MAS book - Roque

2. • Is someone who has expertise ina specific area and offers
unbiased opinion and advice for a fee.
• Independent contractor
Good business skills = “successful consultant”

3. Marketable skill Perceptive mind
A need for
independence and
challenge
Ability to
communicate with
others
Desire to help
Agent of positive
change

4. Business are in need for consultants.
• Skilled consultants can be brought into an
organization on short notice
HIRE
PAY SALARY
BENEFITS
RETIREMENT PLAN

5. Main types of Consultant Firms
• Means of increasing revenue
IT Firms
• They tend to have a narrow focus around
financial and transactions services
Accounting Firms
Offering Consultancy
• They offer a wide range of services but
their core business is consulting.
Major Consulting
Only Firms
• Sole traders/ small limited companies /
partnerships. Their services are specializedIndependents

6. Career Structure in Consulting Firms
Analyst Consultants
Senior
Consultants/
Managers
Business
Development
Managers
Directors or
Partners
2 yrs. 5-10 yrs. 10 yrs. and
above
3-5 yrs.
Gatheringand
processing
information
Evaluatethe client’s
businessand make
recommendationson its
behalf
Leading a
consulting team
Developingthe
firm’sproducts
and building its
relationshipwith
clients
Mostexperienced
consultants.
Responsible for the
development of the
organization

7. Management Consultants is hired for
these valuable reasons:
Independent
viewpoint
Professional
advisor and
counselor
Temporary
professional
service
Agent of
change

8. PART I

9. 6 Dimensions
Nature of the Problem
Service Delivery Area
Phases of the Analytic Process
Techniques and Methodologies applied
Industry to which client belongs
Geographical Areas

10. • Corrective Problem
- involves a situation in which conditions have worsened.
- it usually arises suddenly and demand urgent action.
• Progressive Problem
- involves an existing situation that can be improved.
• Opportunistic Problem
- involves a situation in which a future opportunity exists.
- Consultants search out and recommend opportunities for
more effective use of the funds.
Nature of the Problem

11. Service Delivery Areas
1.0 General Management
2.0 Manufacturing
3.0 Personnel
4.0 Finance and Accounting
5.0 Marketing
6.0 Procurement
7.0 Research and Development

12. • These phases represent the dynamic aspects of
an engagement and are employed in every
engagement.
Phases of the Analytic Process
Identifying
the objectives
Defining the
problem
Finding out
the facts
Developing
the solution
Implementing
the solution

13. • Most engagements are aided by technical
models or methodologies.
Techniques and Methodologies
Applied
• Discounted
cash flow model
Capital
Investment
Planning
• Structured
methodology
Information
system
planning
and design

14. • Privately owned business firm
• Government Agency
• Not-for-Profit nongovernmental organization
• Professional association
• Other types of organization
Industry or Nature of Organization

15. • Single Location
-Home Office of the client
• Multiple Location
-production plants
-warehouses
-foreign countries
Geographical Areas

17. A. Business Planning and Development
• The business has ambitions to grow and develop.
• Consultants contribute to the development of the business.
1st task: to establish exactly what the client wants from the
business development project.

18. B. Information Systems Consulting
• Management information systems aim to collect and organize
such information and present it to managers in a usable form.
• It provides a sound basis on which to progress the technical
implementation and helps ensure that it will be rewarding.

19. C. Management/ Operations Audit
• Known as management audits and performance audits.
• It is conducted to evaluate the effectiveness and/or efficiency of
operations.

20. D. Business Process Improvement/
Reengineering
• It is considered a more radical approach to improvement than
TQM.
Reengineering – a complete redesign of a process with an
emphasis on finding creative new ways to accomplish an
objective.
(1) To eliminate unnecessary steps
(2) To reduce opportunities for errors
(3) To reduce costs

21. E. Other Types of Consultancy Work
1. Marketing Research
-the process through which managers discover the
nature of the competitive environment in which they are
operating.
• Primary Research – Quantitative & Qualitative
• Secondary Research

22. 2. Marketing Strategy Development
-the approach the business will take in order to get
the customers’ attention.
3. Developing Promotional Campaigns
-any program of activities dedicated to informing
customers about a product, stimulating their interest and
encouraging purchase.
4. Planning Sales Force Activity
-in the process of planning, the sales team is the
primary promotional tool that can help the business.

23. 5. New Product Development
- represents a complex project that draws in most,
if not all, of the firm’s function.

24. 6. Developing Proposals for Financial Support

25. 7. Staff Recruitment
• Assessing firm’s human resource requirement
• Creating advertisements
• Developing assessment criteria
8. Exporting & International Marketing
-many high-growth forms soon recognize the
opportunity the international stage offers them
as a route for expansion.