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Master of International Business Consulting Project. Some tips on doing management consulting. Tatiana E.Andreeva. Interacting with client. Typical fears of client’s employees about consulting intervention. They will be punished (fired/ deprived of bonus, etc .)
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Master of International Business Consulting Project Some tips on doing management consulting Tatiana E.Andreeva Tatiana E.Andreeva
Interacting with client Tatiana E.Andreeva
Typical fears of client’s employees about consulting intervention • They will be punished (fired/ deprived of bonus, etc.) • They will be blamed as incompetent • They will be blamed as being disloyal to company / itscurrent management • Secret information will be publicly revealed • They will have to work hard after CP (probably, they will have to work in a new way) Tatiana E.Andreeva
Pitfalls for consultant • Try to use project / consultants as a tool in their political / power games • Provoke to commit mistake – in order to say that consultant was “bad/guilty” • Middle/functional managers focus on local problems • Client tries to insist that consultant actively promotes his/her vision • «Broken telephone» Tatiana E.Andreeva
Preparing report Tatiana E.Andreeva
report should “fit” the addressee (terms, evidence of logic, “painful points”) • report only for client top-manager/owner or for bigger audience? • be careful in criticizing Client’s values! • try to find “starting point” for your arguments in smth important for/valued by Client Tatiana E.Andreeva
highlight most important ideas, key conclusions – in “fast access zone” • executive summary • highlights in the text • critics should be constructive • suggest ideas/directions for improvement • substantiate your decision/suggestion but mind it might be not the only one • indicate conditions for its successful implication and potential limitations Tatiana E.Andreeva