1、1,HAND Enterprise Solutions Co., Ltd.Date : 17-MAR-08,ERP顾问及职业生涯培训,2,Tony Chan 陈永泰 13636673134 tony.chanhand- ,3,Agenda,What is Consultancy What is Expected of a Consultant,4,What is Consultancy?,5,Consultants and Consultancy,Consultants are experts in a particular field who sell their expertise for
2、 a fee. e.g. advertising, law, health, ERP, etc,Consultancy is a professional organization / practice of consultants.,咨询业是一种服务性行业, 从事咨询工作的人员以自己的知识, 经验,技能针对客户的问题, 向客户有偿提供指导, 方案或服务从而使客户问题得到解决的一种行业,6,Why do Companies Use Consultants?,Cover Internal ShortageAdvice and GuidanceKnowledge and ExpertiseSpee
3、dChange Enablement,7,What Consultants Do?,Almost ALL consultants do a few key things to get their jobs done.,Recommend,Catalyze Change,Implement,Analyze,Investigate,Listen,8,Project,A Project is a temporary organization that is needed to produce a unique and pre-defined outcome or deliverable at a p
4、re-specified time using pre determined resources. A Project has a finite lifespan. It is your job to END THE REQUIREMENT FOR YOU !,9,Consulting Business Flow,Qualify Opportunity,Prepare and Submit Bid,Plan Project,Win?,Launch, Conduct, Manage ProjectQuickHAND,Close Project,References,Follow-on Busin
5、ess,Request for Proposal (RFP),Unsolicited Lead,10,What is Expected of a Consultant?,11,Consulting Challenge Quiz,Analyzing your result ,A = 5 Points B = 3 Points C = 0 Points D = -3 Points E = -5 Points,12,Our Success Requires,1. Definition of Scope and Expectations,2. Management of Scope and Expec
6、tations,13,Your Role Is,To protect these triangles on a day-to-day basis In order to ensure:,Client Satisfaction,Profits,Not one or the other But BOTH,14,SoWho Are The People Involved?,Client Manager Colleagues You,For each type, ask yourself: What do they expect from me? What do I expect from them?
7、Also, what do you need to be “happy” in your job?,15,How are Consultants Viewed by Client?,Senior Executives Middle Managers Junior Managers Shop Floor Workers , Treats to job security Treat to power (e.g. via control of information) Learning experience Chance to get on and shine Someone to blame Pa
8、rt of team Independent experts who can bring about effective change,16,How to select your role(s) to clients?,Expert,Pair-of-hand,Collaborative,17,Understanding Your Manager,18,Understanding Your Colleagues,19,What Do You Need To Do?,to have you, the consultant, apply your skills to the various situ
9、ation and people that you encounter in ways that produce client satisfaction AND profitability,20,Professionalism,Basic RequirementsAdding ValueCustomer SatisfactionProfitable Business,21,The Basics: Job Administration,Estimate Work Effort 估计评估你的工作 Plan Your Work Within Project Scope工作的计划 Utilize St
10、aff, Co-Workers, And/Or Client Effectively Keep Your Project Papers Current Follow Established Procedures and Standards Submit Your Labor/Expense Report And Engagement Summaries On Time,22,The Basics: Technical Side,We Are In Consulting/Technical BusinessExtremely Important That Your Skills Are Up T
11、o Date Do Not Get In The Mind Set That Technical Ability Is Just How Well You Know Oracle/SAP Stuff Understanding Business Needs, Functional Requirements, And Non Oracle Technology Is Just As Important Analytical And Problem Solving Skills Are Part Of The Technical Skill Set As Well,23,Adding Value:
12、 Quality of Work,Make The Success Of Your Work A Personal Objective By Demonstrating Job Ownership Complete Your Tasks On A Timely Basis: Think, Plan, Organize, Do Pay Attention To Detail Make Sure Your Work Is Complete Before You Submit Be Accurate, Be Neat Sloppy, Incomplete Work, Inaccurate Repor
13、ts And Negative Comments Get You In Trouble,24,Adding Value: Business Development,Everyone Is Responsible For Add On Business Recognize New Business Opportunities, Alert Management Get Involved In Selling/Proposal Development Ask Questions, Network With Clients You Are Selling All The Time With Your
14、,Attitude Quality Appearance,25,SoWhat Are The Necessary Consulting Skills,26,Soft Skills,顾问心态 团队精神/有效沟通 专业形象/礼仪 演讲技巧 会议组织技巧 时间管理,27,Putting It Together: Professional Attributes,Be A Team PlayerShow Initiative And CreativityExhibit Self-ConfidenceMaintain A Professional AppearanceWork Well Under Pre
15、ssureManage Your Time And PrioritiesShow Leadership,28,Putting It Together: Business Ethics,Confidential information (internal and external)Display Honesty, loyalty and integrityBe fair to customers, partnersNo bad-mouthing on competitorsEqual race, sex, age and religionRespect of human rights and p
16、rivacyNo over-selling/promising,29,Planning and Goal Setting,Long-termWhat do I want to be in life?Medium-termHow can I progress to my career goals through my current role?What do I need to do next?Short-termWhat should I be doing to add value right now, tomorrow, next week?Plan each day for greater
17、 productivityHow does this contribute to my medium-term goals?,30,It is YOUR Responsibility,Once you have decided what you want to be:Establish SMART objectives that will take you towards your goalDiagnose your strengths and weaknesses and identify those areas that need improvementSeek, create and utilize opportunities to further your developmentMonitor and review your progress against the objectives you have establishedMake things happen in YOUR PROJECT and CAREER,31,Q & A,
