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Context

 

Introduction……………………………………………………………...…………….3

Conducting a client interview………………………………………………………….4

Preparing and putting together an effective client presentation…………………….…4

Drill down technique………………………………………………………………..…6

The Balanced Scorecard……………………………………………………………….7

Examples of the use of IT in consultancy…………………………………………..…8

Conclusion………………………………………...…………………………………..9

References……………………………………………………………………………10


 

Introduction

 

We are going to talk here about the techniques what management consultant can use to impress the client and win the assignment. Some strategic points to conduct the assignment, such as: “Drilldown Technique, “Balanced Scorecard” and “Appreciative Enquiry” will be discussed and explained futher.

 


 

 

  1. How would you go about conducting a client interview? Carefully describe how you would select the best interview technique. Discuss behavioural considerations during the course of the interview.

 

 

First at all we need to arrange the suitable day and time to conduct the interview. The interview process can be conducted through the internet technologies (Skype etc) or physical appearance (in person meeting). We should know time, suitable for conducting the interview and client preferences (time, schedule etc,).

After initial stage we should prepare ourselves to conduct actual process of interview. It is can be done through preparation. Good idea to use here power point slides (3 minutes maximum per slide and no more than 30 per whole presentation). Technique, which we will be using here, will be “Story Telling”, where we show problem, then describing this problem (body) and then create solution for this problem.

Before interview we should recover main points. The dress code should be smart (even if it is internet meeting).

During the interview, management consultant has to be well presented, following good manners and standards (calm, open, smiley etc).

After the interview, it is good idea to leave something after that client can call us back. It can be feedback form etc.

 

“Many people think that the ability to interview is an innate talent, but this contention is difficult to support. Just being personable and liking to talk is no guarantee that someone will be an effective interviewer. In fact, there are many factors related to interviewers that can influence how well interviewees perform, including the ability to prompt good social interaction, personality, and the design and structure of the interview itself”( Robert L. 2014, p 238)

 

 

 

 

  1. Discuss some of the techniques for preparing and putting together an effective client presentation. Discuss the importance of the rehearsal. Illustrate some of the items that you consider important in a rehearsal process.

 

The best way to impress the client is to say on the presentation specific information what he wants to hear. In order to get this information, presenter has to study client. This study should cover basic things, such as clients goals, believes, strategic objectives and personality. The presentation has to be short and straight into subject, without wasting anyone time. The best way, it is to say what you want to say, without hiding any bits of information.

It is very important to do rehearsal after when presentation has been written and before the actual meeting.

 

 

Most of us understand the need for practise before performance. This is true of cooks, athletes, and musicians. Yet in meetings, we often do not have the opportunity to rehearse. In the meeting settings, rehearsal essentially refers to two components with respect to their management in the meeting itself – affectual or emotional rehearsal and idea or proposal rehearsal (Tropman, p.64).


 

 

 

 

 

  1. Explain what you understand by the term “drill down technique”. Illustrate your understanding by way of a diagram. Explain the purpose of the technique and where the Consultant may find this method useful.

 

 

“Drill down technique” is the method to solve the problem by dividing whole problem into small pieces, which one easily solved after. Management Consultant can use this technique when he is facing difficult task. By dividing difficult task into small pieces he can eliminate bigger error for the whole picture (for big task).

 


 

“Legal theorists, negotiators, and mediators use the term differently, however. For them, “drilldown” is the name given to the process of dividing an information area into finer and finer layers of hierarchy. Basically, the drilldown is the use of the second precept of the Cartesian method. That is, the drilldown is the division of difficulties into as many parts as possible, and as might be necessary in order to find a solution. Many legal cases or negotiations are extremely complex. The purpose of this narrowing in on one small area or item is to make a complex issue more manageable. The drilldown reduces a problem to its root causes” (Klatt ,p269).

 

 

 

  1. Explain what you understand by the method of “Appreciative Inquiry”, illustrate how this technique might be utilised in a consultancy assignment.

 

 

“Appreciative Inquiry” is technique to solve the problems particularly focusing on possible positive outcomes (future outcomes) rather than concentrating on the existing outcome (present outcomes). In problem solution this technique focusing on the questions such as: How can it be better? – Rather than: What going on?

Management Consultant can use this technique to develop innovative tasks for the client, by upgrading “old-way-of-doing” tasks to the new ones.
 

“Appreciative Inquiry transforms organisations into places that are free and alive, where people are eager and filled with positive power, and where the creativity of the whole never ceases to amaze, surprise, and innovate” (Whitney, p11)

 

 

 

 

  1. Discuss what you understand by the method of “The Balanced Scorecard”. Illustrate with a diagram how this might be utilised as an effective technique on a consultancy assignment.

 

“The Balanced Scorecard” used by companies to introduce or align existing strategy with desired one. Usually a lot of strategies can be adjusted against desired one. “Balance Scorecard” helps companies to adjust small business operations into groups and guide them, by using set of standards (Balanced Scorecard values) to the desired goals.
 

“The Balanced Scored is more than a tactical or an operational measurement system. Innovative companies are using the scorecard as a strategic management system, to manage their strategy over their long run. They are using the measurement focus of the scorecard to accomplish critical management processes” (Kaplan, p10)

 

 

 

  1. How has the development of new technology such as email and econferencing helped management consultancy? Give examples of the use of IT in consultancy.

 

Many companies nowadays use IT as the additional source to conduct the business. Emails, web-applications (Skype etc), today act as additional media for communication. But not only for communications, it is also helps to Management Consultant, increase sales globally and promote the business at low cost (over the internet) internationally.

Internet Technologies widely use by management consultancy, because it involves sale of the knowledge, which one can be transmitted over the internet in form of lecture, advice, speech and so on.

 

“The key aspect of e-business is its focus on digitisation of business processes. The universal connectivity permitted by the growth of the Internet and a standardised way of communicating across different computing platforms is shifting the balance of importance from the physical world to the digital world. While in the past physical assets, such as production capacity, transport capacity and labour, were strategic assets, today information, digital network channels and knowledge are considered of higher value. (Kubr, p 341).
Conclusion

 

A lot of techniques and tools in use by management consultant today, such as “Drill down technique”, “Appreciative Inquire”, “Balanced Scorecard” and so on. A lot of them are having long history and success rate in past, that why we are still using them. Management consultant should more concentrate on innovative techniques and tools, especially if his company is new on market and do not have a lot of capital to bid old competitive companies who establish themselves on the market. New strategies especially are good, because people like to see the change and to experience new strategies.
References

 

  1. Robert L. Mathis,John Jackson,Sean Valentine (2014). Human Resource Management. 4th ed. USA: Cengage Learning. 238.
  2. John E Tropman (2003). Making Meetings Work: Achieving High Quality Group Decisions. 2nd ed. New Delhi: Thousand Oaks. 64.
  3. Phd Joseph Dean Klatt,Mba Michael M. Forbes (2009). Deal Maker: Lessons from the Blind Master Negotiator. USA: Bloomington,Indiana. 269.
  4. Diana D. Whitney,Amanda Trosten-Bloom (2010). The Power of Appreciative Inquiry: A Practical Guide to Positive Change. 2nd ed. San Francisco: Berrett-Koehler . p11.
  5. Robert S. Kaplan,David P. Norton (1996). The Balanced Scorecard: Translating Strategy Into Action. USA: Harvard Business School Press. p10.

Milan Kubr,International Labour Office (2002). Management Consulting: A Guide to the Profession. 4th ed. Geneva: International Labour Office. p341

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