1. University of Illinois, Business Consulting Services 1 Business Consulting Services

2. University of Illinois, Business Consulting Services 2 Agenda Discussion: Consulting in General The Need for Consulting Review

3. University of Illinois, Business Consulting Services 3 The Need for Consulting Needs/Benefits Independent Viewpoint Special Qualifications Temporary Professional Service

4. University of Illinois, Business Consulting Services 4 How is a Consultant Selected? Word of Mouth Reputation Memberships/Affiliations Advertising Personal Contact

5. University of Illinois, Business Consulting Services 5 Ranking of Client Buyer Values

6. University of Illinois, Business Consulting Services 6 Promises Over promise, under deliver Under promise, over deliver Deliver what you promise Which do you think is the best technique?

7. University of Illinois, Business Consulting Services 7 The Promise Pyramid

8. University of Illinois, Business Consulting Services 8 Blame & Accolades If you do well, you’re a good consultant. If you do badly, your firm is bad. If you do well, you’re a good student. If you do badly, there’s another example of a bad U of I student.

9. Excellent Consulting Results from a Collaborative Partnership Results from “Pushing the Envelop” just beyond the edge of the client’s constraints. Results from Pragmatism University of Illinois, Business Consulting Services 9

10. 10 5 Fatal Flaws of Consulting 1. Projects not defined in terms of client results 2. Unrealistic solutions – beyond the resources 3. Unrealistic solutions – one big change 4. Non-collaborative consulting 5. Labor intensive use of consultants (instead of leveraged use)

11. University of Illinois, Business Consulting Services 11 Good Consulting Techniques 1. Project goals are defined in terms of measurable improvements in client bottom-line results. 2. Project scope determined by assessing what the client organization will be willing and able to absorb and implement. 3. Projects divided into steps to produce rapid results and experience that lay foundation for further progress. 4. Client and consultant work together as partnership at every stage of the project. 5. Client teams take major responsibility for the project, and consultants provide unique, focused support.

12. Consulting Roles to Seek Roles to Seek Professional Advisor and Counselor Qualified Resource Change Agent University of Illinois, Business Consulting Services 12

13. University of Illinois, Business Consulting Services 13 Review Need for Consultants Who gets the accolades? What is “Excellent Consulting”?