1. Business Consulting Services Agenda Discussion: Management Reports Discussion: Project Reports Discussion: Engagement Proposal Upcoming Events Review Project Planning/Management Questions

2. Business Consulting Services Management Reports Progress Report Submitted each week at a time TBD. Purpose: Helps me address the needs of you and your client. Non-Disclosure Agreement Engagement Proposal

3. Business Consulting Services Management Reports Client Weekly Update Purpose: Helps keep your client in the loop. This is a template for your convenience. A substitute can be used.

4. Business Consulting Services Management Reports Weekly Time Sheet Kept daily. Submitted Weekly to the professor via email. Purposes: 1. Helps track budgeted cost vs. actual cost. 2. Trains you to monitor your time. (attorneys, consultants, accountants do it).

5. Business Consulting Services Project Documents Non-Disclosure Agreement Present to Client at First Meeting Return to me after signing (no later than 2-24/25) Purpose: Gives the client some assurance of confidentiality which will help you get better information.

6. Business Consulting Services Project Documents Initial Client SurveyInitial Client Survey = Tool Use it to help you through the first meeting nervousness. Edit the survey to eliminate unnecessary items. Probe…listen…probe…listen If you don’t understand, say so. Don’t assume!

7. Business Consulting Services Project Documents Fact Finding Report Due on 2-26-10 Purposes: Part of the Engagement Letter. Confirms your knowledge of the Client and the Client’s Industry. Ultimately, forms the initial part of the Final Report.

8. Business Consulting Services Project Documents Engagement Proposal Purpose: Begins the project negotiation Ultimate objective: Define the terms of the engagement.

9. Project Documents Engagement Proposal Will describe: Preliminary Problem Definition Project Objectives Scope Data & Resources you’ll need Your Role Client’s Role Assumptions and Constraints Work Products and Final Deliverables Deadlines and Milestones Status Report Cycle Reviews and Sign-offs Reimbursement of Fees and Expenses Engagement Proposal Synopsis Engagement Proposal Synopsis Business Consulting Services

10. Project Documents Engagement Proposal Scope: Define exactly what aspects are included. Define exactly what aspects are NOT included. This avoids unmet expectations of the client and protects you from “Scope Creep”

11. Business Consulting Services Project Documents Engagement Proposal Assumptions and Constraints “We assume XYZ will be able to scale up production.” “To stay within budget constraints we will not conduct interviews.” Do the assumptions and constraints prevent you from achieving the objectives? What then?

12. Business Consulting Services Project Documents Engagement Proposal Work Products & Final Deliverables: Tell your client exactly what they will receive as a result of your work. For example: “Oral and written reports that discuss the feasibility of your new product by analyzing the target market size, the price points and your production capabilities.”

13. Business Consulting Services Project Documents Engagement Proposal Deadlines and Milestones: The final report will be delivered on “X, 2010” Project milestones include: Initial market report on “X + 15, 2010” Results of survey on price points “X + 22, 2010”

14. Business Consulting Services Project Documents Engagement Proposal Status Report Cycle: An agreed upon period for updates to your client An agreed upon format for those updates This depends to a large degree on your client’s wishes

15. Business Consulting Services Project Documents Engagement Proposal Fees and Expenses: Detail what the client will pay for.  Mileage, printing, research, etc. Detail how the client will be billed.  Expense list presented prior to final report. Detail when the client pays you.  At the oral presentation or before

16. Business Consulting Services Project Event Entry/Contracting Meeting Objectives: 1.Establish Rapport 2.Get your Client’s Commitment 3.Set the Tone of your Relationship 4.Understand your Client’s Business 5.Establish Preliminary Problem Definition 6.Establish Preliminary Objectives

17. Business Consulting Services What Will it be Like for your Client? YOUR CLIENT WILL: Be nervous Feel uncomfortable Feel uncertain COMPENSATE BY: Talking a lot Not talking enough You should take control of the conversation by asking open-ended questions. Probing the client’s answers.

18. Business Consulting Services What Will it be Like for You? YOU WILL: be nervous feel uncomfortable feel uncertain COMPENSATE BY: Dress professionally Know your objectives Develop a discussion outline Do industry & environment research Remember-your client wants you to succeed Practice

19. Business Consulting Services Upcoming Events Review Client Presentations to class next Wednesday and Thursday. Arrange first client meeting ASAP after client selection. Fact Finding Report due: February 26th Executed Non-Disclosure Agreement due immediately after 1 st Client meeting. Problem Definition & Issue Tree due: ENG 26 th / BA 25 th

20. Getting it to Work – Timelines & Project Work Plan Remember the objective! Define tasks Determine Skill Requirements Assign Resources Estimate Effort Implement

21. Project Management Tools Excel GANTT chart

22. Define Tasks Develop issue lists Determine work approach  Hypothesis driven  Implementation driven Deliverable timing Task interdependencies Milestones Prioritization

23. Determine Skill Requirements Assess skill/competency requirement by activity task ---  Analysis  Data collection  Management  Technical  Administration

24. Assign Resources Match skill sets and experience Consultants versus client staff Availability Workload issues Development needs

25. Estimate Effort Task complexity Task dependencies Related milestones Data availability and quality Previous consultant experience Resource skills and availability

26. Implement Final reviews Team Instructor Client Communicate work plan to all relevant parties Monitor performance Update

27. GANTT Chart The Key to: Project flow Accountability Time Budgeting Resource Budgeting Progress Analysis

28. GANTT Chart

29. Business Consulting Services Questions?