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1、5/8/2022 Andersen Consulting 20001Lecture Management Consulting: An IntroductionJrgen Zech2001 April5/8/20222AGENDA Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)5/8/20223AGEN

2、DA Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)5/8/20224Our Mission: Helping our clients create their future.ACCENTURE: MISSION AND VISIONOur Vision: To become one of the wo

3、rlds leading companies, bringing innovations to improve the way the world works and lives.5/8/20225One 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.In

4、tegrity 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 su

5、ccess of our clients.ACCENTURE: CORE VALUES5/8/202261989 Andersen Consulting becomes a separate business unit from Arthur Andersen $1.6 billion 21,400 employees1991 Horizon 2000 Initiative to develop mission and strategic plan $2.3 billion 25,000 personnel1993 Andersen Consulting issues its first an

6、nual report $2.9 billion 27,000 employees1997 Andersen 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 billion 65,000 employees2000 Joe Forehand becomes Managi

7、ng Partner and introduces the 100 Day Plan Andersen Consulting wins arbitration against Arthur Andersen01.01.01 Accenture, formerly known as Andersen ConsultingACCENTURE: IMPORTANT MILESTONES5/8/20227ACCENTURE GLOBALLY Employees:over 65,000 Countries: 48 Revenue 99: 8,9 Billion USD Clients: The vast

8、 majority of Fortune 30 most profitable global public companies Nearly 75% of Fortune 200 global companies 100 of the most significant “Industry Standard” Internet companies 5/8/20228ACCENTURE: DEVELOPMENT OF REVENUES(U.S. Billions)1993$2,8761994$3,4521995$4,2241996$5,3021997$6,6471998$8,35/8/20229A

9、CCENTURE: GLOBAL PERSONNEL GROWTH199753,426199644,801199538,027199432,711199865,1345/8/202210AmericasEMEAIAsia/PacificHamburgFrankfurtMnchenDsseldorfBerlinWienZrichASG Austria, Switzerland, GermanyACCENTURE IN ASG2,750 Employees7 OfficesRevenues: 1,24 Mrd. DM5/8/202211Global Competitive OverviewStra

10、tegyDigital EquipmentMcKinseyAndersen ConsultingOrganizationProcessesInformationTechnologyBusiness ProcessManagement(Outsourcing)Cap Gemini SogetiUNISYSIBMComputer SciencesEDSBoston ConsultingBooz Allen5/8/202212ACCENTURE: MARKET UNITSFinancial Services Banking Health Services InsuranceProducts Auto

11、motive, Industrial Equipment, Travel & Transportation Consumer & Pharmaceutical Products RetailCommunications & High Tech Communications Electronics & High Tech Media & EntertainmentResources Chemicals Energy & Natural Resources UtilitiesGovernment5/8/202213ACCENTURE: SAMPLE CLIENT LIST5/8/202214AGE

12、NDA Introduction/Expectations Example consultant company Consulting: Nature, Trends, Careers Selected Methods (frameworks) Research (some basics) Graphics (from data to chart)5/8/202215NATURE, TRENDS, CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths i

13、n consulting5/8/202216NATURE AND PURPOSE OF CONSULTINGNature and Purpose of ConsultingDefinition of Consulting“Brief look into historyDifferent types of consultingConsulting market overviewConsultant: Profession descriptionConsulting strategiesShort overview over the consulting processReasons for cl

14、ients to hire external consultantsGuidelines for the client - consultant relationship5/8/202217DEFINITION OF CONSULTINGDefinition of ConsultingTo give expert advice or provide expert counsel.“ (IKS)Consulting provides value by diagnosing, strategizing, designing, constructing, integrating, operating

15、, 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 does. (Cambridge Computer Services)5/8/202218CONSULTING HISTORY (1/2)Brief look into history1532M

16、acchiavellis 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. Booz

17、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 Institute5/8/202219CONSULTING HISTORY (2/2)Brief look into history1949Robert Wiener Cyb

18、ernetics“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“1960Mc

19、Gregor: The human side of enterprise“, Maslow: Motivation and Personality“1963Foundation of Boston Consulting Group1965Foundation of the first two Business Universities in Great Britain5/8/202220EVOLUTION OF CONSULTING FOCUS198019851990199520002005 Quality ManagementLean ManagementRe-engineeringERP

20、projectsWeb TechnologyE-CommerceCRMM-Commerce Strategy5/8/202221TYPES OF CONSULTINGDifferent types of management consultingStrategyAdvice and counsel about corporate-level or business-unit strategiesOperations Management Figuring out how to improve the efficiency or productivity of how a business wo

21、rksHuman 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“.5/8/202222Worldwide Professional Services Market$billionsSour

22、ce: Dataquest$250$475$45$85$25$5$0$100$200$300$400$500$600199019992003STRATEGY VS. IT- CONSULTING18% annual growthPure StrategyIT-related Service5/8/202223GERMAN CONSULTING MARKET OVERVIEWGerman Consulting market overview1998:62.500 Management-, Personnel- and IT-Consultants (BDU e.V.)13.200 Consult

23、ing 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%IT46%O&HP5%5/8/202224TOP 20 CONSULTING COMPANIES WORLDWIDETotal StaffFirm1998199719981Andersen Co

24、nsulting8.3076.64765.1342PriceWaterhouseCoopers6.0004.28646.5003Ernst & Young Consulting3.9702.95019.0504CSC3.5003.000n/a5Deloitte Consulting3.2402.31019.5596KPMG Consulting3.0002.30015.2497Mc Kinsey & Company2.5002.200n/a8Mercer Consulting Group1.5431.33811.0349Arthur Andersen1.3679529.19610A.T. Ke

25、arney1.2341.0614.64611Towers Perrin1.2301.120n/a12Booz-Allen & Hamilton1.2041.0758.80013American Management Systems1.0578728.20014Gemini Consulting1.0449002.30015Hewitt Associates8807099.70016DMR Consulting8537009.10017Boston Consulting Group730655n/a18Watson Wyatt Worldwide7206725.10019Bain & Compa

26、ny6305512.20020Aon Consulting Worldwide6155535.500Revenues in Mio $5/8/202225TOP 30 CONSULTING COMPANIES IN GERMANYSource: Lnendonk Consultancy + Research GbR, HamburgFirm19991998199919981 CSC Ploenzke AG, Kiedrich1251974398631722 Andersen Consulting Unternehmensberatung GmbH, Sulzbach12408042401212

27、73 McKinsey730650142013004 Roland Berger & Partner GmbH, Mnchen680574134112045 gedas GmbH, Berlin648405299419696 KPMG Consulting GmbH, Frankfurt524400138010237 PriceWaterhouseCoopers Unternehmensberatung GmbH, Frankfurt481340180013008 Plaut -Gruppe, Ismaning460340180013009 Ernst & Young Consulting G

28、mbH, Stuttgart4413081456110310 A.T. Kearney GmbH, Dsseldorf39524659044211 Softlab GmbH, Mnchen3603201398127012 Gemini36032060054413 The Boston Consulting Group36031049042514 Sercon3342651650125015 Mummert + Partner Unternehmensberatung AG, Hamburg330264105087516 Origin29524395082217 pdv Unternehmens

29、beratung GmbH, Hamburg253213103088018 Materna GmbH, Dortmund25214873059019 CMG Deutschland GmbH, Eschborn24311485555020 PSI AG, Berlin24218694975121 Atos GmbH, Stuttgart235230105090822 msg Systeme GmbH, Ismaning/Mnchen22018495085023 Schumann Unternehmensberatung AG, Kln21820182076024 Deloitte Consul

30、ting GmbH/ DTT, Dsseldorf21516370647625 ESG GmbH, Mnchen21120380080026 Arthur D. Little International, Inc., Wiesbaden21018337235027 Booz o Allen & Hamilton, Dsseldorf20516730030028 sd&m AG, Mnchen19015765855229 Marketing Corporation, Bad Homburg18115636132530 Heyde AG, Bad Nauheim18076670358Total S

31、taffRevenues in Mio 5/8/202226WHERE 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 you tell me, please, which way I ought to go

32、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.5/8/202227REASONS TO HIRE EXTERNAL CONSULTANTS (1/2)Reasons for clients to hire external consultants (1):Existing compani

33、es 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 environment: employees are

34、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 they need industry relate

35、d consulting experience (+other way round, ex-monopolists try to defend themselves against new market entries using the knowledge of external companies)5/8/202228REASONS TO HIRE EXTERNAL CONSULTANTS (2/2)Reasons for clients to hire external consultants (2):Consultants have access to information on a

36、 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.5/8/202229BENEFITS OF U

37、SING 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 refreshing outsid

38、e 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 goals. Ass

39、ist with strategic planning which will help reach company goals faster and easier. Offer innovative ideas5/8/202230WORK AND LIFESTYLE CHARACTERISTICSWork at client siteWork in team environmentWork with a variety of clients across industriesAssess client business and technical challengesDevelop solut

40、ions to move client forwardExtensive traveling Enriching learning experienceCyclical overtimeTravelVariety of responsibilitiesWork with technology5/8/202231TOP 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 trusted

41、 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 th

42、e 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.5/8/202232NATURE, TRENDS, CAREERSNature and purpose of consultingRecent trends and current ch

43、allengesStaff and career paths in consulting5/8/202233RECENT 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 sup

44、pliers enter the consulting marketExpansion of the well known consulting companiesIT consulting by traditional consulting companiesGet & retain the right peopleHow to face the current challenges5/8/202234 CTOs and other e-business strategists do not want to hear me tell them I can help Web-enable th

45、eir 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 g

46、iant, 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 white paper for the client and saying, OK, now you do what I s

47、ay. ”- Jose Campos, president of RapidinnovationCHANGING CUSTOMER EXPECTATIONS SOME STATEMENTS5/8/202235CHANGING CUSTOMER EXPECTATIONS Customer expect real added valueStandard Implementations are decreasing while individual end-to-end solution become much more important Unsuccessful ERP implementati

48、ons 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 reward sharing Equity payment Payment in terms of %-age

49、of actual value added On time delivery clauses in contract5/8/202236INCREASING 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 %

50、/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 ventures, e.g.- AC Venture - McKinseys “New V

51、enture” - Roland Berger & bmp5/8/202237SPLIT TAX/AUDITING 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 mo

52、ney by going public as long as they are part of auditing companiesConsequences Consulting companies can and will go public (e.g. KPMG) No more legal restrictions for consulting companies to advice other companies Differentiation process will accelerate (increasing marketing activities) Repositioning

53、 needs 5/8/202238SPLIT TAX/AUDITING - CONSULTING Examples Andersen Consulting vs. Arthur Andersen:Arbitration Decision in order to allow Andersen Consulting to split from Arthur Andersen KPMG:IPO of KPMG Consulting BusinessCisco took 20% stakeAnother 20% for the accounting part Hewlett Packard inter

54、ested to buy PriceWaterhouseCoopers Management and IT Consulting part Cap Gemini to buy consulting piece of Ernst & Young A.T. Kearney and EDS5/8/202239STRATEGIC ALLIANCES OF ACCENTURE5/8/202240ALLIANCES AND PARTNERSHIPS: SOME EXAMPLES Cap Gemini: - Siebel Systems- IBM - Sun Microsystems- Microsoft

55、KPMG:- Compaq - Cisco- Microsoft- JD Edwards CSC:- Peoplesoft - Broadvision- IBM- Lucent - Nokia EDS:- Sun Microsystems - SAP- Oracle - Cisco5/8/202241NEW COMPETITORS ENTER THE CONSULTANT MARKETNew Suppliers enter the consulting marketHardware manufacturers - HP already increased their number of in-

56、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 -

57、Deutsche Telekom buying majority stake in Debis SystemhausFinancial Institutions and Telecommunication companies5/8/202242EXPANSION OF WELL KNOWN CONSULTING COMPANIES Expansion of the TOP consulting companies through M&A, alliances, ventures and strategic partnerships.Chance to expand business and o

58、pening new marketsAfter M&A, 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

59、 CSC Ploenzke to buy KPMG France5/8/202243IT CONSULTING AT THE ESTABLISHED CONSULTING COMPANIES As eCommerce is acknowledge to be one of the key business drivers, also the traditional consulting companies try to get into itStrategy companies like Booz Allen Hamilton etc. to launch eCommerce centers

60、and venture capital firmsBy buying smaller companies and partnering they are able to provide a full implementation service, e.g. Bain alliance with i2 and OracleMcKinsey has been accused having overslept the e-Commerce age; now trying to work on that subject through increasing alliances & ventures i

61、n the eBusinessAfter split from Andersen Consulting, Arthur Andersen will get more into IT consulting5/8/202244IPO in order to attract personnelUntil backdrop of Dot.Coms and the stock market, tendency of leading personnel to leave traditional companies to join Start-ups: Cambridge Technology lost o

62、ver the last year many top managers (i.e. Founder and CEO, CFO, General counsel, Head of its E-Business unit, Managing director of the Cambridge Technology Capital venture fund) mostly to small high-tech companies. Dean Hawkins, former CFO of Adidas to become CFO Joe Galli, Vice President Black & De

63、cker to join A as member of the board Heiner Rutt, chairman Boston Consulting Group to become president at ProxicomIBM Germany has about 3.000 open IT positions for 2001, Hewlett-Packard to look for 500 IT specialists, PricewaterhouseCoopers 300 and Siemens 1.500, Andersen Consulting with 1.100 open

64、 positions in ASG.GET AND RETAIN THE RIGHT PEOPLE5/8/202245WINNING THE WAR FOR TALENTKey factors of successImage Interesting tasks Personal developmentBalanced life styleInternationalatmosphere 1.DaimlerChrysler2.Lufthansa3.McKinsey 4.BMW5.KPMG6.Boston Consulting7.Deutsche Bank8.Siemens9.SAP10.Accen

65、tureAttractive employeesFocus 30. August 19995/8/202246HOW TO FACE THE CURRENT CHALLENGES New strategiesBranding Campaigns Personnel development conceptsEfficient Knowledge ManagementAccurate Planning Change as ChanceSynchronize the key success factors:- people- process- strategy - technology5/8/202

66、247NATURE, TRENDS, CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting5/8/202248STAFF AND CAREER PATHSPartnerAssociate PartnerManagerConsultantAnalystDirectorPrincipleAssociate PrincipleProject ManagerConsultantAccentureMcKinsey5/8/202249wLead work teamswFacilitate Team-MeetingswSystems designwClient presentationswLead subprojectsConsultantAnalystwProposalswForecastingwDevelop and execute client trainingwClient interviewswProgrammingwSy