Chap1 introduction to consultancy (boon)
- 1. BTMT 3163 CONSULTANCY AND COACHING FOR TECHNOPRENEURS Pn. Nor Azan Abd. Gani 11/9/2014 1
- 2. What is consultancy about? A consultant is usually an expert or a professional in a specific field and has a wide knowledge of the subject matter. A consultant usually works for a consultancy firm or is self-employed, and engages with multiple and changing clients. Thus, clients have access to deeper levels of expertise than would be feasible for them to retain in-house, and may purchase only as much service from the outside consultant as desired. It is generally accepted good corporate governance to hire consultants as a check to the Principal- 11/9/A201g4ent problem. 2
- 3. What are Consultants? • Experienced professional who provides expert knowledge (often packaged under a catchy name) for a fee. He or she works in an advisory capacity only and is usually not accountable for the outcome of a consulting exercise. Some consultants (like Peter Drucker and W. Edward Deming) have brought dramatic shifts in management thinking and improvements in the performance of organizations. 11/9/2014 3
- 4. What Does a Consultant Do? • Consultants are paid to share their expertise and knowledge to help businesses attain goals and solve problems. Consulting is a wide-ranging field with positions in innumerable industries 11/9/2014 4
- 5. Why are Consultants Needed Now? 1. Eco-friendly – new regulations and legislations for industry is in demand for eco-compliance. Companies are seeking help to review internal policies and meet regulations requirements. 2. Life Management – baby boomers and those aged 55 years require different services and products. Consultants can help these age groups to personal life goals and provide them with expert advice. 11/9/2014 5
- 6. 3.E-commerce – brick and mortar retail shops and new businesses have resorted to online selling to save cost. This is favorable to consultants who are expert in the online business areas. They provide opinions and guidance in setting up and managing the full e-commerce site with shopping carts and payment systems 11/9/2014 6
- 7. 4. It Security – with growth of internet service, It security becomes more important and demand increases. Consultants give guidance to clients about latest software to protect against viruses and hackers. 5. SMB Expertise – consultants can help by providing well-developed approaches to help improve overall performance and increase sales, grow their business and solve their problems with their wide knowledge . 11/9/2014 7
- 8. Job Duties Job duties can vary depending on the industry in which a consultant is working as well as his or her specific field of expertise, but the following job duties apply to most consulting positions. Fixing or improving a particular component of client's business is the broadest duty for which consultants are hired. Consultants may sometimes be asked to teach a business' employees how to manipulate a new software program or some other skill that increases productivity or generates more revenue Consultants provide influence and objectivity to managers as well as employees. They're also expected to provide advice, make recommendations and excel at problem solving. 11/9/2014 8
- 9. Roles and Functions of Senior Consultants • Identifying issues and forming hypotheses • Formulating and implementing recommendations /solutions • Ensuring the client receives the assistance needed to implement the recommendations or solutions • Managing projects and programs • Leading and managing those within the team, including analysts • Playing larger leadership roles in the management of client relationships 11/9/2014 9
- 10. Roles and Functions of new graduate Recruits • Carrying out research and data collection • Conducting analysis • Interviewing client’s employees, management team and other stakeholders • Running focus groups and facilitating workshops • Preparing business proposals/presentations • Spending the majority of time at the client’s site 11/9/2014 10
- 11. Reasons Why Companies Need Consultants 1. Experience in solving similar problems 2. Well-developed approaches, methods and tools that will assist in the process 3. Subject matter experts who can provide a sounding board for new ideas 4. Provide solutions to specific challenges and situations 5. Cost effectiveness 6. Objectivity in undertaking task 11/9/2014 11
- 12. Examples of reasons to engage consultants • To provide a short-cut to know-how, knowledge and information that does not exist in the organizations • To provide a professional service that does not exist in the organizations, or that it is needed for a specified period of time • To provide solutions to specific challenges and situations • To validate the ideas that have already been created in the organization • To facilitate the search for ideas and solutions with existing team members • To facilitate, create and implement methodologies and systems that enhance efficiency and organization • To present, teach or implement “new” business ideas and procedures 11/9/2014 12
- 13. Why Consultancy Service Thrive in Technopreneurship Technopreneurs can get point of view from experienced “outside” evaluation It is a “short-cut” to know-how, knowledge and information in the business field Solution for specific challenges and situations Access network of business or government contact To increase the company’s profit To make the best technology choice 11/9/2014 13
- 14. Types of consultants • Internal Consultants Someone who operates within an organization but is available to be consulted on areas of specialism by other departments or individuals. • External Consultants someone employed externally whose expertise is provided on a temporary basis, usually for a fee. 11/9/2014 14
- 15. Types of Consultancy Services • Management consulting • Strategy consulting • Human resource consulting • Information technology consulting • Marketing consulting • Financial consulting • Construction consulting 11/9/2014 15
- 16. Areas of consultancies Management Consulting Focus on how an organization works to achieve its stated goals. This include working on strategy, operations, and information technology 11/9/2014 16
- 17. Strategy Consulting • Focus on identifying the direction, goals , and growth of an organization within a specific industry Information Technology Consulting focus is on using technology to help an organization more efficient in achieving its goals 11/9/2014 17
- 18. • Industry Specific Consulting • Focus is on a specific industry and can include strategy, management, IT. Scientific or technical consulting. 11/9/2014 18
- 19. Models, Theories and Approaches of Consultancy • The 3C’s Model • The 4Ps Model • Matrix Based Formulations Model 11/9/2014 19
- 20. Skills • Successful consultants derive their skill set from a combination of learned techniques acquired from higher education and, to a lesser degree, innate personality traits. These skills include the following: • Problem Identifier • Analytical skills • Communication skills • Listening skills • People skills • Problem-solving skills • Market-yourself skills • Excellent interpersonal skills • Know-how to run the business effectively • Influencing skills • Negotiation skills 11/9/2014 20
- 21. Qualities to look for when choosing consultants • A penchant for facts • Sift and filter out • See all sides and angles • Think ahead • Avoid quick fixes • Precision • Self discipline • Hones to a fault • Reliable 11/9/2014 21
- 22. Why do some organizations avoid using consultancy services? • The costs needed to hire a consultancy is high • There are no stable resources to follow the advices given by consultants • There is no guarantee to success if they hire a consultant • The level of confidence for the consultant is low • The consultant himself is not likeable and not trusted by clients 11/9/2014 22