CONSULTANT

1
CONSULTANT

• carolina

CONSULTING
TRAINING WORKSHOP
2
Todays Agenda
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
1

• Introduction to CC
• Finding Clients
• The Consulting Process
• Frameworks for Structured Thinking and Problem
  Solving
• Team Relations and Client Relations

Section
Intro
3
Club History
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
1

• Club created in April 2002
• Merged Carolina Web Servers and Carolina
  Consulting Solutions
• Combining Strategy Consulting with Technology
  Consulting
• Devoted to delivering consulting services to our
  fellow clubs

Section
Intro
4
Mission and Vision
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
1

• Club Mission
• Our ultimate goal is to help student groups
  create a better Carolina, and we will achieve
  this by providing exceptional management and IT
  consulting solutions to student groups and
  creating opportunities for our members to grow
  personally and professionally.
• Club Vision
• Moreover, we work to become an effective and
  readily accessible student resource for the
  University of North Carolina at Chapel Hill,
  facilitating the improvement of student groups
  through our business and technology knowledge and
  problem-solving experience.

Section
Intro
5
Organizational Structure
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
1

• Consultants
• Project Managers
• Organization Managers
• Executive Committee
• Emphasis on Lateral Interaction

Section
Intro
6
Meetings
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
1

• Overall club meeting on the first Wednesday of
  each month
• Speaker once during the remaining three weeks
• Team Meetings
• OM/PM Meetings
• Random group outings and dinners

Section
Intro
7
Client Acquisition
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
2

• Receiving a client request
• Client Acquisitions Associate arranges initial
  client meeting
• Confirm contact information
• Establish meeting times
• Outline clients current situation
• Itemize and rate clients needs
• Answer questions about CC

Section
Initial Steps
8
Accepting a Project Bid
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
2

• CAA presents client to the Executive Committee
• Merits and shortcomings
• In the clients best interests?
• In CCs best interests?
• Projects feasibility determined
• Approval by consensus

Section
Initial Steps
9
Presentation of a Client
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
2

• Client project presented to the consultants
• Project team determined
• CAA provides Project Manager with informational
  overview

Section
Initial Steps
10
The Consulting Process A Step-by-Step Approach
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• Client meeting with PM/consultant team
• Timeline and background research
• Team-based Problem Solving
• Recommendation of a Solution
• Implementation and Evaluation

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
11
Step 1 of 5 Client Meeting with PM/Team
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• Conduct client meeting within one week of team
  formation
• Goals of this meeting
• SWOT Analysis
• Defining objectives and deliverables
• Determining Client vs. CC roles

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
12
Step 1 of 5 Client Meeting with PM/Team
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• SWOT Analysis
• Strengths
• What does the client currently do well?
• Weaknesses
• What areas need improvement?
• Opportunities
• Are there any areas into which the client can
  expand? New service avenues or targets?
• Threats
• What forces (external and internal) prevent the
  client from full effectiveness?

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
13
Step 2 of 5 Timeline and Background Research
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• Determining a working timeline
• When and where will the team meet?
• What team members will research what?
• When will events A, B, and C occur?

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
14
Step 2 of 5 Timeline and Background Research
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• Brainstorm possible solutions
• Analyze secondary data sources
• Observe club meetings and practices
• Conduct campus surveys
• Have members evaluate their experience
• Interview executive committee
• Examine/analyze internal documents

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
15
Step 3 of 5 Team-based Problem Solving
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• Use data to evaluate how client currently does
  things
• What are the sources of problems, and what are
  the symptoms?
• Examine existing solutions
• Brainstorm alternative solutions
• Conduct additional research
• Determine set of recommendations

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
16
Step 4 of 5 Recommendation of Solution
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• Presenting solutions to client
• Introduction
• Review SWOT Analysis
• Data gathering methods used
• Recommended solutions
• Benefits and costs
• Implementation schedule

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
17
Step 5 of 5 Implementation and Evaluation
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• Client decides Carolina Consultings involvement
  in implementation
• Determine if implementation assistance is
  possible
• Strategy implementation
• IT implementation

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
18
Step 5 of 5 Implementation and Evaluation
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• Examples
• Launch a publicity campaign to mold campus
  opinion
• Redesign an inefficient executive hierarchy
• Develop or renovate website
• Shift from paper to electronic data exchange
• Conduct a member recruitment drive

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
19
Step 5 of 5 Implementation and Evaluation
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
3

• 360-degree Evaluation
• Project
• Project Managers
• Consultants
• Organization
• Client evaluation (by PMs)

Section
The CC Process
Step 1
Step 2
Step 3
Step 4
Step 5
20
Porters 5 Forces
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
4

• Industry Competitors what other clubs exist
  that do similar things?
• Risk of New Entrants are other clubs being
  formed that could take away membership from the
  client?
• Bargaining Power of Suppliers what do members
  want/need in order to be committed?
• Bargaining Power of Buyers what is the
  clients relationship with those it serves?
• Threat of Substitutes are members getting fed
  up and moving on? Are those the client serves
  looking elsewhere?

Section
Analysis Models
21
The Three Cs
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
4

• Company
• What resources and skills does the client
  organization already possess? (ties together with
  SWOT)
• Competition
• Identify strengths and weaknesses of similar
  clubs and use/adopt what worked or did not work
  for them.
• Consumer
• Who does the club want to reach?

Section
Analysis Models
22
The Four Ps
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
4

• Product
• Price
• Promotion
• Place

Section
Analysis Models
23
Team Chemistry and Accountability
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
5

• Communication the key to success and sanity
• Joining a team implies making a commitment to
  your team members
• Using meeting time wisely
• Preparation, not excuses
• Respect each others opinions
• Have fun and be creative!

Section
Team and Client Dynamic
24
Client Interaction
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
5

• Were not here to figure out why the client
  sucks
• Remember these are our fellow students
• Be respectful, be prompt, and LISTEN
• Advise them and help them improve, not prove how
  smart you are
• We can only make recommendations
• Our role is not to force change down the clients
  throat

Section
Team and Client Dynamic
25
A Fresh Perspective
Consultant Training Workshop
carolina
September 21, 2002
CONSULTING
5

• Perhaps the most important thing we offer to the
  managing team of a student group is an outsiders
  fresh perspective.
• We see things differently than they may see them
  because we do not know how its always been
  done.
• Thus, we can approach a situation objectively and
  see areas where change and growth can occur.

Section
Team and Client Dynamic
26
FIN

• Get some lunch...
• Break into teams for the case studies