January 2005www.dakessian-cnslt.com1 ICT Consulting In Emerging Economies Professional ICT Consulting Services In Emerging Economies A Practical Guide

January 2005www.dakessian-cnslt.com2 Topics  Players In The Market  Progress Of Profession  Typical Clients  Business Objectives  Consulting Office Organization  Common Contract Types  Positioning Within Client Chart  Dos And Don'ts  Final Tips

January 2005www.dakessian-cnslt.com3 Players In The Market  International Consulting Houses Multi-disciplined Experience Large Organizational Structure Strong Financial Standing  Local Consulting Firms Country Specific Experience  Freelance Independents Subject Specific Experience

January 2005www.dakessian-cnslt.com4 Progress Of Profession  Systems Consulting 1970s – 1980s  Computer Consulting 1980s – 1990s  IT Consulting 1990s  ICT Consulting 2000+

January 2005www.dakessian-cnslt.com5 Systems Consultants  Period 1970s – 1980s  Typical Services Programming Languages File Design System Requirements Logical System Design Physical System Design

January 2005www.dakessian-cnslt.com6 Computer Consultants  Period 1980s – 1990s  Typical Services Technology Selection Database Design Hardware Specifications Networking Functional Requirements

January 2005www.dakessian-cnslt.com7 IT Consultants  Period 1990s – 2000s  Typical Services Technology Selection IT Planning IT Contracts Systems Integration IT Project Management Y2K ?

January 2005www.dakessian-cnslt.com8 ICT Consultants  Period  Typical Services Strategies, Policies & ICT Legislation Alternative Dispute Resolution Technology Validation ERP, Workflow & EPP Systems e-Services

January 2005www.dakessian-cnslt.com9 Typical Clients  Banking & Finance  Insurance  Industry  General Commercial Companies  Government & Public Sector  Law Enforcement Agencies  International Consulting Houses  International Organizations

January 2005www.dakessian-cnslt.com10 Business Objectives  Wide Ranging Expertise  Sustainable Growth  Vertical & Horizontal Markets  Minimum Overheads

January 2005www.dakessian-cnslt.com11 Consulting Office Organization  Minimum Permanent Staff  Full Time Administration  Pool Of Consultants – Local  Pool of Consultants – International  Contracted On Project Basis

January 2005www.dakessian-cnslt.com12 Controlled Outsourcing Model CEO Administration Pool Of Consultants LocalInternational

January 2005www.dakessian-cnslt.com13 Common Contract Types  Annual Retainers  Job Specific  Man Day Charge  Man Hour Charge  Combinational

January 2005www.dakessian-cnslt.com14 Annual Retainers  Long Term Involvement  Continuity Of Services  Wide Range Of Responsibility  Multiple Projects Per Client  Cost Effective Blanket Rates  Favoured In Emerging Markets

January 2005www.dakessian-cnslt.com15 Job Specific Contracts  Medium Term Involvement  Single Assignment Per Client  No Continuity  Job Specific Responsibility  Job Specific Rates  Favoured For Subcontract Work

January 2005www.dakessian-cnslt.com16 Man Day & Man Hour Rates  Short Term Involvement  High Rates & Expenses  Publicly Declared Rates  Applicable To Out Of Country Tasks  Favoured By Big Players

January 2005www.dakessian-cnslt.com17 Position Within Client Chart  Insist On Correct Positioning Board Level – Too High CEO Level – Recommended Assistant CEO Level – Recommended Departmental Level – Too Low

January 2005www.dakessian-cnslt.com18 Position In Client Chart Board CEO Asst CEO Department A Department B Asst. CEO Department C Department D Consultant

January 2005www.dakessian-cnslt.com19 Executives versus Managers  Executives Cocneptualizers Proactive Create Visions Personal attitude Values Commitment Change Do the right thing  Managers Problem Solvers Reactive Short Term Goals Impersonal Coordination Control Maintenance Do things right

January 2005www.dakessian-cnslt.com20 Resistance To Change  Change Acceptance Levels Board Level – Low Level CEO Level – Very High Level Assistant CEO Level – High Level Manger Level – Very Low Level

January 2005www.dakessian-cnslt.com21 Do  Establish A Strong Web Presence  Join Professional Associations  Contribute Articles To Publications  Advertise Success Stories  Adopt Well Known Methodologies  Get Listed With Big Players  Diversify Expertise

January 2005www.dakessian-cnslt.com22 Don’t  Promote Services Directly  Volunteer Services To Clients  Accept Borderline Assignments  Concentrate On Narrow Specialties  Fall Into “Years Of Experience” Trap

January 2005www.dakessian-cnslt.com23 Final Tips  Provide Solid Technical Advice  Emphasis On Personal Services  Be Proactive Not Reactive  Pre-empt Services  Adapt To Market Changes  Fill IT Vision Formulation Gap