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January 2005www.dakessian-cnslt.com1 ICT Consulting In Emerging Economies Professional ICT Consulting Services In Emerging Economies A Practical Guide
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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
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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
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January 2005www.dakessian-cnslt.com4 Progress Of Profession Systems Consulting 1970s – 1980s Computer Consulting 1980s – 1990s IT Consulting 1990s - 2000 ICT Consulting 2000+
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January 2005www.dakessian-cnslt.com5 Systems Consultants Period 1970s – 1980s Typical Services Programming Languages File Design System Requirements Logical System Design Physical System Design
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January 2005www.dakessian-cnslt.com6 Computer Consultants Period 1980s – 1990s Typical Services Technology Selection Database Design Hardware Specifications Networking Functional Requirements
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January 2005www.dakessian-cnslt.com7 IT Consultants Period 1990s – 2000s Typical Services Technology Selection IT Planning IT Contracts Systems Integration IT Project Management Y2K ?
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January 2005www.dakessian-cnslt.com8 ICT Consultants Period 2000+ Typical Services Strategies, Policies & ICT Legislation Alternative Dispute Resolution Technology Validation ERP, Workflow & EPP Systems e-Services
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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
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January 2005www.dakessian-cnslt.com10 Business Objectives Wide Ranging Expertise Sustainable Growth Vertical & Horizontal Markets Minimum Overheads
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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
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January 2005www.dakessian-cnslt.com12 Controlled Outsourcing Model CEO Administration Pool Of Consultants LocalInternational
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January 2005www.dakessian-cnslt.com13 Common Contract Types Annual Retainers Job Specific Man Day Charge Man Hour Charge Combinational
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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
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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
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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
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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
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January 2005www.dakessian-cnslt.com18 Position In Client Chart Board CEO Asst CEO Department A Department B Asst. CEO Department C Department D Consultant
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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
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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
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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
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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
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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
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