1. IS Consulting Process (IS 6005) Masters in Business Information Systems 2006 / 2007 Programme in Professional Information System Practices Fergal Carton Business Information Systems

2. MBS (BIS) / 6005 / IS Consulting Process Last week Re-cap on proposal ideas Tips on proposals Define the product Who buys? Business customer profile? Sample research questions

3. MBS (BIS) / 6005 / IS Consulting Process This week Methodologies Popular issues / projects The marketing funnel Benefits and features Homework

4. MBS (BIS) / 6005 / IS Consulting Process A methodology … Requirements are “representational”: you can’t interview everybody Breaks a large task into manageable chunks Shows knowledge and experience Allows negotiation over the scope of work Inspires confidence Can take account of latest research / thinking Helps calculate FTE and budget

5. MBS (BIS) / 6005 / IS Consulting Process Analyze data Find patterns –Categories, associations, correlations, causes Build a case –for the most important patterns –the patterns on which you will risk your clients’ resources and your reputation Each pattern and case should have –a thesis; –an argument shaped by evidence; –great illustrations; and –a conclusion.

6. MBS (BIS) / 6005 / IS Consulting Process Methodological starting points Texture –Key people: customers, suppliers, industry experts (network, mentors) –Interviews: Phone, email and in-person interviews; focus groups; alpha sites –Surveys: email, mail, phone –Performance data

7. MBS (BIS) / 6005 / IS Consulting Process Continuous improvement Manufacturing: 6Sigma – “reduction of variance” Lean manufacturing KanBan Outsourcing supply chain Supply chain management Vendor managed inventory Integration ERP and MES Business Intelligence …

8. MBS (BIS) / 6005 / IS Consulting Process Current management issues Information systems: Security of virtual infrastructure Compliance (FDA, SarBox, …) Flexibility of IT infrastructure to changes in the business model Framework for IT expenditure Process & project competence in-house …

9. MBS (BIS) / 6005 / IS Consulting Process Marketing campaigns Mailshot Follow-up call Meeting Proposal Project

10. MBS (BIS) / 6005 / IS Consulting Process Features & benefits Each product or service has features that comprise the product’s or service’s ability to perform the task for which it was designed Some features help differentiate you from the competition –What are these? Are they protected or protect-able by copyrights, patents or trademarks? Some features are more equal than others : –Of the hundreds of features a VCR may have, perhaps only two or three – such as remote control or advanced programming – might be important

11. MBS (BIS) / 6005 / IS Consulting Process Benefits & features A benefit is the value a customer places on a function and/or feeling the product produces through its features. –For each feature, ask what benefit customers will get from that feature? What are the few, crucial benefits that will affect customers’ buying decisions? –Use these to drive marketing strategy, packaging, pricing, branding, and sales plans. –Test your choices!

12. MBS (BIS) / 6005 / IS Consulting Process Bank branch of the future Several banks have radically changed the design and setup of their branches. What should the strategy be? –How should usage increase of the lowest cost channel (internet), while complementing face to face services? –How could on-line site evolve to appeal to the less computer literate (& possibly older) customers? –How can we secure access to the site and it’s functionality without huge expense or convoluted procedures? –What services in the branch could be migrated to the internet (e.g. statement printing)? What should remain in branch? –What ways can customer base be migrated to a new channel without pushing them to move their account to a different bank?