MBA Consultancy Project MODULE

Module Handbook: MBA Consultancy Project
Superior University
MBA CONSULTANCY PROJECT
Module Handbook 2010-2011
School of Business & Management Sciences Superior University
Module Leader: Prof. Dr. Ch. Abdul Rehman Module Tutor: Salman Khan Mangol salman.khan@superior.edu.pk
CONTENTS
Introduction Module Aims & Objectives Benefits of the Project What could be a consultancy Project? The Role of the Consultant Team The Consulting Process Managing Time Delivery Mechanisms Student Workload Summative Assessment Module Assessment Confidentiality Appendix A Appendix B Appendix C Appendix D Appendix E 3 3 4 4 5 5 6 7 7 7 7 9 10 12 14 16 17

INTRODUCTION
Why a Consultancy Project? In the last decade, companies have had to deal with a multitude of changes: mergers, acquisitions, strategic alliances, restructuring, introduction of new technologies, market openings, and others It is highly unlikely that these trends will cease at the beginning of the new millennium. To maintain their position, todays businesses, whether big or small, have no other choice but to adapt and change. In these circumstances, the role of the manager has been altered. It is no longer enough to do a good job managing the company. Today, one has to guide it through successive waves of changes and transformations. The performance of a company thus becomes largely dependent on the capacity of its managers to deal with turbulence in their environment. The MBA program enables the student to acquire new aptitudes and distinctive management skills. The supervised consulting field project provides the opportunity to put this knowledge into practice and apply it in cooperation with managers and company leaders who must meet new challenges. In this respect, the supervised consulting field project becomes a first rate educational tool helping the student get introduced to, as well as understand and master the subject of the fourth stage which focuses on change within organizations. The aim of this module is to provide MBA students with the experience of management consultancy working with client organizations. It offers you the chance to apply the knowledge you have gained during the MBA course, coupled with your previous work experience to a real, contemporary issue. The MBA consultancy project takes place in the last semester culminating in a presentation of the outcomes to the client organization. The project is team based, with four people in a team being the optimum number. Therefore over the three month assignment period the client can expect around 1,200 consulting hours applied to their problem and to the completion of the assessment assignment. The Module Guide provides you with some background to the role of the management consultant and the expectations placed on you as MBA consultants. Involvement in the Consultancy Project gives you the opportunity to take advantage of a group of mature, industry experienced students to carry out a piece of consultancy at very little or no expense.
MODULE AIMS & OBJECTIVES

The supervised consulting field project essentially consists in fulfilling a consulting mandate, working within a company or any other organization wanting to take advantage of the training provided by the MBA program. More specifically, the objectives of the supervised project are to: 1. 2. 3. 4. 5. 6. Introduce the dimension of change through a real work experience within a company; Put into practice newly acquired aptitudes and skills; Develop further the ability to work in multidisciplinary teams; Improve capacity for planning and analysis as well as time and priority management; Develop initiative and creativity in problem solving; Develop oral, written and visual communication skills in association with the presentation of the final report.

In addition, students will have had the opportunity to further develop the following key skills: Understanding ambiguous and indeterminate contexts Managing the process of change Negotiating and persuading Networking Sourcing appropriate data and evaluating evidence Reflecting and synthesizing from experience Developing critical thinking Exercising discrimination and judgment Synthesizing diverse perspectives Developing coherent and persuasive arguments Selecting appropriate modes of communication Presenting effectively using oral, written and technological media
BENEFITS OF THE PROJECT

The Superior MBA Consulting Projects aim to provide shared benefits to all parties involved: Benefits to the corporate sponsors By making specific recommendations to improve the companys economic performance. Benefits to the MBA participants By complementing the programs classroom work with practical training to develop the managerial skills and attitudes required in future business leaders. Benefits to Superior By strengthening the links between our institute and the business community.
WHAT COULD BE A CONSULTANCY PROJECT?

Projects may cover any aspect of management and may, in principle, be located in any commercial, industrial, public sector or nonprofit organization of any size. Projects could, for example, look at the following: evaluation of key performance measures, market analysis, and examination of organizational structure, review of information systems, strategic planning or a feasibility study. The Consultancy Project tends to be with local companies, but it is possible for more geographically diverse companies to be involved if logistically feasible. Below are some examples of projects: - A market study for a local textile company importing machinery from France. - A financial feasibility study of entry into foreign markets for a web design company. - A project assessment for relocation for a process manufacturing company based in Lahore - A study to improve the effectiveness of the collection of donations for a local charity. - A strategic plan for a market expansion for a hi-tech start-up company.
THE ROLE OF THE CONSULTANT TEAM

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Consultants are used for a number of different reasons including: Providing specialist knowledge and skills Providing professional help on a temporary basis Providing an impartial outside view Providing justification for management decisions Providing a catalyst for learning within the client organization
Some authors consider that there are four models of the consultant: The doctor model where the analogy is that the client has an illness which the consultant is employed to cure The detective model where the role of the consultant is to discover the reasons behind a problem for instance The salesperson model where the consultant is trying to force fit a solution onto the clients problem The travel agent model where the consultant is helping the client along an improvement journey Perhaps each of these models is appropriate to any particular situation but the model gives you a flavor of the role of the consultant. An alternative model looks on the role of the consultant in one or more of the following: Advocate where the emphasis is on influencing the client Technical expert where the emphasis is on knowledge Trainer/educator where the emphasis is on development Collaborator in problem solving where the emphasis is on objective analysis and sharing Alternative provider where the emphasis is on assessing and judgment Fact finder where the emphasis is on research Process specialist where the emphasis is on development Reflector where the emphasis is on stimulating ideas.
In the context of the MBA consultancy project you will be a combination of technical expert, fact finder and alternative provider. Details regarding how to bring professionalism in consultancy and to make the consultancy effective please view Appendix A.
THE CONSULTING PROCESS

The conventional consulting process takes place in three steps within which are twelve discrete activities. Step 1 Appraisal during this phase the activities are: Contact Preparation Contracting Contract negotiation In this phase you need to contact the client, outline scope of work and to ensure that the scope is sufficient to meet the requirement of the exercise. It remains for the MBA consultancy team to negotiate and agree the actual scope of work. Once this has been done the scope of work is signed off by the client and by the module coordinator. A sample scope of work document is shown in Appendix B to this document. Step 2 Assessment during this phase the activities are:

Data collection Data analysis and diagnosis Data feedback Data discussion
The nature of the data collection (the research phases if you like) is dependent on the scope of work of the consulting project. It is the responsibility of the consulting team to develop the appropriate research methodology and to follow it through. Clearly the client needs to be consulted to ensure that there are no obstacles, confidentiality issues and so on that might preclude the use of some aspect of the proposed research method. It is not appropriate to ask the client to tell the consultant team how to address the research! Step 3 Application during this phase the activities are: Proposals Decision Implementation Review
TIME MANAGEMENT
ACTIVITY PREPARATORY PHASE MEETING WITH COORDINATOR TEAMING PROPOSAL MEETING WITH SPONSORS PHASE 1 INDUSTRY ANALYSIS Facts gathering and analysis Presentation to Faculty Presentation to client executives PHASE 2 COMPANY ANALYSIS Field work and analysis Presentation to Faculty Presentation to client executives 2 WEEKS TIME ALLOCATION
3 WEEKS
4 WEEKS
PHASE 3 ISSUE ANALYSIS Field work and analysis Presentation to Faculty Presentation to client executives
2 WEEKS
PHASE 4 IMPLEMENTATION PLAN & DEBRIEFING Define implementation plan Report to client executives Report to Project Director
1 WEEK

DELIVERY MECHANISMS The module is delivered by 6 sessions, through a series of lectures, case studies, presentations, plenary sessions and guided reading.
STUDENT WORKLOAD In addition to attending the scheduled sessions, undertaking preparation for them as may be requested from time to time, and completing summative assessments, you are expected to undertake independent reading and learning.
SUMMATIVE ASSESSMENT The summative assessment is in two parts A group presentation on the last day of the course (30%), and A written assignment of 4,000 words (maximum) (70%).
ASSESSMENT This module is assessed by a combination of team and individual work. The assessment consists of three items of work: 1. A team project proposal that provides details of the scope of the project, the research methodology to be adopted with an explanation as to why this research methodology is appropriate to meet the needs of the client. After completion of the project a consultancy report is provided to the client long with a group presentation. The style and length of this report is determined between the team and the client.
2.
3.
An individual reflection on your learning over the course of the project.
PROJECT ASSESSMENT CRITERIA From: Diolez, Annick and Sylvander, Bertil (2006) The National Research Programmes on Organic Farming 20002006: French Country Report, in Lange, Stefan; Williges, Ute; Saxena, Shilpi and Willer, Helga, Eds. Research in Organic Food and Farming. Reports on organisation and conduction of research programmes in 11 European countries, chapter France, page pp. 64-92. Bundesanstalt fr andwirtschaft und Ernhrung (BLE) / Federal Agency for Agriculture and Food BLE, Bonn, Germany. http://orgprints.org/8790/ Main criteria Specific questions 1. Scientific quality of the project Quality of the literature analysis Are the objectives clear, well argued Is the methodology satisfactory? Is the project innovative? 2. Relevance of the project : Is the project in the framework of the call for proposals? Is it well adapted to the professionals expectations? Quality of the partnership (are the stakeholders active and diversified) Can the goals be reached within the duration of the project?

3. Quality of the projects management Consistency between the goals and the technical / financial means devoted to the project Relevance of the planning Organization of the project / breakdown of the work
4. Financial assessment Are the expected means realistic according to the goals and methods 4. Overall assessment Strengths and weaknesses of the project
MBA CONSULTANCY PROJECT ASSESSMENT CRITERIA
Viva Voce Examination Written Thesis S.No

1. 2. 3. 4. 5. 6. 7.
30% Weight age 70% Weight age Area Marks Allocated

10 25 20 15 15 10 5
Introduction/ Aims & Objectives Literature& Industry Analysis Methodology Analysis Results/Findings of Analysis Conclusion References
TEXTBOOKS AND REFERENCE MATERIAL The following web sites contain informative and interesting material: www.ebkresearch.org/ www.ejkm.com/ www.imc.co.uk www.kennedyinfo.com/ www.managementconsultancy.co.uk/ www.mca.org.uk uwf.edu/mcd/
CONFIDENTIALITY

All students and mentors sign a confidentiality agreement in Appendix C before they begin the project. Our letter of terms details the conditions under which our projects are undertaken; we ask you to read these carefully and confirm your acceptance of the terms when you submit your proposal. Please note that students are expected to abide by ethical guidelines in the consultancy projects and for this reason are required to identify themselves, and their client company, when seeking to obtain information from third parties.
APPENDIX A
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PROFESSIONALISM IN MANAGEMENT CONSULTANCY The six main signs of professionalism in management consulting are: Technical competence the client employs a consultant or team based on the technical competence that the consultant brings to the issue at hand. Alongside the need for technical competence is the need to be honest about the boundaries of this knowledge and a willingness to develop the skills required to complete the assignment. Clients interest first the consultants first priority is to work towards the clients interests and to always have the clients interests as the driver of all actions taken. Impartiality the consultant must always take an impartial view during the research stage, analysis and recommendations. Confidentiality it almost goes without saying that the assignment and any data used during the assignment remains the property of the client and is not to be divulged to other parties. Value for money the client expects and must receive value from the consultant. Ethical behavior this, along with maintaining confidentiality is the consultants license to operate. Failure to behave in an ethical manner is the quickest way to lose clients. EFFECTIVE CONSULTING The following are the behaviors and skills associated with an effective consultant: Listening the consultant listens more than they pontificate. There is more to be learnt from listening than talking. Accepts data without criticizing client this ties in with the need for impartiality. Criticism of the client either directly or indirectly moves the client into a defensive position. As the client is always right this is a losing position for you as a consultant. Initially non judgmental Another way to lose the client is to be judgmental of what they have done, not done or underachieved. At some stage in the client consultant relationship being judgmental is part of the deliverable. Until this time is reached make no attempt to judge the performance or decision making of the client. Assignment is priority this is a repeat of the above, but I bring this back to your attention as it is so important. Takes time to assess problem it is unlikely that a consultant team, particularly one working in an unfamiliar industry can reach a rapid solution to the clients problem. Time taken on effective research and reflection is a sign of an impartial, technically competent and ethical consultant team. Gets to know the problem linked to the above is the impact that effort on understanding the context and complexity of the problem will have on the client. Shallow research and a rushed solution will be recognized for what it is unhelpful, judgmental and possibly insulting! However, effort to fully understand all the dimensions of the problem will be seen as professional. Pursuing unending research along unnecessary paths will not be considered favorably.
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Summarize accurately what the client says This links back to the listening skill. The consultant needs to ensure that the client recognizes that his or her words are being acknowledged and understood. Gives confidence all that the consultant does should fill the client with confidence that the consultant is working to the clients agenda and that the outcome will have value to the client Fulfills promises this behavior is of the utmost importance when working as a consultant as it is when working in any organization. The behavior that needs to be adopted is that whenever you say you will do something you do it, on time and in the manner in which you said it would be done. In simple terms, punctuality and delivering on time are examples of fulfilling promises. Adopts positive approach there is no time for negativity when working as a consultant. The client expects and needs you to deliver. Maintaining a positive approach gives the client confidence that the delivery will be met.
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APPENDIX B SAMPLE PROJECT BRIEFING DOCUMENT
HOST ORGANISATION Title: Objective: effectiveness of road shows to provide consultancy regarding outdoor activities ineffectiveness. 1) 2) To understand the practical environment of a business. To improve the critical thinking power and understanding skills.
3) To implement skills of making the strategies and planning process of marketing. 4) To present our knowledge and skills regarding to provide consultancy. 5) To be a good consultant. Scope: The scope of our project is totally related to the marketing specifically road shows organized by the company to get the company objective like to improve sales, brand recognition. Our concentration is to review the marketing plane, marketing strategies and objective of road shows along with the financial aspects like budget allocated and budget authorization. Reason: to work in a real time environment in compliance with the bookish knowledge. Road shows are important area of marketing. As it is called in Urdu as JO DIKHTA HAI, WO BIKTA HAI we have chosen the specific area of outdoor activities for providing consultancy to the organization and this will definitely provide us practical exposure. Priority: Project Leader/key contact: Output(s): Medium Qasim Dodhy, 0333-863-7670 at the end, we will try to provide with the management the consultancy that will help in identification of problems and possible, feasible solutions and recommendations for improvement.
How will the success of the initiative be measured: Describe the measure(s) which will indicate that the initiative has been successfully completed.
Resources: we are three people working as a team.
Estimated Expenditure: What is the estimated expenditure required for the initiative?
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Key Stakeholders: the key stake holders of this project are Brain Net Consultancy Team Superior University (Research Department)
Major Risks: What are the barriers to achieving project success (ie the major risks)? What are the consequences if the project is not undertaken?
Minimizing the Risks: What steps will be undertaken to minimize these major risks to the success of the project?
Related Projects: List any projects which are dependent on this initiative, or projects that are interdependent on this initiative, or
Guidelines/Standards: What guidelines, standards or methodologies will be applied to the work undertaken in the initiative?
Project Size: What is the size of the proposed initiative? (You may wish to refer to the Fact Sheet: Project Sizing.) <Small, Medium or Large>
Governance: Describe any special management arrangements that will be put in place to govern the initiative.
Business Partner/Sponsor: Who is the Sponsor or Business Partner that will be the 'Champion' for the initiative?
Project Milestones List the major milestones, scheduled start, scheduled finish and who has been assigned accountability.
Milestone
Description
Who
Scheduled Start
Scheduled Finish
Work necessary to enable start
Recommendation What is the next step for which authorization is being sought?
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For example, the development of a Project Business Case, Feasibility Report, Project Business Plan, or in a small, less complex project, authorization to complete the activities as per this proposal.
Endorsement ----------------------------------------------------------------------------
Responsible Officer: < Name>, <Title>
Project Sponsor: < Name>, <Title> Date: ____ / ____ / ____ Date: ____ / ____ / ____
Appendix C
Appendix C
CONFIDENTIALLITY AGREEMENT This is a confidentiality agreement made between Brain Net , Pakistan and consultancy Team, Superior University Lahore prior to discussion of a project / consultancy in detail WHEREAS: The parties have agreed to provide each other with information which they consider to be confidential in nature to enable the Brain Net to provide services as a consultant to the company IT IS AGREED AS FOLLOWS: 1. In consideration of each of the parties disclosing to the other Confidential Information for the Purpose the parties hereby undertake that they shall: a. Not communicate, disclose or make available all or any part of the Confidential Information to any third party; b. Not directly or indirectly use, or permit others to use, the Confidential Information other than for the Purpose; c. Not make any announcement or disclosure in connection with the Confidential Information or the Purpose without the prior written consent of the other party. 2. The obligations of confidentiality and non-use will not apply with respect to any of the following: a. Information which is generally available to the public at the date of this agreement;
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b. c. d. Information already known to the party at the time of disclosure; Information which is subsequently disclosed by third parties having no obligations of confidentiality; Information which is or becomes generally available to the public in printed publications in general circulation in Pakistan through no act or default on the part of the parties or their agents, employees or professional advisers.
3.
Without prejudice to the generality of clause 2 information shall not be deemed to be generally available to the public by reason only that it is known to only a few of those people to whom it may be of commercial interest and a combination of two or more parts of the Confidential Information shall not be deemed to be generally available to the public by reason only of each separate part being so available. The parties shall each ensure that all measures necessary are taken to secure the confidentiality of the other party's Confidential Information including but not limited to: a. keeping separate all Confidential Information and all information generated based on the Confidential Information from all other documents and records; b. keeping all documents and any other material bearing or incorporating any of the Confidential Information at the party's usual place of business in Pakistan; c. not using, reproducing, transforming or storing any of the Confidential Information in an externally accessible computer or electronic information retrieval system, not transmitting it in any form or by any means whatsoever outside the party's usual place of business and not copying all or any part of the Confidential Information without the prior written consent of the Company and then only to the extent that the same is required for the Purpose; d. allowing access to the Confidential Information only to those employees and/or to the professional advisers who have reasonable need to see or use it for the Purpose and informing each of the said employees and professional advisers of the confidential nature of the Confidential Information and of the obligations in respect of the Confidential Information and ensuring such employees and professional advisers comply with the confidentiality and nondisclosure obligations contained in this agreement; e. obtaining from employees having access to the Confidential Information their undertakings to maintain the same as confidential and taking such steps as may be reasonably desirable to enforce such obligations; f. Delivering all documents and other materials in the possession, custody or control of the party, its agents, employees or professional advisers that bear or incorporate any part of the Confidential Information of the other party. The failure by either party to enforce at any time anyone or more of the terms or conditions of this agreement shall not be a waiver of them or of the right at any time subsequently to enforce all terms and conditions of this agreement. The parties agree that damages might not be a sufficient remedy to any breach of the terms of this agreement and that as a result injunctive or other equitable relief may be obtained in respect of any breach or anticipated breach. All rights in the Confidential Information are reserved by the party to which it belongs and no rights or obligations other than those expressly set out in this agreement are granted or to be implied from this agreement. In particular no license is granted directly or indirectly by this agreement relating to any invention, discovery, patent, copyright or other industrial or intellectual property right now or in the future held, made, obtained or licensable by either party.
4.
5.
6.
7.
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8. The rights, duties and obligations of the parties and the validity, interpretation, performance and legal effect of this agreement shall be governed and determined by the laws of Pakistan.
Courts. AGREED by the parties: SIGNED by _____________________________________ Name Position Authorised signatory for and on behalf of Brain Net Adnan Shafiq Marketing Manager
Date (Day / Month / Year) _____ / _____ / _____ SIGNED by _____________________________________ Name Qasim Dodhy / Rashid Liaqat / Abdul Rehman
Position ____________consultancy Team_________________________ Authorised signatory for and on behalf of ___________superior University__________________________ Date (Day / Month / Year)
Appendix D MBA CONSULTING PROJECT TEAM REGISTRATION FORM TEAM MEMBERS Roll # Name MCE Qasim Idrees Dodhy 10350 Mce Rashid Liaqat 10347 Mce Abdul Rehman 10342
COMPANIES AND PROJECTS
Signatures
1. Types of Companies desired (size, industry) (List 2 or 3 in order of preference) Brain telecommunication Ltd. Coats Pakistan Backvem 16

Please Note: It is important to note that the more clearly teams identify their areas of interest and the type of companies they would like to work with, the better chance they have to find a company and project meeting their expectations.
Appendix E
MBA CONSULTING PROJECT DESCRIPTION OUTLINE
Please submit the completed application to the student office or email to salman.khan@superior.edu.pk
1. COMPANY / ORGANIZATION INFORMATION
Company Name Mailing Address Contact Person Contact Phone Fax Website Email Project Supervisor Title of Supervisor Type of Business Location
Brain Telecommunication Ltd 730-Nizam Block, Allama Iqbal Town, Lahore Adnan Shafiq 042-32100000 ecrslhr49@brain.pk Prof. salman Khan Mangool Module Tutor Telecommunication Lahore
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2. DESCRIPTION OF ORGANIZATION
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Brain NET is pioneer in Internet Service industry in Pakistan and considered to be largest Internet service provider with greater geographical coverage and vast range of internet solutions for consumer and corporate sector. Brain Net is a Private Limited company , that has been working since 1982. The number if board of directors is 7, it is a family business and now running with its 2nd generation with top management , chairman Board of Directors is head of family of Brain Net as well as other directors and other six directors include 3 sons of chairman and other 3 are their wives. This make a complete family business and they are getting the advantage of it as well by putting their extreme potential in their own benefit. Extra ordinary skilled human resource in each department makes their vision more clear foreseeing more and more development in the business with the team work and mutual efforts for the single purpose of sustaining the leaders of Information Technology and internet solution (ISP) in the market.
Being a Group of companies; Brain Computers was started back in 1982 with successful business of selling computer hardware solutions. In 1992 Brain has an honor of innovating emailing system first time in Pakistan history and received a lot of appreciation. In 1996 Brain incorporated BrainNET to commence Internet Services and retained an honor of First Internet Service Provider of Pakistan. Being pioneer in ISP industry, we always stood ahead all in innovating solutions. Brain has got largest Optical Fiber network in Lahore over which top IT companies are subscribed to. We are also been granted Local Loop License (LLC) by Pakistan Telecommunication Authority (PTA) to run Telecom operations with in Lahore region under Brain TEL.
3. PROJECT DESCRIPTION
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Module Handbook: MBA Consultancy Project ineffectiveness in organizing outdoor activities like road shows and irrelevance of stuff as well as the target market is concerned.
We are proposing our services to give them free consultancy on the above mentioned problem, we will be keen to find our problems that are causing the failure in outdoor activities of the organization and will try to pin point the root of the problem, and will find our ways to resolve the problems and also the recommendations that in our point of view, steps that can be taken to prevent the same problem to held in future.
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Module Handbook: MBA Consultancy Project