1、9/27/20221AGENDA Introduction/Expectations Example consultant company Consulting:Nature,Trends,Careers Selected Methods(frameworks)Research(some basics)Graphics(from data to chart)9/27/20222AGENDA Introduction/Expectations Example consultant company Consulting:Nature,Trends,Careers Selected Methods(
2、frameworks)Research(some basics)Graphics(from data to chart)9/27/20223Our Mission:Helping our clients create their future.ACCENTURE:MISSION AND VISIONOur Vision:To become one of the worlds leading companies,bringing innovations to improve the way the world works and lives.9/27/20224One Global Firm A
3、ct 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 Individual Treat each person as we would like to be treat
4、ed.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 VALUES9/27/202251989 Andersen Consulting becomes a separate business unit from Arthur
5、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 network of communications-focused solution cente
6、rs 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 Arthur Andersen01.01.01Accenture,formerly known a
7、s Andersen ConsultingACCENTURE:IMPORTANT MILESTONES9/27/20226ACCENTURE GLOBALLY Employees:over 65,000 Countries:48 Revenue 99:8,9 Billion USD Clients:The vast majority of Fortune 30 most profitable global public companies Nearly 75%of Fortune 200 global companies 100 of the most significant“Industry
8、 Standard”Internet companies 9/27/20227ACCENTURE:DEVELOPMENT OF REVENUES(U.S.Billions)1993$2,8761994$3,4521995$4,2241996$5,3021997$6,6471998$8,39/27/20228ACCENTURE:GLOBAL PERSONNEL GROWTH199753,426199644,801199538,027199432,711199865,1349/27/20229AmericasEMEAIAsia/PacificHamburgFrankfurtMnchenDsseld
9、orfBerlinWienZrichASG Austria,Switzerland,GermanyACCENTURE IN ASG2,750 Employees7 OfficesRevenues:1,24 Mrd.DM9/27/202210Global Competitive OverviewStrategyDigital EquipmentMcKinseyAndersen ConsultingOrganizationProcessesInformationTechnologyBusiness ProcessManagement(Outsourcing)Cap Gemini SogetiUNI
10、SYSIBMComputer SciencesEDSBoston ConsultingBooz Allen9/27/202211ACCENTURE:MARKET UNITSFinancial Services Banking Health Services InsuranceProducts Automotive,Industrial Equipment,Travel&Transportation Consumer&Pharmaceutical Products RetailCommunications&High Tech Communications Electronics&High Tec
11、h Media&EntertainmentResources Chemicals Energy&Natural Resources UtilitiesGovernment9/27/202212ACCENTURE:SAMPLE CLIENT LIST9/27/202213AGENDA Introduction/Expectations Example consultant company Consulting:Nature,Trends,Careers Selected Methods(frameworks)Research(some basics)Graphics(from data to c
12、hart)9/27/202214NATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting9/27/202215NATURE AND PURPOSE OF CONSULTINGNature and Purpose of ConsultingDefinition of Consulting“Brief look into historyDifferent types of consultingConsult
13、ing market overviewConsultant:Profession descriptionConsulting strategiesShort overview over the consulting processReasons for clients to hire external consultantsGuidelines for the client-consultant relationship9/27/202216DEFINITION OF CONSULTINGDefinition of ConsultingTo give expert advice or prov
14、ide 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)Consulting is wh
15、atever a consultant does.(Cambridge Computer Services)9/27/202217CONSULTING HISTORY(1/2)Brief look into history1532 Macchiavellis Il Principe“1886 Foundation of the analytical testlab“by Arthur D.Little1895 A piece rate system“by F.Taylor1909 Foundation of Arthur D.Little,Inc.1911 The principles of
16、scientific management“by F.Taylor1911 Motion Study“by F.Gilbreth1912 Consulting Firms“by F.Gilbreth1914 E.Booz sets up Business Research Services1925 J.O.McKinsey starts his Consulting firm1934 Urwick,Orr&Partners:Management ist lehr-und lernbar1939 Peter Drucker The end of economic man“1947 Foundat
17、ion of the Travistock Institute9/27/202218CONSULTING HISTORY(2/2)Brief look into history1949 Robert Wiener Cybernetics“1950 Marvin Bower becomes CEO of Mc Kinsey and starts with the expansion1951 First Deming-Avard for Quality in Japan1954 Foundation of the BDU1954 Peter Drucker:The practise of mana
18、gement“1957 Argyris:Personality and Organization“1959 Herzberg,Mausner,Snyderman:The motivation to work“1960 Mc Gregor:The human side of enterprise“,Maslow:Motivation and Personality“1963 Foundation of Boston Consulting Group1965 Foundation of the first two Business Universities in Great Britain9/27
19、/202219EVOLUTION OF CONSULTING FOCUS198019851990199520002005 Quality ManagementLean ManagementRe-engineeringERP projectsWeb TechnologyE-CommerceCRMM-Commerce Strategy9/27/202220TYPES OF CONSULTINGDifferent types of management consulting StrategyAdvice and counsel about corporate-level or business-un
20、it strategies Operations Management Figuring out how to improve the efficiency or productivity of how a business works Human Resources Compensation and benefits advice,attracting,motivating,and retaining high quality employees Information TechnologyDesign,implement,test and roll-out new IT or instal
21、l and operate massive packaged software solutions“.9/27/202221Worldwide 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 Service9/27/202222GERMAN CONSULTING MARKET OVERVIEWGe
22、rman 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 e.V.)Strategy26%Process23%
23、IT46%O&HP5%9/27/202223TOP 20 CONSULTING COMPANIES WORLDWIDETotal StaffFirm1998199719981Andersen Consulting8.3076.64765.1342PriceWaterhouseCoopers6.0004.28646.5003Ernst&Young Consulting3.9702.95019.0504CSC3.5003.000n/a5Deloitte Consulting3.2402.31019.5596KPMG Consulting3.0002.30015.2497Mc Kinsey&Comp
24、any2.5002.200n/a8Mercer Consulting Group1.5431.33811.0349Arthur Andersen1.3679529.19610A.T.Kearney1.2341.0614.64611Towers Perrin1.2301.120n/a12Booz-Allen&Hamilton1.2041.0758.80013American Management Systems1.0578728.20014Gemini Consulting1.0449002.30015Hewitt Associates8807099.70016DMR Consulting853
25、7009.10017Boston Consulting Group730655n/a18Watson Wyatt Worldwide7206725.10019Bain&Company6305512.20020Aon Consulting Worldwide6155535.500Revenues in Mio$9/27/202224TOP 30 CONSULTING COMPANIES IN GERMANYSource:Lnendonk Consultancy+Research GbR,HamburgFirm19991998199919981 CSC Ploenzke AG,Kiedrich12
26、51974398631722 Andersen Consulting Unternehmensberatung GmbH,Sulzbach1240804240121273 McKinsey730650142013004 Roland Berger&Partner GmbH,Mnchen680574134112045 gedas GmbH,Berlin648405299419696 KPMG Consulting GmbH,Frankfurt524400138010237 PriceWaterhouseCoopers Unternehmensberatung GmbH,Frankfurt4813
27、40180013008 Plaut-Gruppe,Ismaning460340180013009 Ernst&Young Consulting GmbH,Stuttgart4413081456110310 A.T.Kearney GmbH,Dsseldorf39524659044211 Softlab GmbH,Mnchen3603201398127012 Gemini36032060054413 The Boston Consulting Group36031049042514 Sercon3342651650125015 Mummert+Partner Unternehmensberatu
28、ng AG,Hamburg330264105087516 Origin29524395082217 pdv Unternehmensberatung GmbH,Hamburg253213103088018 Materna GmbH,Dortmund25214873059019 CMG Deutschland GmbH,Eschborn24311485555020 PSI AG,Berlin24218694975121 Atos GmbH,Stuttgart235230105090822 msg Systeme GmbH,Ismaning/Mnchen22018495085023 Schuman
29、n Unternehmensberatung AG,Kln21820182076024 Deloitte Consulting GmbH/DTT,Dsseldorf21516370647625 ESG GmbH,Mnchen21120380080026 Arthur D.Little International,Inc.,Wiesbaden21018337235027 Booz o Allen&Hamilton,Dsseldorf20516730030028 sd&m AG,Mnchen19015765855229 Marketing Corporation,Bad Homburg181156
30、36132530 Heyde AG,Bad Nauheim18076670358Total StaffRevenues in Mio 9/27/202225WHERE 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
31、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.9/27/202226REASONS TO HIRE EXTERNAL CONSULTANTS(1/2)Reasons for clients to hire exte
32、rnal 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 te
33、ch 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 monopolis
34、ts 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)9/27/202227REASONS TO HIRE EXTERNAL CONSULTANTS(2/2)Reasons for clients to hire external consultants(2):Consultants have a
35、ccess 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.9/
36、27/202228BENEFITS 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
37、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 competition:This is essential to reaching compa
38、ny goals.Assist with strategic planning which will help reach company goals faster and easier.Offer innovative ideas9/27/202229WORK AND LIFESTYLE CHARACTERISTICSWork at client siteWork in team environmentWork with a variety of clients across industriesAssess client business and technical challengesD
39、evelop solutions to move client forwardExtensive traveling Enriching learning experienceCyclical overtimeTravelVariety of responsibilitiesWork with technology9/27/202230TOP 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
40、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 for successful value creation.8.Referred to
41、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.9/27/202231NATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current cha
42、llengesStaff and career paths in consulting9/27/202232RECENT 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 suppl
43、iers enter the consulting marketExpansion of the well known consulting companiesIT consulting by traditional consulting companiesGet&retain the right peopleHow to face the current challenges9/27/202233 CTOs and other e-business strategists do not want to hear me tell them I can help Web-enable their
44、 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 may compete against one of the giant,Big Fi
45、ve 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,now you do what I say.”-Jose Campos,preside
46、nt of RapidinnovationCHANGING CUSTOMER EXPECTATIONS SOME STATEMENTS9/27/202234CHANGING 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 cu
47、stomer 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 of%-age of actual value added On time deli
48、very clauses in contract9/27/202235INCREASING 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-si
49、zed 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 Venture”-Roland Berger&bmp9/27/202236SPLIT TAX/A
50、UDITING REASONS AND CONSEQUENCESReasons U.S.Security and Exchange Commission:Critical if Consulting Companies advice clients that are audited by the same company Higher margins and growth rates in consulting Inability for consulting part to raise money by going public as long as they are part of aud
