Expert: Leo Lingham Date: 7/4/2008 Subject: questions
Question after I failed in finding MBA program suiting my current circumstances , I thought about an idea until finding my purposes in business postgraduates or own my business m, this idea is working in conuslting firm , according to my information I know that this sort of company work in managment problems solving , from my point of view that may saitisfy all my business interests noticed that ( my intersts confined in business managment , marketing , international business , economy , investment , e-business , industrial mangement )
also dont forget that I have engieeing degree
so: 1-whats your opinion on that ?
2- in brief can you give me a definition about
consultant companies functions & role ?
3- can you recommend me some consultant career can
I apply for according to above case for instance
engineering consulting , business consulting ...
etc ) ?
Answer JACKIE,
HERE IS SOME USEFUL MATERIAL.
REGARDS
LEO LINGHAM
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I CHECKED YOUR EMAILS THAT WERE SENT TO ME.
YOU HAVE A
DEGREE IN ENGG
LIMITED WORK EXPERIENCE.
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It is a good idea to enter the management consulting field.
You may have to start at a low level and then catch up.
I would suggest, use your strengths.
-ENGINEERING KNOWLEDGE.
-APPLICATION OF INDUSTRIAL MANAGEMENT PRACTICES LIKE
WORK STUDY / METHODS STUDY/ WORKLOAD ANALYSIS
TO MAKE THE ENTRY .
TRY ALL CONSULTING FIRMS
-ACCENTURE.
-DELOITTE
-KPMG
ETC ETC
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REGARDING POSITIONS,
-send one resume, but tailor it so as to meet the criteria of two positions.
-mention the two positions you are interested in.
-limit your interest to 2 postions, otherwise it could dilute your value.
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REGARDING THE HEAD-HUNTER,
-with your experienced background, it is worthwhile
leaving your resume with them,
but specify your real interest and not any jobs.
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REGARDING THE WEBSITES,
-scan them at every opportunity.
-but be very selective with the ones you choose.
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HERE IS A SAMPLE OUTLINE OF A RESUME.
The resume includes
1.competencies , which outlines your skills, knowledge,abilities etc
which help to achieve results.
2.achievements, which are your outcomes in your job.
3.summary of qualification,your work experience.
4.project management,administrative, computer/other skills.
5.other functions skills
6.your various work experience – briefs
7.education
8.volunteer activities
9.relevant courses attended
10.professional body affiliations
11.personal achievements/ hobbies
12.references
THE TOP FOUR ITEMS NEEDS SOME REAL FOCUS/ATTENTION,
AS THESE ARE THE ONES THAT ATTRACT THE ATTENTION
OF THE CONSULTING COMPANIES.
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JACKIE,
One more small / informal suggestions,
-see if you know personally or someone close to any
managing partners of these consulting companies,
then the entry would be easier.
BECAUSE THE MANAGING PARTNERS MAKE
THE FINAL DECISION ON SELECTION.
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HERE IS SOME RESOURCES TO READ/ UNDERSTAND THE PROCESS OF
BUSINESS CONSULTING
The role of business consulting of any type is
-to provide management support
-to provide advice
-to help change management
to corporations.
This consuting process involves
-exploration
-diagnosis
-planning
-designing
-iniating
-implementing
-executing
-evaluating
of projects.
There are various opportunities in consulting , such area as,
The consulting firms handle various BUSINESS
DYNAMICS like
-customer relations management systems
-product development / positioning
-demand planning systems
-inventory management systems
-business process improvements
-business continuous improvements
-project planning and control
-strategic capacity planning
-operational management system
-TQM [ quality management system]
-MRP SYSTEM [ material planning ]
-business process re-engineering
-information system
-supply chain management
-business integration
etc etc
=======================================================
THINGS YOU MUST THINK / PREPARE YOURSELF.
First question is
-why do you want to become a consultant
-what is attractive about a career in consulting
-have you tested your aptitude
-have you taken an opportunity to discuss with an experienced
consultant , who has at least 10 years field experience
-have you discussed with any career counselor [ a second opinion]
You should on your own go through the above steps to get
a first hand opinion of the career.
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Based on experience,
a 5/7 years of hands-on-experience in your field
would lead you to an experienced consultant.
And another 3/5 years of solid experience in consulting
would make you a role model or successful consultant.
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There is a lot of understanding required for a successful career
in consulting.
What is consultancy?
Defines management consultancy as ‘the provision to management of objective advice and assistance relating to the strategy, structure, management and operations of an organisation in pursuit of its long-term purposes and objectives. Such assistance may include the identification of options with recommendations; the provision of an additional resource and/or the implementation of solutions.'
Management consultants are ‘those organisations and/or individuals that participate in the process of management consultancy within a framework of appropriate and relevant professional disciplines and ethics designed for the activity of management consultancy.'
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This means the clients seek not only recommendations but also implementations
of solutions.
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Typically, a management consultant will be engaged in providing change demonstrating:
change management skills
technical and business knowledge
business understanding
ownership, management and delivery of solutions to clients
project delivery and risk management
excellent interpersonal skills
ability to transfer skills to others
creative and analytical thinking
problem solving / making judgement
selling/ persuading
presentation
communication [ oral/written]
adherence to a code of conduct and ethical guidelines
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Market Capability and Knowledge: The application of fact-based knowledge, bringing together the combination of technical skills, business understanding, sector insight and external awareness.
Consulting Competence defines the core consultancy skills, tools, and techniques which are essential in delivering consultancy services.
Professional Behaviours are the entry-level professional behaviours and attitudes which act as ‘enablers' in achieving market capability and consulting competence.
Each consulting project, however short, goes through five phases:-
Entry and contracting
This is a critical stage of any project, to do with the initial contact with the client, including exploring the problem, deciding whether the consultant is the right person to work on this issue, both the client's and the consultant's expectations and how to get started.
Discovery and dialogue
Consultants need to come up with their own sense of the problem, and help the client to do the same; who is going to be involved in defining the problem, what methods will be used, what kind of data should be collected, how long will it take?
Feedback and decision to act
Reporting the data collection and analysis, including setting ultimate goals for the project and selecting the best action steps or changes.
Engagement and implementation
In many cases the implementation may fall entirely on the line organisation, though the consultant may also be involved.
Extension, recycle or termination
Evaluation of what happened in the previous phase. Sometimes it is not until after some implementation occurs that a clear picture of the real problem emerges. In this case the process recycles and a new contract needs to be discussed.
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Some current / modern observations in the consulting field---
clients are becoming more selective buyers; demanding specialised technical knowledge or skills… the expert not the generalist…..
shifting balance from traditional IQ based measures to emotional intelligence as predictor of excellence and success….
the boundaries of what constitutes management consultancy are blurred…. larger consultancies offering services spanning strategy to outsourcing…. low barriers to entry for sole practitioners
impact of future working patterns…new organisation models….growth in networked practices diminishing value of knowledge……as availability increases, effective sourcing and application becomes the differentiator
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An effective Management Consultant requires a balance of behaviours, skills and knowledge. This is defined in the framework which follows as market capability, consulting competence and professional competence.
Market Capability : This is the application of fact-based knowledge. It brings together the combination of technical skills, business understanding, sector insight and external awareness.
Consulting Competence: These are the core consultancy tools, techniques and skills which are essential in delivering consultancy services.
Professional Competence :These are the behaviours and attitudes which act as ‘enablers’ in achieving market capability and consulting competence.
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CONSULTING COMPETENCE
These describe the core consultancy tools, techniques and skills which are essential in delivering management consultancy services. [ applies to any disciplines or sectors]
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Building and sustaining relationships
Presents ideas convincingly to achieve specific outcomes
Demonstrates skills in building consensus and resolving conflict
Applies techniques to achieve influence, impact and results with stakeholders
Conveys ideas and thoughts in a clear focused style using effective verbal and non- verbal communication techniques in formal and informal situations
Uses presentation tools and techniques effectively to engage to audience
Produces clear client correspondence and reports selecting most appropriate style to achieve desired outcome
Manages group processes to achieve desired outcomes, using tools and techniques to maximise the groups decision making potential
Manages, develops and appraises others, delegating where appropriate
Seeks support from peers where appropriate
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Applied expertise and knowledge
Selects and uses appropriate diagnostic tools, methods and techniques
Actively seeks out new and appropriate tools
Captures and builds knowledge in defined processes
Shares knowledge and experiences with others
Applies knowledge, tools and technical expertise to support value creation, tailoring it to the specific needs of the client
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Achieving sustainable results
Manages client projects effectively ensuring objectives, deadlines and budgets are met by team members under own control
Competent use of project planning, tools, milestones appropriate for the size and scale of the project
Demonstrates the ability to assess, form and allocate work streams, managing own time and that of others to meet deadlines
Operates competently in all areas of project delivery
Manages ‘medium risk’ projects (working with others, high complexity)
Identifies, quantifies and manages issues impacting of delivery of project
Actively manages client expectations
Demonstrates track record of successful delivery in a range of delivery roles in client engagements
Ensures quality of own deliverables and those of team
Monitors and measures client satisfaction
Works with the client to determine a handover process to ensure skills transfer, sustainability of results and knowledge capture as appropriate for project.
Reviews and predicts any potential areas of deficit, addressing them before the engagement end
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Market Capability
Recognised as expert in own discipline[ IT /HR/ FINANCE/ PRODUCT/MARKETING]
Discusses impact of other disciplines on area of work with confidence and knowledge
Applies technical expertise across one or more sectors [ FINANCIAL/ TELCO/ ETC]
Demonstrates a thorough understanding of sectoral business issues
Demonstrates up to date depth of knowledge of political, economic, social, technological, legal and environmental factors (PESTLE) impacting on sector and/ or technical area of expertise
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Client Focus
Understands and defines client requirements
Presents clear comprehensive written proposals
Engages the client in selecting and owning optimal design options
Manages client interface, maintaining focus on overall deliverables agreeing and applying contractual terms of engagement
Understands and engages expertise of others alongside own.
Leverages network effectively to research and define client issues, generate innovative solutions for clients and /or inform delivery solution
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Professional Competence
Demonstrates professional competences
Professionalism and Ethics
Complexity & Responsibility
Personal Growth
Analytical & Proactive thinking
Interpersonal Interaction
* Delivery effectiveness
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A BROAD SPECTRUM OF SKILLS/ ABILITIES NEEDED ARE
1.LEADERSHIP AND INFLUENCE
-individual leadership
-meeting leadership
-developing organization talent
-sensitivity
-collaboration
-persuasiveness
-sales skills
-negotiation skills
-rapport building
etc
2.DECISION MAKING
-analysis
-judgement
-selecting/ promoting decisions
3.ADMINISTRATIVE / MANAGERIAL
-planning/ scheduling
-managing the job
-delegation
-control
