1. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Brian Ing Immediate Past Chair, ICMCI Priorities for Service Provision from IMC Jordan Wednesday 3rd February Hotel Bristol, Amman, Jordan

2. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment My purpose today Inform your of the approach taken in the recent study Cover the concepts used and intermediate outcomes Present the agreed list of priority services Take questions and suggestions

3. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Agenda IMC Jordan -feedback Value of management consultancy Approach Services definition Needs Regulation Export opportunities Services and their selection Recommendations Close

4. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment IMC Jordan Developed countries: 1 in 1000 to 1 in 2000 are management consultants Developing Countries less So about 2.5m in the world IMC Jordan is valued, significant, qualified, Full Member of ICMCI trusted to assess and award the CMC. Proper mix of major firms and sole practitioners. IMC Jordan members should be proud of their Institute

5. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Value of MC to Economy of Jordan More effective and quicker development projects Better public administration Development of the SME sector Increased competitiveness Support to exporting businesses Increased capability and capacity in the economy

6. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment

7. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Clients want Management consultants who are  knowledgeable  Skillful  competent  trustworthy Evidence of compliance  MBA – only half at most  CMC  Brand  Track record

8. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Further key messages An assignment to be successful needs:-  consultant  client  a process involving both Professionalism is in the client's best interest Direct benefits of a large number of assignments Indirect benefits in social objectives

9. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Approach Start from market research report Build from experience  list of needs and services Three focus groups  Needs, services to meet needs and priorities Consolidation Context and matters affecting outcome Propose short list to IMC-Jordan Board

10. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment “Services” All activities, services, facilities, support provided by IMC Jordan (and its members acting on behalf of IMC J) to members and others (either separately or together) for the benefit of its members

11. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Need 1 – More Work  Expand the total market respect, clients educated, schemes to support, etc.  Awareness of specific and general opportunities tender advice lists, market intelligence, etc.  Win more business competitive advantage, reputation, etc. valued (= fee rate)

12. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Need 2 - Regulation Old established professions “enjoy” formal regulation  entry to profession  qualification  exclusive rights Management Consultancy in general  restraint of trade, stiffling innovation, reducing competition etc.  Huge practices are multi-service  WTO, WB, EU etc. do not support So self regulation and over the years persuasion

13. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Exporting MC services Remember Anshoff matrix – avoid the “Man going to the moon” quadrant Partner Same service to new country Work with existing client, but in a new country SMEs GlobalCMC Work with Trade Missions

14. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Services (countless options) and their selection Selection criteria  Risk ( see conferences )  Benefit and impact  Ease of implementation  Timing  Balance ( members/non memebrs, firms, consultants, MC, trainers )  Member support  Ability to deliver  Strategic direction

15. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Short term recommendations Gain breakthrough exposure and awareness by leveraging the ICMCI annual meeting 2010 Best practice guide for clients and consultants on the use of management consultancy. Devise a category scheme for trainers. Seek a value added e-source of knowledge that can be made available for members. Statement on the value of the management consultancy profession to the Kingdom Of Jordan.

16. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Medium term recommendations Extending the lobbying function government, business and public administration associations and donor agencies. Introduce a certification scheme for trainers. Devise and implement a category scheme for management consultants. Conduct sector wide client satisfaction surveys of the support from the profession. Become active in Trade Missions to relevant countries.

17. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Close IMC Jordan Board has confirmed choice IMC Jordan is well placed but must  “Punch above its weight” Board, members and Exec office together I look forward to hearing of your continuing and increasing success.

18. Funded By The European Union In Cooperation With Jordan Enterprise Development Corporation Realizing a Member’s Need Assessment Thank you for your attention -Questions please