1、“StrategicmanagementconsultingtheA.T.Kearneyperspective”,Warsaw,May28,2001,WyszaSzkoaPrzedsibiorczociiZarzdzaniaim.LeonaKomiskiegowWarszawie,Presentation,anEDScompany,Agenda,OverviewofmanagementconsultingA.T.KearneyasastrategicmanagementconsultingfirmConsultantsroleinA.T.KearneyThefutureofmanagement
2、consulting,Overviewofmanagementconsulting,Today,oneisconfrontedwithavarietyofconsultants.,Tax“consultants”Hair“consultants”Image“consultants”Color“consultants”Catering“consultants”,Whatthen,is“managementconsulting?,Overviewofmanagementconsulting,Onedefinition.,Managementconsulting=assistingmanagemen
3、tinfacilitatingchangetogainandsustaincompetitiveadvantage,Overviewofmanagementconsulting,Companiesengagemanagementconsultantsforseveralreasonssomegood,somenotsogood,SomereasonswhycompanieshireconsultantsThecompanydoesnothavethenecessaryskillsinternally-GoodreasonThecompanyhasneverconfrontedthissitua
4、tionbefore-GoodreasonManagementneedsfreshideasandanewperspective-GoodreasonManagementwantstheconsultanttoconfirmitsideas-Not-so-goodreasonEveryoneinthecompanyistoobusy-Not-so-goodreasonManagementneedsa“tiebreaker”-Not-so-goodreason,Overviewofmanagementconsulting,Whydoesmanagementconsultingseemtobegr
5、owinginimportance?,ThenatureofbusinessischangingsorapidlythatcompaniesCannotprovideforeveryeventualityintheorganizationalstructureFinditdifficulttomaintainpermanentstafffunctionsCompaniesneed“tailored”solutionstoremaincompetitiveinanincreasinglyglobalmarketplaceThehighcostofwhatmanagementconsultingp
6、rovidescanonlybejustifiedbycompaniesonanoutsourced,asneededbasis,Overviewofmanagementconsulting,Whydoestherecontinuetobeademandformanagementconsulting?,MostcompaniesdonotknowhowtoAnalyzethemselves”inanobjectivewaywhenbusinesssituationschangesignificantlyOperateinatemporary,projectmodeUnfortunately,m
7、ostbusinessschoolsdonotPreparemanagersfor“exceptions”inbusinesssituationsTeachrealprojectmanagement,Overviewofmanagementconsulting,Informationtechnology,Operations,Strategy,SystemstrategycreationInformationsystemsmarketanalysisSelectingappropriateITsolutionsInplementationofselectedITsolutions,Proces
8、soptimalizationChangemanagementBusinessprocessreengineeringStrategicsourcingSupplychainmanagementServicelevelimprovementBenchmarkingOrganizationrestructuring,CorporatestrategyStrategicbusinessunitse-businessstrategyProductionstrategyDistributionstrategyMarketentrystrategyRestructuring,Themajorglobal
9、managementconsultingfirmsconcentrateinthreeareasofconsulting;A.T.Kearney,togetherwithEDS,coverthewholespectrum,McKinsey,Monitor,BCG,Bain,BoozAllen,Accenture,CSCIndex,IBMConsulting,“BigFive”firms,Overviewofmanagementconsulting,ConsultingIndustryMarketSizeandGrowthRates,MarketSize($B),PerAnnumGrowthRa
10、te(%),Source:TheGlobalConsultingMarketplace:KeyData,Forecastsothersegmentsofthemarketdevelopedlater,DevelopmentoftheconsultingmarketinPoland,Privatizationconsulting,Auditandlegalservices,ITconsulting,Highvalueaddedconsulting,Startoftheeconomictransformation,Overviewofmanagementconsulting,Thedevelopm
11、entstagesinPolandweresignificantlydifferentthaninWesternEurope,Source:A.T.Kearney,1998-2000,1994-1997,1990-1993,Externaltrends,StartofeconomictransformationPrivatizationofstateownenterprises,FastgrowthoftheeconomyDevelopmentofthefreemarketinstitutions(e.g.stockexchange)Acquisitionsbyforeigninvestors
12、,ConsolidationoftheeconomyIncreasedcompetitivepreasureAcquisitionsandpostmergerintegrationsBigticketprivatizations,Consultantsvalueproposition,PrivatizationFinancialvaluation,Privatization/DueDilligenceITconsultingRestructuring,EfficiencyimprovementReorganization/ReengineeringStrategyITconsulting,Ke
13、yplayers,SmallPolishcompaniesSmallerforeigncompaniesspecializedinfinancial/privatizationconsulting,BigfiveSpecializedPolishcompanies,BigfiveA.T.KearneyMcKinseyBCG,.,Keyfactorsforsuccess,RelationshipsPrices,LocalknowledgeQualitystandards,ValueaddedGlobalnetworkRelationship,Majorclientgroup,Stateadmin
14、istrationLargestPolishstate-ownedenterprises,Foreigninvestors,ForeigninvestorsLargestPolish,privatelyownedcorporations,Overviewofmanagementconsulting,TheconsultingmarketinPolandisstillsignificantlydifferentthaninothercountries,Differences,Drivers,Lowsophisticationofthemarket.Manypotentialclientsdono
15、trecognizetheneedforconsultingservicesBrandnamesofglobalplayersnotknownConsultingfeesrelativelyhigherinrelationtopersonalcostsTwogroupsofclients:InternationalcompaniesenteringPolandLargestPolishcompaniesofwhichmanyarestateownedLocalshortageofconsultingandindustryknowledgeandexperience,Marketdominate
16、dbyfinancialandtaxadvisoryLocalconsultanciesenjoyimportantmarketpositioninPolandDifferentproductofferingsandsellingstrategiesfordomesticandforinternationalclientsNeedtotransferknowledgeandexperiencefromdevelopedmarkets,Overviewofmanagementconsulting,ConsultingmarketinPolandisstilldominatedbyfinancia
17、landtaxadvisoryservices,Percentageofcompaniesusingdifferentconsultingservices,Source:BOSS-Gospodarka,Financialandtaxadvisory,Qualitymanagement,Businessstrategy,Humanresources,Publicrelations,Other,Donotuseconsultingservices,Overviewofmanagementconsulting,Inparalleltoworld-widebrands,localconsultanci
18、esenjoyimportantmarketpositioninPoland,Polishsubsidiariesofglobalconsultancies,Dominantstrategies:Focusonlong-termrelationshipwithclientFocusonseveralkeyproducts/industriesKeysuccessfactorsGlobalnetworkCombinationofindustryandlocalknowledgeTangibleresultsTargetedclientsegmentInternationalcompaniesLa
19、rgestPolishcorporationsfromstrategicindustriesProductsValueaddedprojects,DominantstrategiesNicheplayersSpecializationinoneproduct/industryKeysuccessfactorsPricePersonalrelationshipsTargetedclientsegmentSmallandmediumenterprisesStateandlocalgovernmentsProductsOff-the-shelfreportsCompanyvaluationsIssu
20、ingprospectusesFeasibilitystudies,Localcompanies,Overviewofmanagementconsulting,Clientscanbesplitintotwogroupshavingdifferentexpectationsregardingconsultingservices,Internationalclients,Localclients,ProductsMarketentrystrategiesDistributionstrategiesPostmergerintegrationofacquiredlocalcompaniesEffic
21、iencyimprovementinacquiredcompaniesProjectssoldmostlyoutsidePoland(attheHQlevel)Co-operationcharacteristicsUsedtoworkwithconsultantsUsedtoconsultingfeesExpectinvolvementofownstaffValueaddeddriven,ProductsStrategydevelopmentMarketingstrategiesRestructuringCostreductionITsystemsProjectssoldinPolandCo-
22、operationcharacteristicsUsedtoworkwithconsultantsUsedtoconsultingfeesExpectconsultantstodo“everything”Pricedriven,Overviewofmanagementconsulting,Globalhigh-value-addedconsultingcompanieswillhaveanadvantageoverlocalconsultingcompaniesbecauseglobalcompanies-Canleverageworldwideintellectualcapitalandex
23、perience-Stillhavenecessarylocalcapabilities,Globalcapabilitiesandsupport,On-lineaccesstointellectualcapital,databases,benchmarks,Trainingandglobalprojectexperienceforlocalconsultants,Overviewofmanagementconsulting,A.T.Kearneyasastrategicmanagementconsultingfirm,Foundedin1926Internationalscope65offi
24、cesin34countriesOver3000consultantsSince1996,A.T.KearneyisthesecondlargeststrategicmanagementconsultingfirmintheworldOver3000projectsengagementsperyear1,4blnUSDturnoverin2001Since1995,A.T.KearneyispartofEDS,theinternationalleaderintechnologyinformation80%ofworkforrepeatclientsAverageconsultantworkex
25、perience:17years,Tokyo,Chicago,NewYork,Madrid,London,Dsseldorf,Milan,Amsterdam,Brussels,Munich,Stuttgart,Beijing,Singapore,Stockholm,Oslo,Copenhagen,HongKong,SaoPaulo,Melbourne,Sydney,Berlin,Toronto,Boston,Cleveland,Washington,Paris,A.T.Kearneyisoneoftheleadinghigh-value-addedstrategicmanagementcons
26、ultingfirmsintheworld,Warsaw,Prague,A.T.Kearneyasastrategicmanagementconsultingfirm,A.T.Kearneyisoneofthefewhigh-value-addedmanagementconsultingfirmswhichpossessesthefullrangeofconsultingservices,Completesetofconsultingskills,A.T.Kearneyasastrategicmanagementconsultingfirm,Corecompetencies,SampleofR
27、ecentClients,RepresentativeAnnualResultsAchieved,AmeritechAnglianBTCarrefourCasinoEuroDisneyGaleriesLafayetteGeneralMotorsHouseofFraserJohnsonLeveragedITassetsbyestablishingITsharedservicescapabilitiesDevelopedacomprehensiveE-Business“landscape”andcompetitivestrategy,thenassessedandrealignedERPprior
28、itiestosupportglobalpurchaseordermanagementandsupply-chainstrategiesAssistedHPinconductinganSAPpost-implementationaudit,recapturingover$19MMinnetsavingsIdentifiedover$250MMinunrealizedbusinessbenefitsinoperationsoptimization,fleetproductivity,staffreductionandsourcingasaresultoftheirSAPimplementatio
29、nPre-mergerassessmentincludingtheERPintegrationoftwoglobalmulti-billiondollarorganizationsandcreationoffinancialandHRsharedservicesorganizations;identified$52MMinITrun-ratereductionsRestructuredandconsolidatedITorganizationtoimproveefficiencyandeffectivenessAssistedwithfunctionalandoperationalrequir
30、ementsanalysis,ERPprogrammanagement,globalERPconsolidation,andERPglobaltemplatedesignandintegrationAssistedwithglobalrestructuringandconsolidationofITorganizationsandsystems,toimproveoperationalefficiencyandeffectivenessReinventedITorganization,processes,andinfrastructureaspartofpost-mergerintegrati
31、onwithBankofAmericaAlignedandstreamlinedbusinessandITprocessesandsystems;developedanITarchitecture“blueprint”forallenterpriseapplicationsRestructuredbusinessandITprocessesforbetteralignment,andassistedinoutsourcingcertainITfunctionstomodernizetheITinfrastructure;developedtheITblueprinttoleverageERPs
32、ystems,Inadditiontoamarketleadingreputationinsupplychain,A.T.KearneyhasalsodeliveredsignificantITenabledtransformationinitiatives,A.T.Kearneyasastrategicmanagementconsultingfirm,A.T.KearneyistherecognizedEuropeanleaderinseveralindustries,Majorclientsperpractice,DeutscheBankBNLBarclaysSocieteGenerale
33、AXA,Financialinst.,Rohmberewardedwell”ProvideappropriatecompensationsacknowledgesthedemandsofthebusinessBeingrecognizedforoutstandingperformanceProvideinputintocompensationinitiativesSalaryincreasesformid-yearpromotionsServiceincentiveprogramsPrincipalLTIoptions,A.T.Kearneyadherestofourkeypointstohi
34、reandretainthebestconsultingtalent,Wealth,Growth,Pride,Teaming,Source:GPTW,ConsultantsroleinA.T.Kearney,Thefutureofmanagementconsulting,TheGlobalConsultingMarketbyMajorRegion,NorthAmerica,WesternEurope,Asia-Pacific,LatinAmerica,RestofWorld,Region,19982003CAGR,MarketSize($B),CAGR(%),NorthAmericaandWe
35、sternEuropeareprojectedtobetheleadinggrowthmarkets,Source:TheGlobalConsultingMarketplace:KeyData,ForecastsA.T.Kearneyanalysis,BreakdownofGlobalConsultingMarketSegments(U.S.$Billions),TotalGlobalConsultingMarket(U.S.$Billions),ShareofConsultingMarket:,10%,47%,43%,.but,e-Businesswillbethemaindriveroff
36、uturegrowth,Thefutureofmanagementconsulting,ExpectedGrowthinE-BusinessB2BServices19992002AnnualGrowthRate(%),InternetStrategy/Advice,DigitalValueChain(2),InternetSoftwareandServices,InternetOutsourcing(1),Notes:(1)InternetoutsourcingincludesInternetprojectmanagementandweb-hostingservices(2)Digitalva
37、luechainincludessupplychain,ERP,integration,CRM,businessintelligenceandASPservicesSources:ForresterResearch,IDC,A.T.Kearneyanalysis,B2BIsEclipsingB2C:ExpectedGrowthinE-Business,Revenue($Billions),HigherbarrierstoentrythanB2CMoresustainablebusinessmodels,TheB2Bmarketappearsmostattractive,Thefutureofm
38、anagementconsulting,Therefore,thenewEconomyrequiresanewpositioningandnewinnovativeclient-servicerelationships,NewEconomyConsultants“,Thefutureofmanagementconsulting,End-to-ende-serviceswillhaveacompetitiveadvantageoverfunctionalspecialists,ParadigmshiftinIT-servicesprovision,Plan,TraditionalIT-servi
39、cesdeliverychain,e-businessdeliverychain,Implement,Build,Vision,Thefutureofmanagementconsulting,So,A.T.Kearneyande-solutionsareimplementingthee-businesssolutionsforstart-upsandestablishedclientstoprovidetrulyend-to-endcapabilities,A.T.Kearneytogetherwithe.solutionsisenablingtheenterprisetoofferend-t
40、o-ende-businesssolutions-fromstrategytoimplementationEDSe.solutions/KearneyInteractiveneedtohaveabroadrangeofdesignandimplementationservices-includingbranding/marketing,webdesignande-solutionimplementation,Stategy,Operations,Implemen-tation,Web-Design,E-BusinessSolution,End-to-EndSolutionProcess,EDS
41、e.solutions/KearneyInteractive,A.T.Kearney,e-Space(incubator)E-BusinessPractice,Marketing,Thefutureofmanagementconsulting,A.T.Kearneyofferscomprehensivesupporttostart-upsandnewventures.,Comprehensivestrategicandoperationalsupport,Dedicatedteam,Long-termcommitmentandflexiblecompensation,BusinessPlan,Launch,Growth,IPO/Sale,A.T.KearneyStart-upServicePractice,Others,+,Source:A.T.KearneyStart-up,A.T.KearneyNewVentures,Supportthroughallbusinessphases,Thefutureofmanagementconsulting,Questions&Answers,anEDScompany,
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