JOBTALKS Strategic Consulting A Unique Environment Indiana University Kelley School of Business C. Randall Powell, Ph.D Contents used in this presentation.

JOBTALKSJOBTALKS

Strategic ConsultingA Unique Environment

Indiana UniversityKelley School of BusinessC. Randall Powell, Ph.D

Contents used in this presentation are adapted from Career Planning Strategies and used with the permission of the author.

Strategic ConsultingStrategic Consulting

A Unique EnvironmentA Unique Environment

STAFFSTAFFSELECTIONSELECTION

STAFF STAFF DEVELOPMENTDEVELOPMENT

Selection and Development of

Professional Staffin

Strategic Consulting Organizations

C. Randall Powell

ClientPartnering

To help our To help our clients clients

make positive, make positive, lasting, and lasting, and substantial substantial

improvements improvements in their in their

performance.performance.

To buildTo builda great institution a great institution

that attracts, that attracts, develops, motivates develops, motivates

and retrains and retrains exceptional people.exceptional people.

Mission Statements

SERVE MANY DIFFERENT INDUSTRIESSERVE MANY DIFFERENT INDUSTRIES

Financial Institutions

Consumer Goods

Electronics

Telecommunications

Manufacturing

Energy

Chemicals andPharmaceuticals

Transportation

Global Consulting Networks

(Functional Distribution)(Functional Distribution)

Operations

•Re-engineering

•Process Design

•Logistics/Distribution

•Global Sourcing

Organization

•Reorganization

•Matrix Organizations

•Functional Reorganization

•product SBUs

Information

TechnologyFinance

Marketing/Sales

•Innovative Launches

•New ProductDevelopment

•Co-Marketing

•Sales ForceStrategies

Strategy

•Competitive Response

•Produce Portfolio

•Service Strategies

•Alliances

•Acquisitions/Mergers

The Engagement Mix

A Growth Industry

Em

ployees

90 91 92 93 94 95 96 97 98 99 00 01

Support Staff Consulting Staff

Problem Solving Approach4 Key Features

• Top Management Viewpoint/Strategy

• Fact Based/Objective

• Teams/Consolidation Experts

• Implementable Realistic Recommendations

Staff is Key

• Proven experts with experience (Partners)

• Staff contacts with clients (Sales/Engagements)

• Entry Consultants/High Potential

• Analysts

• Support Staff

Partner Associate

Engagement Manager

JuniorAssociate

ClientTeam

MembersOutcomes/ Recommendations

The Team Approach

•Intellectual Capacity

•Practical Orientation

•Quantitative Comfort

•Creativity

•PresencePresence

•CommunicationCommunication

•EmpathyEmpathy

•Personnel Initiative

•Teamwork

•Entrepreneurship

•ExcellenceExcellence

•Top StandardsTop Standards

•ExcitementExcitement

•PersistencePersistence

Problem Solving

PersonnelImpact

LeadershipPresence

Drive Energy

Consulting Candidate Credentials

Recruiting Process

• Recruitment Talent Search (paper/web)

• Initial Interviews

• Round 1 (minimum 1 hour)

• Round 2 (all day events)

Recruiting Process

– Cover letters

– Resumes

– Academic records

– Top schools

– Networks

– Continuous

•Recruitment Talent Search (paper/web)

Recruiting Process

– 30 - 60 Minute

– Campus

– Web teleconference

– Facilities

– Airport

– Telephone

•Initial Interviews

Recruiting Process

– 2-3 Senior Associates Campus

– Focus on experience and education

– Behavioral based questions

– Case interviews

•Round 1 (minimum 1 hour)

Recruiting Process

– 2-3 Senior Partners – Committee/team choice – Case or Assessment Center involvement

•Round 2 (all day events)

Interview Probing Techniques

• Tell me about prior responsibilities.

• Discuss past project assignments.

• How did you organize this particularly project?

• How did you establish priorities?

• To whom did you assign specific responsibilities?

• What was your time line for intermediate and final deliveries?

• Give an example of a major problem situation that arose.

• How did you solve the problem?

• Exactly how did you handle a serious manager problem in performance?

• What happened after your recommendations?

• How did you feel about the total experience?

Partner Election

Client Acquisition

Leadership Development

Client Relations

Competence Building

Engagement Management Skills

Basic Consulting Skills

Junior Associate 1-2 years

Large Project Manager2+ years

Engagement Manager 2-3 years

Associate 2-3 years

Consulting Career Path

Skills Development

• Knowledge Centers• Crash mini-MBA Courses• Communication Skills• Influencing Styles• Engagement Leadership• Industry Workshops• Functional Workshops• Technology Training • Client Relationship Development• Negotiating Skills

PROGRESS OVER TIME

Learning

Evaluation Training

Coaching

Development Process

Multiple Consistent Industry Engagement roles mobility focus types

Client Projects

Client Development

Practice Development

Office Activities

Learning Through Working

Standard Training Courses

• Basic Accounting and Finance• Communication Skills• Economic Analysis• Interpersonal Skills• Team Building• Leadership Training• Management and Organization• Marketing Tools• Technology Tools

(Informal and Formal)

Assigned Mentors

Informal Mentors

Client Feedback

Manager Development

Staff Feedback

Engagement Team Guidance

Coaching/Mentoring

Semi-Annual Performance Reviews

•Previews Projects

•Current Engagement Progress

•New Development Goods

•Proposed Engagement Experiences

Project 1 Project 2 Project X Project XX

Engagement Performance Reports

Formal Evaluation

Assignm

ents

Recruiting People

Pers

onal

Tra

inin

g

EngagementPerformance

Developm

ental

Training

Rew

ards

Interlinked HR Process

If you would like to If you would like to learn more, learn more, Career Career Planning StrategiesPlanning Strategies textbook will supply textbook will supply additional additional information on this information on this topic.topic.