某国际知名咨询顾问公司内部精典资料ACCENTURE管理咨询（英文版）bgfs.pptx

《某国际知名咨询顾问公司内部精典资料ACCENTURE管理咨询（英文版）bgfs.pptx》由会员分享，可在线阅读，更多相关《某国际知名咨询顾问公司内部精典资料ACCENTURE管理咨询（英文版）bgfs.pptx（59页珍藏版）》请在淘文阁 - 分享文档赚钱的网站上搜索。

1、Lecture Management Consulting:An IntroductionJrgen Zech2023/3/191 Andersen Consulting 2000AGENDAIntroduction/ExpectationsExample consultant companyConsulting:Nature,Trends,CareersSelected Methods(frameworks)Research(some basics)Graphics(from data to chart)2023/3/192AGENDAIntroduction/ExpectationsExa

2、mple consultant companyConsulting:Nature,Trends,CareersSelected Methods(frameworks)Research(some basics)Graphics(from data to chart)2023/3/193Our Mission:Helping our clients create their future.ACCENTURE:MISSION AND VISIONOur Vision:To become one of the worlds leading companies,bringing innovations

3、to improve the way the world works and lives.2023/3/194One 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.R

4、espect 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.ACCENTURE:CORE VALUES2023/3/1

5、951989 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 Cons

6、ulting 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 wi

7、ns arbitration against Arthur Andersen01.01.01Accenture,formerly known as Andersen ConsultingACCENTURE:IMPORTANT MILESTONES2023/3/196ACCENTURE GLOBALLYEmployees:over 65,000Countries:48Revenue 99:8,9 Billion USD Clients:The vast majority of Fortune 30 most profitable global public companies Nearly 75

8、%of Fortune 200 global companies100 of the most significant“Industry Standard”Internet companies 2023/3/197ACCENTURE:DEVELOPMENT OF REVENUES(U.S.Billions)1993$2,8761994$3,4521995$4,2241996$5,3021997$6,6471998$8,32023/3/198ACCENTURE:GLOBAL PERSONNEL GROWTH199753,426199644,801199538,027199432,71119986

9、5,1342023/3/199AmericasEMEAIAsia/PacificHamburgFrankfurtMnchenDsseldorfBerlinWienZrichASG Austria,Switzerland,GermanyACCENTURE IN ASG2,750 Employees7 OfficesRevenues:1,24 Mrd.DM2023/3/1910Global Competitive OverviewStrategyDigital EquipmentMcKinseyAndersen ConsultingOrganizationProcessesInformationT

10、echnologyBusiness ProcessManagement(Outsourcing)Cap Gemini SogetiUNISYSIBMComputer SciencesEDSBoston ConsultingBooz Allen2023/3/1911ACCENTURE:MARKET UNITSFinancial ServicesBankingHealth ServicesInsuranceProductsAutomotive,Industrial Equipment,Travel&TransportationConsumer&Pharmaceutical ProductsReta

11、ilCommunications&High TechCommunicationsElectronics&High TechMedia&EntertainmentResourcesChemicals Energy&Natural ResourcesUtilitiesGovernment2023/3/1912ACCENTURE:SAMPLE CLIENT LIST2023/3/1913AGENDAIntroduction/ExpectationsExample consultant companyConsulting:Nature,Trends,CareersSelected Methods(fr

12、ameworks)Research(some basics)Graphics(from data to chart)2023/3/1914NATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting2023/3/1915NATURE AND PURPOSE OF CONSULTINGNature and Purpose of ConsultingDefinition of Consulting“Brief

13、look into historyDifferent types of consultingConsulting market overviewConsultant:Profession descriptionConsulting strategiesShort overview over the consulting processReasons for clients to hire external consultantsGuidelines for the client-consultant relationship2023/3/1916DEFINITION OF CONSULTING

14、Definition of ConsultingTo give expert advice 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 advis

15、ory roles.“(Consulting Services Team)Consulting is whatever a consultant does.(Cambridge Computer Services)2023/3/1917CONSULTING HISTORY(1/2)Brief look into history1532Macchiavellis Il Principe“1886Foundation of the analytical testlab“by Arthur D.Little1895A piece rate system“by F.Taylor1909Foundati

16、on of Arthur D.Little,Inc.1911The principles 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 Dr

17、ucker The end of economic man“1947Foundation of the Travistock Institute2023/3/1918CONSULTING 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 BDU19

18、54Peter Drucker:The practise of management“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 Un

19、iversities in Great Britain2023/3/1919EVOLUTION OF CONSULTING FOCUS198019851990199520002005 Quality ManagementLean ManagementRe-engineeringERP projectsWeb TechnologyE-CommerceCRMM-Commerce Strategy2023/3/1920TYPES OF CONSULTINGDifferent types of management consultingStrategyAdvice and counsel about

20、corporate-level or business-unit strategiesOperations 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 an

21、d roll-out new IT or install and operate massive packaged software solutions“.2023/3/1921Worldwide 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 Service2023/3/1922GERMAN C

22、ONSULTING MARKET OVERVIEWGerman Consulting 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

23、 e.V.)2023/3/1923TOP 20 CONSULTING COMPANIES WORLDWIDE2023/3/1924TOP 30 CONSULTING COMPANIES IN GERMANYSource:Lnendonk Consultancy+Research GbR,Hamburg2023/3/1925WHERE DO YOU WANT TO GO TODAY?A scene from Lewis Carrolls Alices Adventures In Wonderland,when Alice asks the Cheshire cat for directions,

24、speaks volumes about planning where an organization 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.

25、2023/3/1926REASONS TO HIRE EXTERNAL CONSULTANTS(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 o

26、f transactions and tasks related to Post 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 com

27、panies to enter the market.In order to position 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)2023/3/1927REASONS TO HIRE EXTERNAL CO

28、NSULTANTS(2/2)Reasons for clients to hire 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 e

29、xpertise in Processes,technologies,industry best practices,and project management.2023/3/1928BENEFITS 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

30、 dealing with other business owners.Objective 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.

31、Share information about industry and competition:This is essential to reaching company goals.Assist with strategic planning which will help reach company goals faster and easier.Offer innovative ideas2023/3/1929WORK AND LIFESTYLE CHARACTERISTICSWork at client siteWork in team environmentWork with a

32、variety of clients across industriesAssess client business and technical challengesDevelop solutions to move client forwardExtensive traveling Enriching learning experienceCyclical overtimeTravelVariety of responsibilitiesWork with technology2023/3/1930TOP 10 WAYS TO KNOW YOU ARE DATING AN CONSULTAN

33、T1.Refers to lovemaking as a win-win.2.Valentines 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 t

34、he bedroom.7.Congratulates your parents for 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.2023/3/19

35、31NATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting2023/3/1932RECENT TRENDS AND CURRENT CHALLENGES Changing customer expectationsIncreasing market power of the TOP consulting companiesEffective usage of information technolog

36、ySplit Tax/Auditing-ConsultingStrategic Alliances 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 challenges2023/3/1933 CTOs and other

37、 e-business strategists do not want to hear 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

38、 consultant.We go into bids now where we 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

39、white paper for the client and saying,OK,now you do what I say.”-Jose Campos,president of RapidinnovationCHANGING CUSTOMER EXPECTATIONS SOME STATEMENTS2023/3/1934CHANGING CUSTOMER EXPECTATIONS Customer expect real added valueStandard Implementations are decreasing while individual end-to-end solutio

40、n become much more important Unsuccessful 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 rewar

41、d sharing Equity payment Payment in terms of%-age of actual value added On time delivery clauses in contract2023/3/1935INCREASING 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 Playe

42、r:19,5%/p.a.Smaller Consulting companies: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 ven

43、tures,e.g.-AC Venture-McKinseys“New Venture”-Roland Berger&bmp2023/3/1936SPLIT 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

44、for consulting part to raise money by going 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

45、activities)Repositioning needs 2023/3/1937SPLIT 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 partHewl

46、ett Packard interested to buy PriceWaterhouseCoopers Management and IT Consulting partCap Gemini to buy consulting piece of Ernst&YoungA.T.Kearney and EDS2023/3/1938STRATEGIC ALLIANCES OF ACCENTURE2023/3/1939ALLIANCES AND PARTNERSHIPS:SOME EXAMPLES Cap Gemini:-Siebel Systems-IBM-Sun Microsystems-Mic

47、rosoft KPMG:-Compaq-Cisco-Microsoft-JD Edwards CSC:-Peoplesoft-Broadvision-IBM-Lucent-Nokia EDS:-Sun Microsystems-SAP-Oracle-Cisco2023/3/1940NEW COMPETITORS ENTER THE CONSULTANT MARKETNew Suppliers enter the consulting marketHardware manufacturers-HP already increased their number of in-house consul

48、tants to 6.000+potential PriceWaterhouseCoopers 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 maj

49、ority stake in Debis SystemhausFinancial Institutions and Telecommunication companies2023/3/1941EXPANSION 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,

50、differentiation becomes critical,therefore high 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 France202