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MBAIntroductoryTraining--TheArtofConsulting(10-24-00)MBAIntroductoryTrainingTheArtofConsultingOctober20001MBAIntroductoryTraining--TheArtofConsulting(10-24-00)LearningObjectives•agreaterunderstandingofhowthefirmwillevaluateyourperformanceandtheimplicationsforwhatyouneedtodoandhowyouneedtodoit•agreaterawarenessofwhatyoucanexpectwhenyouarriveonaprojectandanunderstandingofhowyoucancontribute•new(orrefreshed)skillsfordatagatheringandinterviewing•apreliminarypersonaldevelopmentplanforthenext6-12monthsAttheendofthissession,youwillwalkawaywithrulesofthumbtohelpyouthriveinthePwCconsultingenvironment.Towardthisend,thesessionwillhelpprovide:2MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Agenda•WelcomeandIntroduction•Warm-upActivity:“TraitsofaneffectivePwCconsultant…”•Roles&ResponsibilitiesofaConsultant•ProjectOverview–Framework–Tablediscussions--“ConsultantCriticalSuccessFactors/Behaviors…”•Break•DataGathering&Interviewing•Break•PersonalDevelopmentPlanning–Framework–Individualplanning•SummaryandClosingActivity–TableDiscussions--“Whatrecommendationswouldyouhavefornextyear’sMBAs?”MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Warm-up4MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Warm-upActivity--Class-wideWhatbehaviorsdoyouassociatewithaneffectivePwCconsultant?••••MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Roles&ResponsibilitiesofaConsultant6MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Simplystated,theobjectiveofourconsultingpracticeistoimprovetheperformanceourclients,whilegeneratingprofitsandenhancingstaffcapabilitiesThoughtLeadershipRepurposedContentRelevant,LeverageableExperienceEnhancedStaffCapabilities(skills,knowledge,experiences)ClientShareholderValueFirmProfitsEngagement7MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Theneedtobalancethedemandsofthefirm,clients,andstaffcanattimesrequiremakingaseriesoftradeoffs•Developingabroadskillsetbyworkingonabroadrangeofprojectsandindustries•Leveragingpriorrelevantknowledgeofindustries/subjectmattertodeliverproject•Holdingstaffforthe“perfect”job•Investinginthoughtleadershiptoexpandfirm’sproductoffering•Developingaunique,“blanksheet”ofpaperapproachforaclientproblem•Continuallycyclingthroughdifferentclientstodevelopabroadexperiencebase•Meetingutilizationtargets•Sellingproven,easilyrepeatableprojects•Leveragingpreviouslydevelopedcontent•DevelopingdeepclientrelationshipsVS.8MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Forthefirmtobesuccessful,itmustbeabletodothreethingswell--developstaff,marketandexecuteprojectsCriticalFactorsforSuccessDevelopStaff•Developskillsetsviatrainingandon-the-jobexperiences•DevelopandshareknowledgeMarkettheFirm•Maintainanappropriatelevelofinvestmentandreturnoninvestment•LeveragepriorexperiencesExecuteProjects•Achieveanoptimalblendofnewandrepurposedcontent9MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Therolesandresponsibilitiesofaconsultantcanbegroupedintothesamethreecategories--theseresponsibilitiesremainconstantthroughoutone’scareer,althoughtheunderlyingtaskswillshift•DevelopThoughtLeadership•ManageProducts•PromoteCapabilities•BuildClientRelationships•GenerateProjects•DevelopTeam•ManageResources•SolveCoreProblems•CommunicateResultsDevelopStaffDotheWorkMarkettheFirm•Recruit•DevelopSkillsandTransferKnowledge•Network•MotivateandRetainForeachtheseresponsibilities,aconsultantshouldknow:•Whatismyrole,andwhataremyresponsibilities?•HowwilltheserolesandresponsibilitiesevolveasIprogress?10MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Level3Consultantshavearangeofrecruiting,skilldevelopment,andknowledgetransferresponsibilitiesResponsibilitiesExamplesastohowaLevel3Consultantcancontribute•Energeticallyparticipateinrecruitingevents•Identifyhigh-potentialcandidatesthroughpersonalcontacts,networking,resumes•Deliverclear,wellstructured,case-basedinterviews•SellPwCtoprospectiveemployees•Maintaina“currentcontact”rosterofformerclassmates•DeliverrecruitingpresentationsRecruit•Proactivelyunderstandperformanceexpectations,requisiteindustry/processknowledgeandneededconsultingskillsandproactivelyseektraining•identifyproject-baseddevelopmentneedswithminimalsupervisionanddefineplantoaddress•Clearlyeducateprojectteammembers/clientsaboutnewmethodologiesoranalytictechniques•Provideadhocguidancetoassistjuniorstaffandclientpersonnelcompleteassignedtasks•Proactivelyseekconsultingbestpractices,industryandprocessinsightsandotherskilltransferopportunities•Identifyreplicabletoolsoranalysisandcommunicatetorelevantpracticegroupmembers•Takeanactiveroleinmentoringjuniorstaffinthepracticegroup•Participateindeveloping“whitepapers”andthoughtleadershippiecesDevelopSkillsandTransferKnowledgeDotheWorkDevelopStaffMarkettheFirmDotheWork11MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Level3salsonetworkwith,train,andretainotherstaffResponsibilitiesExamplesastohowaLevel3ConsultantcancontributeDotheWorkDevelopStaffMarkettheFirm•Tacklepersonalassignmentswithenthusiasm,prideandcommitment•Proactivelyseekprojectassignmentsandtaskswhich