Professional Documents
Culture Documents
Introduction
Introduction/Expectations
Example consultant company
Consulting: Nature, Trends,
Careers
Selected Methods (frameworks)
Research (some basics)
Graphics (from data to chart)
2 04/01/09
ACCENTURE: MISSION AND VISION
3 04/01/09
ACCENTURE: CORE VALUES
1989 1997
• Andersen Consulting • Andersen Consulting creates a global
becomes a separate network of communications-focused
business unit from Arthur solution centers in an effort to set the
Andersen standard for speed and quality of
• $1.6 billion performance
• 21,400 employees • $6.6. Billion
• 53,000 employees
1991
• Horizon 2000 Initiative to 1998
develop mission and • $8.3 billion
strategic plan • 65,000 employees
• $2.3 billion
• 25,000 personnel 2000
• Joe Forehand becomes Managing Partner
1993 and introduces the 100 Day Plan
• Andersen Consulting issues • Andersen Consulting wins arbitration
its first annual report against Arthur Andersen
• $2.9 billion
• 27,000 employees 01.01.01
• Accenture, formerly known as Andersen
5 Consulting 04/01/09
ACCENTURE GLOBALLY
(U.S. Billions)
$8,3
$6,647
$5,302
$4,224
$3,452
$2,876
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ACCENTURE: GLOBAL PERSONNEL GROWTH
65,134
53,426
44,801
38,027
32,711
ASG –
Austria, Switzerland,
Germany
Hamburg
Berlin
Düsseldorf
Frankfurt
EMEAI
München
Americas Wien
Zürich
Asia/
Pacific
• 2,750 Employees
• 7 Offices
• Revenues: 1,24 Mrd. DM
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Global Competitive Overview
10 04/01/09
ACCENTURE: MARKET UNITS
Financial Services
• Banking
• Health Services
• Insurance
Products
• Automotive, Industrial Equipment, Travel & Transportation
• Consumer & Pharmaceutical Products
• Retail
Communications & High Tech
• Communications
• Electronics & High Tech
• Media & Entertainment
Resources
• Chemicals
• Energy & Natural Resources
• Utilities
Government
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ACCENTURE: SAMPLE CLIENT LIST
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AGENDA
Introduction/Expectations
Example consultant company
Consulting: Nature, Trends,
Careers
Selected Methods (frameworks)
Research (some basics)
Graphics (from data to chart)
13 04/01/09
NATURE, TRENDS, CAREERS
14 04/01/09
NATURE AND PURPOSE OF CONSULTING
• Definition of „Consulting“
• Brief look into history
• Different types of consulting
• Consulting market overview
• Consultant: Profession description
• Consulting strategies
• Short overview over the consulting process
• Reasons for clients to hire external consultants
• Guidelines for the client - consultant relationship
15 04/01/09
DEFINITION OF CONSULTING
Definition of Consulting
• „To give expert advice or provide 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)
16 04/01/09
CONSULTING HISTORY (1/2)
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CONSULTING HISTORY (2/2)
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EVOLUTION OF CONSULTING FOCUS
Quality Management
Lean Management
Re-engineering
ERP projects
Web Technology
E-Commerce
CRM
M-Commerce
Strategy
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TYPES OF CONSULTING
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STRATEGY VS. IT- CONSULTING
$600
$85
$500 18% annual
growth
$400
Pure Strategy
$300
$45 IT-related Service
$475
$200
$250
$100
$5
$25
$0
$billions 1990 1999 2003
Source: Dataquest
21 04/01/09
GERMAN CONSULTING MARKET OVERVIEW
O&HP
5% Strategy
26%
IT
46%
Process
23%
22 04/01/09
TOP 20 CONSULTING COMPANIES WORLDWIDE
23 04/01/09
TOP 30 CONSULTING COMPANIES IN GERMANY
Revenues in Mio Total Staff
Firm 1999 1998 1999 1998
1 CSC Ploenzke AG, Kiedrich 1251 974 3986 3172
2 Andersen Consulting Unternehmensberatung GmbH, Sulzbach 1240 804 2401 2127
3 McKinsey 730 650 1420 1300
4 Roland Berger & Partner GmbH, München 680 574 1341 1204
5 gedas GmbH, Berlin 648 405 2994 1969
6 KPMG Consulting GmbH, Frankfurt 524 400 1380 1023
7 PriceWaterhouseCoopers Unternehmensberatung GmbH, Frankfurt 481 340 1800 1300
8 Plaut -Gruppe, Ismaning 460 340 1800 1300
9 Ernst & Young Consulting GmbH, Stuttgart 441 308 1456 1103
10 A.T. Kearney GmbH, Düsseldorf 395 246 590 442
11 Softlab GmbH, München 360 320 1398 1270
12 Gemini 360 320 600 544
13 The Boston Consulting Group 360 310 490 425
14 Sercon 334 265 1650 1250
15 Mummert + Partner Unternehmensberatung AG, Hamburg 330 264 1050 875
16 Origin 295 243 950 822
17 pdv Unternehmensberatung GmbH, Hamburg 253 213 1030 880
18 Materna GmbH, Dortmund 252 148 730 590
19 CMG Deutschland GmbH, Eschborn 243 114 855 550
20 PSI AG, Berlin 242 186 949 751
21 Atos GmbH, Stuttgart 235 230 1050 908
22 msg Systeme GmbH, Ismaning/München 220 184 950 850
23 Schumann Unternehmensberatung AG, Köln 218 201 820 760
24 Deloitte Consulting GmbH/ DTT, Düsseldorf 215 163 706 476
25 ESG GmbH, München 211 203 800 800
26 Arthur D. Little International, Inc., Wiesbaden 210 183 372 350
27 Booz o Allen & Hamilton, Düsseldorf 205 167 300 300
28 sd&m AG, München 190 157 658 552
29 Marketing Corporation, Bad Homburg 181 156 361 325
30 Heyde AG, Bad Nauheim 180 76 670 358
24 04/01/09
Source: Lünendonk Consultancy + Research GbR, Hamburg
WHERE DO YOU WANT TO GO TODAY?
A scene from Lewis Carroll's "Alice's 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 from here?" asks Alice.
"That depends a good deal on where you want to get to," said the Cat.
"I don't much care where." said Alice.
"Then, it doesn't matter which way you go." said the Cat.
25 04/01/09
REASONS TO HIRE EXTERNAL CONSULTANTS (1/2)
• Existing companies are not ready for the pace globalization and vanishing market
barriers they face -> need Consultants with broad market / industry knowledge
• Increasing M&A activities -> High complexity of transactions and tasks related to
Post Merger Integration
• Challenges of the high tech environment: employees are wholly occupied with daily
work and don’t have the time to think about innovations
• Changing working environment necessitate creative and up-to-date HR
Management
• Deregulation enabled new companies to enter the market. In order to position and
compete against former monopolists 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)
26 04/01/09
REASONS TO HIRE EXTERNAL CONSULTANTS (2/2)
27 04/01/09
BENEFITS OF USING CONSULTANTS
• Subject matter expert: A consultant will save time and money by arriving to a
solution to the client‘s 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 outside point of view
to the client‘s 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.
• Assist with strategic planning which will help reach company goals faster and
easier.
28 04/01/09
WORK AND LIFESTYLE CHARACTERISTICS
29 04/01/09
TOP 10 WAYS TO KNOW YOU ARE DATING AN
CONSULTANT
9. Talks to the waiter about process flow when dinner arrives late.
8. Referred to the yield of the tomato plants in your home garden as "deliverables"
30 04/01/09
NATURE, TRENDS, CAREERS
31 04/01/09
RECENT TRENDS AND CURRENT CHALLENGES
32 04/01/09
CHANGING CUSTOMER EXPECTATIONS –
SOME STATEMENTS
"CTOs and other e-business strategists do not want to hear me tell them I can help
Web-enable their 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 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 say.' ”
-- Jose Campos, president of Rapidinnovation
33 04/01/09
CHANGING CUSTOMER EXPECTATIONS
34 04/01/09
INCREASING MARKET POWER OF THE TOP 20
CONSULTING COMPANIES
Facts
• 40 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-sized consulting firms by the larger companies
in order to diversify their market offer
• Planned partly IPO of KPMG, Arthur D. Little, Andersen Consulting also
investigating
• Increasing market power and influence through ventures, e.g.
- AC Venture
- McKinsey’s “New Venture”
- Roland Berger & bmp
35 04/01/09
SPLIT TAX/AUDITING – REASONS AND CONSEQUENCES
Reasons
• 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
auditing companies
Consequences
• 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 needs
36 04/01/09
SPLIT 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 Business
• Cisco took 20% stake
• Another 20% for the accounting part
• Hewlett Packard interested to buy PriceWaterhouseCoopers’ Management and IT
Consulting part
• Cap Gemini to buy consulting piece of Ernst & Young
• A.T. Kearney and EDS
37 04/01/09
STRATEGIC ALLIANCES OF ACCENTURE
38 04/01/09
ALLIANCES AND PARTNERSHIPS: SOME EXAMPLES
39 04/01/09
NEW COMPETITORS ENTER THE CONSULTANT MARKET
40 04/01/09
EXPANSION OF WELL KNOWN CONSULTING
COMPANIES
• Examples:
41 04/01/09
IT CONSULTING AT THE ESTABLISHED
CONSULTING COMPANIES
42 04/01/09
GET AND RETAIN THE RIGHT PEOPLE
43 04/01/09
"WINNING THE WAR FOR TALENT"
1. DaimlerChrysler
2. Lufthansa
Key factors of
3. McKinsey
success
4. BMW Image
Attractive 5. KPMG Interesting tasks
employees Personal development
6. Boston Consulting
Balanced life style
7. Deutsche Bank
International
8. Siemens atmosphere
9. SAP
10. Accenture
44 04/01/09
HOW TO FACE THE CURRENT CHALLENGES
• New strategies
• Branding Campaigns
• Personnel development concepts
• Efficient Knowledge Management
• Accurate Planning
• Change as Chance
• Synchronize the key success
factors:
- people
- process
- strategy
- technology
45 04/01/09
NATURE, TRENDS, CAREERS
46 04/01/09
STAFF AND CAREER PATHS
Accenture McKinsey
Partner Director
Analyst Consultant
47 04/01/09
ROLES AND RESPONSIBILITIES: EXAMPLES
Analyst
Consultant
48 04/01/09
ROLES AND RESPONSIBILITIES (CTD.)
Partner
49 04/01/09
CONSULTING: ALWAYS STAY REALISTICALLY
"Me first! Me first!" says the consultant. "I want to be in the Bahamas,
driving a speedboat, without a care in the world." Poof! she's gone.
"You're next," the Genie says to the partner. The partner says, "I want
those two back in the office after lunch."
50 04/01/09
PERSONS TO SUPPORT YOUR PERSONAL CAREER
Personal Mentor
Peer Group
Annual Reviews (upward/downward/sideward)
Partner Group
Practice Leaders
51 04/01/09
SOME ATTRIBUTES FOR GOOD CONSULTANTS
52 04/01/09
BENEFITS AND CHALLENGES OF CONSULTING
Benefits of Consulting
• Learning new industries
• Earning more income
• Flexible contract lengths
• Possible full time opportunities
• Less office politics
• Learning new technical skills
• Meeting new people
Challenges of Consulting
• Not being a "full-timer"
• Possible additional travel or commute time
53 04/01/09
PROJECT WORK PLAN: ONE EXAMPLE
FOR A THREE-MONTH PROJECT EXAMPLE
54 04/01/09
YOU KNOW THAT YOU HAVE BEEN TOO LONG A
CONSULTANT WHEN …
1. you feel naked without a laptop hanging from your left shoulder;
2. you start thinking that life in the US Navy Submarine Corps would give you
more time at home;
3. you are upset when you come home on Friday night and the lights aren't on,
the bed isn't turned down, and there are no chocolates on your pillow;
4. "vacationing" is spending an entire weekend in your own home;
5. you have seen more movies at 35,000 feet than you have at your local movie
theater
6. before starting the car, you insist on telling everyone where the emergency
exits are;
7. before stopping the car, you insist that everyone stay seated until the fasten
seatbelts sign is off;
8. instant coffee tastes good;
9. you've been staying in the same hotel, you instinctively call it "home";
10. you say "Whoopee! Half day!" when you leave at 10:00PM;
55 04/01/09