JOBTALKS Strategic Consulting as a Career: A Unique Career Environment Indiana University Kelley School of Business C. Randall Powell, Ph.D Contents used in this presentation are adapted from Career Planning Strategies and used with the permission of the author.

Strategic Consulting A Unique Environment STAFFSELECTIONSTAFFDEVELOPMENT Selection and Development of Professional Staff in Strategic Consulting Organizations C. Randall Powell

Client Partnering To help our clients make positive, lasting, and substantial improvements in their performance. To build a great institution that attracts, develops, motivates and retrains exceptional people. Mission Statements

SERVE MANY DIFFERENT INDUSTRIES Global Consulting Networks

(Functional Distribution) Operations Re-engineering Process Design Logistics/Distribution Global Sourcing Organization Reorganization Matrix Organizations Functional Reorganization product SBUs Information Technology Finance Marketing/Sales Innovative Launches New Product Development Co-Marketing Sales Force Strategies Strategy Competitive Response Produce Portfolio Service Strategies Alliances Acquisitions/ Mergers The Engagement Mix

A Growth Industry Employees

Problem Solving Approach 4 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

PartnerAssociate Engagement Manager Junior Associate Client Team Members Outcomes/ 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 Personnel Impact Leadership Presence 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 – 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 Manager 2+ 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

MultipleConsistent 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 1Project 2Project XProject XX Engagement Performance Reports Formal Evaluation

Assignments Recruiting People Personal Training Engagement Performance Developmental Training Rewards Interlinked HR Process

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