Managing Projects and Clients Senior Consultant Training 23 September 2005

2 To be successful in consulting…. “You need to be comfortable with being uncomfortable” “The client is your friend” Stig Lanesskog

3 Project management basics  Role of a Senior Consultant  Use tools  Set expectations and define deliverables  Make a plan and follow it  Communicate consistently  Write down what you know  Use client appropriately

4 Consulting career path Analyst/ Consultant Senior Consultant Manager Senior Manager MD/ Partner “Doing the work” “Managing” the work and client “Selling” the work/ operating the firm Traditional Career PathRole in a consulting firm

5 Consulting career path Analyst/ Consultant Senior Consultant Manager Senior Manager MD/ Partner “Doing the work” “Managing” the work and client “Selling” the work/ operating the firm Traditional Career PathRole in a consulting firmRole in OSBI Consulting Stig/Sarah Engagement Manager Senior Consultant Consultant

6 Project team roles  Provide input into the development of the engagement proposal, work plan and status reports  Perform designated tasks  Identify opportunities to modify the project approach  Identify issues and escalate to engagement manager when appropriate  Ensure creation of draft deliverables  Provide coaching and guidance to team- extension of the team  Be primary client contact  Be primary contact with Stig  Create engagement proposal, workplans and status reports  Help to create and review all deliverables  Participate in all working sessions  Work with team to ensure a quality presentation Team MembersEngagement Manager The Senior Consultant acts as the “right hand” person for the EM

7 Project management basics  Role of a Senior Consultant  Use tools  Set expectations and define deliverables  Make a plan and follow it  Communicate consistently  Write down what you know  Use client appropriately

8 Typical Project Timeline Weeks Initial client meeting Presentation “dry run” Final presentation Client feedback Engagement reviews Confirm scope and team roles Identify potential information sources/ collection methods Conduct initial information gathering Summarize findings and key implications Determine additional information needs Collect, analyze and synthesize additional information Develop business case (quantitative and qualitative) Create final deliverable(s) Develop project workplan Status reports Team working sessions Action Steps Approximate Timing Engagement proposal Workplan Midpoint Review & Evaluations

9 Project management tools The goal of OSBI is to improve professionalism, consistency, and increase speed while not impacting quality  Templates speed creation of documents  Standardized deliverable and communication tools provide a consistent and professional mechanism to transfer your team’s knowledge to the client

10 Project management basics  Role of a Senior Consultant  Use tools  Set expectations and define deliverables  Make a plan and follow it  Communicate consistently  Write down what you know  Use client appropriately

11 Engagement Proposal  Created after initial conversation with client  Defines –Company needs –Approach to be taken –Role of client and team –Explains key assumptions –Explicitly defines deliverables –Sets timeline  Purpose is to make consistent expectations of all involved

12 Project management basics  Role of a Senior Consultant  Use tools  Set expectations and define deliverables  Make a plan and follow it  Communicate consistently  Write down what you know  Use client appropriately

13 Workplan  Created with Engagement Proposal  Sets project milestones for entire project  Template highlights typical steps – modify to fit project  Helps team stay on track over long project  Adjust as required throughout project

14 Project management basics  Role of a Senior Consultant  Use tools  Set expectations and define deliverables  Make a plan and follow it  Communicate consistently  Write down what you know  Use client appropriately

15 Status reports  Minimum of weekly communication to client  Defines weekly accomplishments  Informs client of goals for the next week  Keeps communication open  Engages client with progress of project

16 Project management basics  Role of a Senior Consultant  Use tools  Set expectations and define deliverables  Make a plan and follow it  Communicate consistently  Write down what you know  Use client appropriately

17 Summary of key findings and implications  Tool to aid in analysis, framework to answer “so what”  Create during data gathering periods  Present at midpoint meeting with Stig  Records what the team knows, highlights remaining gaps  Begin to develop slides immediately

18 Project management basics  Role of a Senior Consultant  Use tools  Set expectations and define deliverables  Make a plan and follow it  Communicate consistently  Write down what you know  Use client appropriately

19 Use of client  Roles a client should play –Input: for tools, assumptions, approach, timing –Resource: for contacts, industry understanding, and previous research  Roles a client should NOT play –Proofreader: have EM review status reports, Stig review Engagement Proposal, Final Deliverable –Influencer: should not unduly influence answer

20 Project management basics - summary  Use tools – they improve professionalism, consistency, and increase speed  Engagement proposal sets expectations and defines deliverables  Workplan is a means of scheduling project management process  Weekly status reports keep communication open with client  Midpoint review with Stig or Sarah  Use the client as a friend, but don’t abuse the relationship