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MBA Introductory Training The Art of Consulting
October 2000
MBA Introductory Training -- The Art of Consulting (10-24-00)
Learning Objectives At the end of this session, you will walk away with rules of thumb to help you thrive in the PwC consulting environment. Toward this end, the session will help provide:
MBA Introductory Training -- The Art of Consulting (10-24-00)
• Leveraging prior relevant knowledge of industries/subject matter to deliver project • Meeting utilization targets
– Framework – Table discussions -- “Consultant Critical Success Factors/Behaviors …”
• Break • Data Gathering & Interviewing • Break • Personal Development Planning
Simply stated, the objective of our consulting practice is to improve the performance our clients, while generating profits and enhancing staff capabilities
– Framework – Individual planning
• Summary and Closing Activity
– Table Discussions -- “What recommendations would you have for next year’s MBAs?”
MBA Introductory Training -- The Art of Consulting (10-24-00)
MBA Introductory Training -- The Art of Consulting (10-24-00)
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The roles and responsibilities of a consultant can be grouped into the same three categories -- these responsibilities remain constant throughout one’s career, although the underlying tasks will shift
Develop Staff
• Recruit • Develop Skills and Transfer Knowledge • Network • Motivate and Retain
Market the Firm
• Develop Thought Leadership • Manage Products • Promote Capabilities • Build Client Relationships • Generate Projects
Engagement Thought Leadership Client Shareholder Value
Firm Profits
Repurposed Content
Enhanced Staff Capabilities
(skills, knowledge, experiences)
Relevant, Leverageable Experience
• a greater understanding of how the firm will evaluate your performance and the implications for what you need to do and how you need to do it • a greater awareness of what you can expect when you arrive on a project and an understanding of how you can contribute • new (or refreshed) skills for data gathering and interviewing • a preliminary personal development plan for the next 6-12 months
MBA Introductory Training -- The Art of Consulting (10-24-00)
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The need to balance the demands of the firm, clients, and staff can at times require making a series of tradeoffs
VS .
• Selling proven, easily repeatable projects
• Leveraging previously developed content
• Developing deep client relationships
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For the firm to be successful, it must be able to do three things well -- develop staff, market and execute projects Critical Factors for Success
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Warm-up
MBA Introductory Traininபைடு நூலகம் -- The Art of Consulting (10-24-00)
Warm-up Activity -- Class-wide
What behaviors do you associate with an effective PwC consultant?
Develop Staff • Develop skillsets via training and on-the-job experiences • Develop and share knowledge Market the Firm • Maintain an appropriate level of investment and return on investment • Leverage prior experiences Execute Projects • Achieve an optimal blend of new and repurposed content
Do the Work
• Develop Team • Manage Resources • Solve Core Problems • Communicate Results
For each these responsibilities, a consultant should know: • What is my role, and what are my responsibilities? • How will these roles and responsibilities evolve as I progress?
• • • •
MBA Introductory Training -- The Art of Consulting (10-24-00)
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Roles & Responsibilities of a Consultant
MBA Introductory Training -- The Art of Consulting (10-24-00)
• Developing a broad skill set by working on a broad range of projects and industries • Holding staff for the “perfect” job • Investing in thought leadership to expand firm’s product offering • Developing a unique, “blank sheet” of paper approach for a client problem • Continually cycling through different clients to develop a broad experience base
MBA Introductory Training -- The Art of Consulting (10-24-00)
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Develop Staff
Market the Firm
Do the Do the Work Work
Level 3 Consultants have a range of recruiting, skill development, and knowledge transfer responsibilities
Responsibilities Recruit Examples as to how a Level 3 Consultant can contribute • Energetically participate in recruiting events • Identify high-potential candidates through personal contacts, networking, resumes • Deliver clear, well structured, case-based interviews • Sell PwC to prospective employees • Maintain a “current contact” roster of former classmates • Deliver recruiting presentations • Proactively understand performance expectations, requisite industry/process knowledge and needed consulting skills and proactively seek training • identify project-based development needs with minimal supervision and define plan to address • Clearly educate project team members/clients about new methodologies or analytic techniques • Provide ad hoc guidance to assist junior staff and client personnel complete assigned tasks • Proactively seek consulting best practices, industry and process insights and other skill transfer opportunities • Identify replicable tools or analysis and communicate to relevant practice group members • Take an active role in mentoring junior staff in the practice group • Participate in developing “white papers” and thought leadership pieces