1、2018/6/18, Andersen Consulting 2000,1,Lecture Management Consulting: An Introduction,2018/6/18,2,AGENDA,Introduction/ExpectationsExample consultant companyConsulting: Nature, Trends, CareersSelected Methods (frameworks)Research (some basics)Graphics (from data to chart),2018/6/18,3,AGENDA,Introducti
2、on/ExpectationsExample consultant companyConsulting: Nature, Trends, CareersSelected Methods (frameworks)Research (some basics)Graphics (from data to chart),2018/6/18,4,Our Mission: Helping our clients create their future.,ACCENTURE: MISSION AND VISION,Our Vision: To become one of the worlds leading
3、 companies, bringing innovations to improve the way the world works and lives.,2018/6/18,5,One 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.,Integrit
4、y Act with openness and honesty. Always.,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 succes
5、s of our clients.,ACCENTURE: CORE VALUES,2018/6/18,6,1989 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
6、report$2.9 billion27,000 employees,1997Andersen Consulting 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
7、and introduces the 100 Day PlanAndersen Consulting wins arbitration against Arthur Andersen01.01.01Accenture, formerly known as Andersen Consulting,ACCENTURE: IMPORTANT MILESTONES,2018/6/18,7,ACCENTURE GLOBALLY,Employees:over 65,000Countries: 48Revenue 99:8,9 Billion USD Clients: The vast majority o
8、f Fortune 30 most profitable global public companies Nearly 75% of Fortune 200 global companies100 of the most significant “Industry Standard” Internet companies,2018/6/18,8,ACCENTURE: DEVELOPMENT OF REVENUES,(U.S. Billions),2018/6/18,9,ACCENTURE: GLOBAL PERSONNEL GROWTH,1997,53,426,1996,44,801,1995
9、,38,027,1994,32,711,1998,65,134,2018/6/18,10,Americas,EMEAI,Asia/Pacific,Hamburg,Frankfurt,Mnchen,Dsseldorf,Berlin,Wien,Zrich,ASG Austria, Switzerland, Germany,ACCENTURE IN ASG,2,750 Employees7 OfficesRevenues: 1,24 Mrd. DM,2018/6/18,11,Global Competitive Overview,Strategy,Digital Equipment,McKinsey
10、,Andersen Consulting,Organization,Processes,InformationTechnology,Business ProcessManagement(Outsourcing),Cap Gemini Sogeti,UNISYS,IBM,Computer Sciences,EDS,Boston Consulting,Booz Allen,2018/6/18,12,ACCENTURE: MARKET UNITS,Financial ServicesBankingHealth ServicesInsuranceProductsAutomotive, Industri
11、al Equipment, Travel & TransportationConsumer & Pharmaceutical ProductsRetailCommunications & High TechCommunicationsElectronics & High TechMedia & EntertainmentResourcesChemicals Energy & Natural ResourcesUtilitiesGovernment,2018/6/18,13,ACCENTURE: SAMPLE CLIENT LIST,2018/6/18,14,AGENDA,Introductio
12、n/ExpectationsExample consultant companyConsulting: Nature, Trends, CareersSelected Methods (frameworks)Research (some basics)Graphics (from data to chart),2018/6/18,15,NATURE, TRENDS, CAREERS,Nature and purpose of consulting,Recent trends and current challenges,Staff and career paths in consulting,
13、2018/6/18,16,NATURE AND PURPOSE OF CONSULTING,Nature and Purpose of ConsultingDefinition of Consulting“Brief look into historyDifferent types of consultingConsulting market overviewConsultant: Profession descriptionConsulting strategiesShort overview over the consulting processReasons for clients to
14、 hire external consultantsGuidelines for the client - consultant relationship,2018/6/18,17,DEFINITION OF CONSULTING,Definition of ConsultingTo give expert advice or provide expert counsel.“ (IKS)Consulting provides value by diagnosing, strategizing, designing, constructing, integrating, operating, o
15、r 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 does. (Cambridge Computer Services),2018/6/18,18,CONSULTING HISTORY (1/2),Brief look into history153
16、2Macchiavellis 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. Taylor1911Motion Study“ by F. Gilbreth1912Consulting Firms“ by F. Gilbreth1914E. Boo
17、z 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 Institute,2018/6/18,19,CONSULTING HISTORY (2/2),Brief look into history1949Robert Wie
18、ner 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 Organization“1959Herzberg, Mausner, Snyderman: The motivation to work“
19、1960Mc Gregor: The human side of enterprise“, Maslow: Motivation and Personality“1963Foundation of Boston Consulting Group1965Foundation of the first two Business Universities in Great Britain,2018/6/18,20,EVOLUTION OF CONSULTING FOCUS,198019851990199520002005,Quality ManagementLean ManagementRe-eng
20、ineeringERP projectsWeb TechnologyE-CommerceCRMM-Commerce Strategy,2018/6/18,21,TYPES OF CONSULTING,Different types of management consultingStrategyAdvice and counsel about corporate-level or business-unit strategiesOperations Management Figuring out how to improve the efficiency or productivity of
21、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“.,2018/6/18,22,Worldwide Professional Service
22、s Market,$billions,Source: Dataquest,$250,$475,$45,$85,$25,$5,$0,$100,$200,$300,$400,$500,$600,1990,1999,2003,STRATEGY VS. IT- CONSULTING,18% annual growth,Pure Strategy,IT-related Service,2018/6/18,23,GERMAN CONSULTING MARKET OVERVIEW,German Consulting market overview1998:62.500 Management-, Person
23、nel- 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.),2018/6/18,24,TOP 20 CONSULTING COMPANIES WORLDWIDE,2018/6/18,25,TOP 3
24、0 CONSULTING COMPANIES IN GERMANY,Source: Lnendonk Consultancy + Research GbR, Hamburg,2018/6/18,26,WHERE 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 t
25、o 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.,2018/6/18,27,REASONS TO HIRE EXTERNAL CONSULTANTS
26、(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 Pos
27、t 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 t
28、o 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),2018/6/18,28,REASONS TO HIRE EXTERNAL CONSULTANTS (2/2),Reasons for clie
29、nts 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 expertise in Processes, techn
30、ologies, industry best practices, and project management.,2018/6/18,29,BENEFITS 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 b
31、usiness 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. Share informat
32、ion 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 ideas,2018/6/18,30,WORK AND LIFESTYLE CHARACTERISTICS,Work at client siteWork in team environmentWork with a variety
33、 of clients across industriesAssess client business and technical challengesDevelop solutions to move client forwardExtensive traveling Enriching learning experienceCyclical overtimeTravelVariety of responsibilitiesWork with technology,2018/6/18,31,TOP 10 WAYS TO KNOW YOU ARE DATING AN CONSULTANT,1.
34、 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-ser
35、vice from the bedroom.,7. Congratulates your parents for successful value creation.,8. Referred to the yield of the tomato plants in your home garden as deliverables,9. Talks to the waiter about process flow when dinner arrives late.,10. Referred to the first month of your relationship as a diagnost
36、ic period.,2018/6/18,32,NATURE, TRENDS, CAREERS,Nature and purpose of consulting,Recent trends and current challenges,Staff and career paths in consulting,2018/6/18,33,RECENT TRENDS AND CURRENT CHALLENGES,Changing customer expectationsIncreasing market power of the TOP consulting companiesEffective
37、usage of information technologySplit 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 ch
38、allenges,2018/6/18,34,CTOs and other 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 th
39、an 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 . and even, in some cases, an advertising or marketing agency. - Scott Lochridge, principal, strategy solutions group, DiaLogos The days of black magic are over,
40、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 Rapidinnovation,CHANGING CUSTOMER EXPECTATIONS SOME STATEMENTS,2018/6/18,35,CHANGING CUSTOMER EXPECTATIONS,Customer expect real added valueStandard Im
41、plementations are decreasing while individual end-to-end solution 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
42、 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 clauses in contract,2018/6/18,36,INCREASING MARKET POWER OF THE TOP 20 CONSULTING COMPANIES,Facts40 TOP Consulting Companies increased thei
43、r 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 consulting firms by the larger companies in order to diversify their market offerPlanned partly IPO of KPMG, Arthur D. Little, And
44、ersen Consulting also investigating Increasing market power and influence through ventures, e.g.- AC Venture - McKinseys “New Venture” - Roland Berger & bmp,2018/6/18,37,SPLIT TAX/AUDITING REASONS AND CONSEQUENCES,ReasonsU.S. Security and Exchange Commission:Critical if Consulting Companies advice c
45、lients 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 companiesConsequencesConsulting companies can and will go public (e.g. KPMG)No more legal restrictions for consul
46、ting companies to advice other companiesDifferentiation process will accelerate (increasing marketing activities)Repositioning needs,2018/6/18,38,SPLIT TAX/AUDITING - CONSULTING,ExamplesAndersen Consulting vs. Arthur Andersen:Arbitration Decision in order to allow Andersen Consulting to split from A
47、rthur 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 to buy consulting piece of Ernst & YoungA.T. Kearney and EDS,2018/6/18,39,STRATEGIC ALLIANCES
48、OF ACCENTURE,2018/6/18,40,ALLIANCES 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 Microsystems - SAP- Oracle - Cisco,2018/6/18,41,NEW COMPETITOR
49、S ENTER THE CONSULTANT MARKET,New 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 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 Institutions and Telecommunication companies,
