The Institute of Management Consultancy - Proprietary & Confidential Vancouver 2004 Developing a Client User Group Vancouver 2004 Vancouver 2004 Developing a Consultancy Purchasing Group Vancouver 2004 Calvert Markham ICMCI Trustee; UK President,

The Institute of Management Consultancy - Proprietary & Confidential Members are purchasing managers from Aviva Royal Mail Boots Cable & Wireless Shell Cadbury Schweppes British Airways Whitbread Barclays Ministry of Defence Office of Government Commerce Diageo National Health Service Reuters Estimated spend on professional services of these organisations exceeds £2bn pa

The Institute of Management Consultancy - Proprietary & Confidential Last year’s agenda resulted in the production of a good practice guide BENEFITS CASEBENEFITS BASELINE AND MONITORING BENEFITS REALISATION Requirement definition Benefits capture Completion Assignment delivery Procurement LARGELY CLIENT CLIENT AND CONSULTANT Idea/ problem Scoping Exploration Tender Selection Contract Management & participation Handover Review

The Institute of Management Consultancy - Proprietary & Confidential The adoption challenge - what happens now Users Consultancy practices Individual consultants Value v Don’t ask for qualified consultants Hidden training burden Rely on source effect for validation Self certify

The Institute of Management Consultancy - Proprietary & Confidential Why bother to join an IMC? No client has ever asked me if I’m a qualified consultant. So why should I bother to join your Institute?

The Institute of Management Consultancy - Proprietary & Confidential The adoption challenge - what we’d like Users Consultancy practices Individual consultants Value v Ask for qualified consultants Training burden explicit Have a publicly recognised qualification Seek external certification

The Institute of Management Consultancy - Proprietary & Confidential This year, members are considering adopting a condition in their ITTs of the form “It is preferred that individual management consultants or firms are members of a Professional/Governing body such as the Institute of Management Consultancy and accordingly will comply with its Code of Practice”