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MBAIntroductoryTraining--TheArtofConsulting(10-24-00)MBAIntroductoryTrainingTheArtofConsultingOctober20001LearningObjectives•agreaterunderstandingofhowthefirmwillevaluateyourperformanceandtheimplicationsforwhatyouneedtodoandhowyouneedtodoit•agreaterawarenessofwhatyoucanexpectwhenyouarriveonaprojectandanunderstandingofhowyoucancontribute•new(orrefreshed)skillsfordatagatheringandinterviewing•apreliminarypersonaldevelopmentplanforthenext6-12monthsAttheendofthissession,youwillwalkawaywithrulesofthumbtohelpyouthriveinthePwCconsultingenvironment.Towardthisend,thesessionwillhelpprovide:2Agenda•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-up4Warm-upActivity--Class-wideWhatbehaviorsdoyouassociatewithaneffectivePwCconsultant?••••MBAIntroductoryTraining--TheArtofConsulting(10-24-00)Roles&ResponsibilitiesofaConsultant6Simplystated,theobjectiveofourconsultingpracticeistoimprovetheperformanceourclients,whilegeneratingprofitsandenhancingstaffcapabilitiesThoughtLeadershipRepurposedContentRelevant,LeverageableExperienceEnhancedStaffCapabilities(skills,knowledge,experiences)ClientShareholderValueFirmProfitsEngagement7Theneedtobalancethedemandsofthefirm,clients,andstaffcanattimesrequiremakingaseriesoftradeoffs•Developingabroadskillsetbyworkingonabroadrangeofprojectsandindustries•Leveragingpriorrelevantknowledgeofindustries/subjectmattertodeliverproject•Holdingstaffforthe“perfect”job•Investinginthoughtleadershiptoexpandfirm’sproductoffering•Developingaunique,“blanksheet”ofpaperapproachforaclientproblem•Continuallycyclingthroughdifferentclientstodevelopabroadexperiencebase•Meetingutilizationtargets•Sellingproven,easilyrepeatableprojects•Leveragingpreviouslydevelopedcontent•DevelopingdeepclientrelationshipsVS.8Forthefirmtobesuccessful,itmustbeabletodothreethingswell--developstaff,marketandexecuteprojectsCriticalFactorsforSuccessDevelopStaff•Developskillsetsviatrainingandon-the-jobexperiences•DevelopandshareknowledgeMarkettheFirm•Maintainanappropriatelevelofinvestmentandreturnoninvestment•LeveragepriorexperiencesExecuteProjects•Achieveanoptimalblendofnewandrepurposedcontent9Therolesandresponsibilitiesofaconsultantcanbegroupedintothesamethreecategories--theseresponsibilitiesremainconstantthroughoutone’scareer,althoughtheunderlyingtaskswillshift•DevelopThoughtLeadership•ManageProducts•PromoteCapabilities•BuildClientRelationships•GenerateProjects•DevelopTeam•ManageResources•SolveCoreProblems•CommunicateResultsDevelopStaffDotheWorkMarkettheFirm•Recruit•DevelopSkillsandTransferKnowledge•Network•MotivateandRetainForeachtheseresponsibilities,aconsultantshouldknow:•Whatismyrole,andwhataremyresponsibilities?•HowwilltheserolesandresponsibilitiesevolveasIprogress?10Level3Consultantshavearangeofrecruiting,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”andthoughtleadershippiecesDevelopSkillsandTransferKnowledgeDotheWorkDevelopStaffMarkettheFirmDotheWork11Level3salsonetworkwith,train,andretainotherstaffResponsibilitiesExamplesastohowaLevel3ConsultantcancontributeDotheWorkDevelopStaffMarkettheFirm•Tacklepersonalassignmentswithenthusiasm,prideandcommitment•Proactivelyseekprojectassignmentsandtaskswhicharepersonallychallengingandengaging•Withguidancefromcoachand/orotherseniorpractitioners,proactivelycreatePwCcareerplan•Identifyandpositionyourselftoattractopportunitiesconsistentwithcareerplananddesiredpersonalgrowth•Organizeandleadinternalteambuildingevents•Assistprojectmanagerstodevelophighlymotivatedjuniorstaffandclientpersonnel•Serveasacoachfornewundergraduatehires•WorkwithpracticeleadershiptoaddresspracticeissuesMotivateandRetain•Developaninformalnetworkoffellowpracti