful ERP implementations in the 90s made the customer mor
40、e 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 of%-age of actual value added On time delivery claus
41、es in contract2023/3/935INCREASING 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:4,0%/p.a.Acquisitions of smaller and mid-sized consult
42、ing 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 Venture”-Roland Berger&bmp2023/3/936SPLIT TAX/AUDITING REAS
43、ONS 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 going public as long as they are part of auditing companie
44、sConsequencesConsulting 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 2023/3/937SPLIT TAX/AUDITING-CONSULTING ExamplesAndersen Consulti
45、ng 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 PriceWaterhouseCoopers Management and IT Consulting partCap Gemini
46、to buy consulting piece of Ernst&YoungA.T.Kearney and EDS2023/3/938STRATEGIC ALLIANCES OF zccy2023/3/939ALLIANCES AND PARTNERSHIPS:SOME EXAMPLES Cap Gemini:-Siebel Systems-IBM-Sun Microsystems-Microsoft KPMG:-Compaq-Cisco-Microsoft-JD Edwards CSC:-Peoplesoft-Broadvision-IBM-Lucent-Nokia EDS:-Sun Mic
47、rosystems-SAP-Oracle-Cisco2023/3/940NEW COMPETITORS ENTER THE CONSULTANT MARKETNew Suppliers enter the consulting marketHardware manufacturers-HP already increased their number of in-house consultants to 6.000+potential PriceWaterhouseCoopers partInternet service providers,e.g.Pixelpark buying the S
48、wedish 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 Institutions and Telecommunication companies2023/3/941EXPANSION
49、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 high advertising budgetsIPO Strategies:Raise money for eCommerc
50、e 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 France2023/3/942IT CONSULTING AT THE ESTABLISHED CONSULTING COMPANIES As eCommerce is acknowledge to be one of the