Consultant Learning: A Model for Student Directed Learning in Management Education Scott W. Kunkel University of San Diego © 2002 Scott W. Kunkel

Consultant Learning Empowers students and places them in control of their own learning process. Turns the classroom into a laboratory for the free enterprise system, using price as the allocation mechanism for grades earned. Changes the grading dimension: –from quality of work performed –to quantity of excellent quality work performed.

In the Traditional Course All students do the same quantity of work. Grading based on quality: –excellent quality = “A” –mediocre quality = “B” –poor quality = “C” Poor quality work is accepted and the grade is reduced.

In Consultant Learning All accepted work is excellent quality. Work that is not excellent quality is redone until it is excellent quality. Grading is based on the quantity of excellent quality work the student performs. Every student produces work of which he/she can be proud.

In Consultant Learning Students redo unprofessional work. Students compile the work in a portfolio. Portfolio can be used for job search. Completed portfolio is submitted at end of the semester. Amount earned determines course grade: –Turns classroom into mini-economy. –Mimics real-world consulting environment.

Theoretical Foundation “Mastery Learning” by Bloom (‘71, ‘81). Bloom said education should no longer be about “weeding out” students. The normal curve is a valid predictor of random events, not purposeful events. Learning is a purposeful event.

Theoretical Foundation “Mastery Learning” is a model that must be implemented across an entire curriculum. Consultant Learning can be implemented in a single class without changing the assessment and grading standards of an entire institution.

Theoretical Foundation “Problem-Based Learning” (Bridges, ‘92). Builds educational objectives into projects Students complete the projects that require fulfillment of the learning objectives. “Problem-based learning... fits exceptionally well in multidisciplinary and interdisciplinary learning and teaching styles” (Glasgow, ‘97).

The Consultant Learning Process Students design projects based on their own interests. For each project, students submit a proposal explaining what they wish to do. Students assign a consulting fee to each project using a designated formula. If the proposal and the fee are approved, the student is authorized to do the project.

The Proposal Proposal includes 8 items: –1. Topic –2. Rationale –3. Research Method –4. Output/Report Method –5. Perspective and Audience –6. Consulting Hours –7. Consulting Fee –8. Due Date

Possible FB Projects Family Business History ($3,000) Business Family Genogram ($2,000) Resume and Cover Letter Project ($1,000) Book Reports ($1,000 - $3,000) Case Summaries ($400 - $1,000) Current Events Analyses ($200 - $800) “Presentational” Speeches ($400 - $1,000) Interviewing the Owner or Junior Member of a Family Business ($2,000 - $3,000) Family Business Forum Meeting ($2,000)

The Project When the project is submitted, it is either approved or returned to be redone. If project is returned, the student must rewrite the project and resubmit it. This process continues until the project is judged to be of “professional quality” and, therefore, acceptable.

The Project When the project is accepted, the agreed-upon fee is marked Paid (for example, “PAID $2,000”) and given back to the student. There are no partial fees - the project is either professional quality or it is not - it is either paid or returned to the student to be rewritten and resubmitted.

The Project When a project is paid, it is returned to the student. (I keep no records.) The student puts the paid project in his/her portfolio.

Pay for In-Class Work Students are “paid” for attending class. Students are “paid” for being prepared to discuss the readings - “Call-On-Me” list.

The Portfolio At the end of semester, the student puts two accounting sheets on top of the portfolio showing what he/she has earned. S/he submits the portfolio to the instructor. The instructor “audits” the portfolio to make sure that the accounting sheet is accurate. A grade is assigned based on how much the student has earned during the semester.

Grading Scale Grades are assigned on the following scale: –$25,000 = A $15,000 = C + –$23,000 = A - $13,000 = C –$21,000 = B + $11,000 = C - –$19,000 = B Less than $11,000 = F –$17,000 = B -

Context of the Approach Small Business Management. Family Business. Strategic Management. Organization Behavior. Organization Theory. Colleagues uses it in Entrepreneurship, Accounting, Etc.

Skills Students Learn Defining a question in researchable terms Identifying information sources Collecting information Organizing information into a readable, professional quality report Writing a report that will be useful to others.

Skills Students Learn Students learn these skills by doing them: – with guidance and coaching from me –including discussions in class about how to find information

Student Reactions - Positive High teacher evaluations because students see their work as relevant. Majority of students make positive comments on unstructured evaluations. Classes always fill to capacity. Many students come back after graduation having done things they wrote projects on.

Examples of Student Projects Undertaken Reviewed franchises then bought MBE. Proposal to start an R & R band’s fan club, and they hired him. Proposal to manage a country band, and they hired him. “SnoAds,” ecologically sensitive advertising in the snow at 2002 Olympics. Proposal for family to expand farm, they did.

Pros Student centered - highly motivating to students. Uses money/economics concepts to motivate behavior - it’s “real world.” Students benefit from rewriting. Course design is extremely flexible. Motivates students to work for high grades.

Student Reactions - Negative The Consultant Learning approach places too much responsibility on students. It is too easy to procrastinate.

Cons Some colleagues misinterpret an outcome of many high grades as being grade inflation. –Motivating more students to perform “A” quality work is not grade inflation. –“Grade inflation” is giving “A”s for “B” work. Heavy grading workload - comparable to giving essay exams.

Consultant Learning - Summary Empowers students and places them in control of their own learning process. Turns the classroom into a laboratory for the free enterprise system, using price as the allocation mechanism for grades earned. Changes the grading dimension: –from quality of work performed –to quantity of excellent quality work performed.