2. The Consulting Process* * aka Decision Making Process, Continuous Improvement Process, etc. University of Illinois - BCS

3. The Consulting Process* * aka Decision Making Process, Continuous Improvement Process, etc. University of Illinois - BCS Entry & Contracting Problem Definition Data Collection Analysis Implementation Extension/Termination Solution Development Client Feedback Evaluation CORE to all Problem Solving

4. Entry & Contracting Confidentiality!!! Non-disclosure agreement Preliminary Problem Definition Your Role Client’s Role Consensus on Objectives Definition of the Deliverable Data & Resources you will need Time Schedule University of Illinois - BCS

5. The Consulting Process: Entry & Contracting System is Closed to Change System is Open to Change Equilibrium Little chance to help. Do not accept Change may happen slowly. Accept. Carefully set expectations. Disequilibrium Expect high conflict and slow change. Accept with care. Carefully set expectations. Great opportunity for success. Accept. University of Illinois - BCS

6. Problem Definition Know & Understand Your Client Personally Meetings, Phone Calls Understand the Industry & Environment Research at Library and Internet Understand the Client’s Organization Meetings with the client, personal visits to the organization  GOAL: Precise Problem Definition University of Illinois - BCS

7. Project Types Decision Support -Involves data gathering around specific problem -Work product is an answer to a question Operational -Product is something to be implemented (operationalized) New process New system New guidelines/regulations New framework New strategy -Typically involves development of some sort University of Illinois - BCS

8. Understanding the Client’s Need  Know the context of the project -Who is the sponsor? -Motivation behind project  The more the consultant knows, the better -The industry -The company -The department(s)  Sometimes follow-on projects can be planned for University of Illinois - BCS

9. Data Collection Begins early (here, with the Fact Finding Report) Primary: Interview employees, client, customers Review Financial Statements & Manuals Construct and administer surveys Secondary: Research, Library, Internet, Chamber of Commerce, State & County Government University of Illinois - BCS

10. Analysis Data from surveys Financial Statements Market Research Cause/Effect Correlations Decision Trees Flow Charts University of Illinois - BCS

11. Solution Development Client Involvement is Imperative! Prepare multiple draft solutions if necessary – only one can be implemented! Goal: Deliverable that is valuable and can be implemented University of Illinois - BCS

12. Extension/Termination Defined by the Engagement Agreement Most do not include Implementation This is where you have to get permission to move forward Permission granted based upon your performance You may not be granted permission Tip: Don’t burn bridges! University of Illinois - BCS

13. Implementation Client Involvement is Imperative! Implementation is the reward for good work up to this point. May require different skills than prior phases. Self-analysis is required Are you Qualified? “Discretion is the better part of valor.” my Dad “Know when to hold ‘em. Know when to fold ‘em.” Kenny Rogers University of Illinois - BCS

14. Ultimate Goal University of Illinois - BCS Get Here