1. Overview: Consulting Value Chain
consulting | solutions | outsourcing
M. Treacy and F. Wiersema, The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market, Addison-Wesley, 1995, pp
Overview: Consulting Value Chain
Prepared by: LiquidHub, Inc.
Presented to: TBD
Document Location: TBD
Last Updated: Tuesday, January 13, 2009

2. Consulting Value Chain & Key Tasks
Solution (Product)
Development & Management
Solution (Product) Development & Management
Create Solution Business Plan
Create Sales Brochure
Create Sales Reference Sheet
Create Executive Briefing
Create Sales Demonstration Implementations
Create Standard Proposal
Create Methodology (Templates & Tools)
Create Education Materials
Create Body of Knowledge
Corporate & Solution Marketing
Create 2-page “Lightpaper”
Create 10-page Solution “Whitepaper”
Business Development
Source a New Client
Support Account Management in Marketing Solution Expertise (on-site/off-site)
Support Account Management in Growing Existing Client (on-site)
Consulting / Fulfillment / Expertise
Bill 2000 hours
Share Best Practices via Practice Meetings, Intranet, etc…
Attain Certification(s)
Receive Top ¼ percentile re: Engagement Evaluations
Associate Management
Administer 100% on-time Administration
Retain 100% of Direct Reports
Corporate Administration
Recruiting:
Refer Candidates to Recruiting
Interview Candidates
Human Resources
Other (e.g., Manage the Intranet Site)
Corporate & Solution Marketing
Business Development
Consulting / Fulfillment / Expertise
Associate Management
Corporate Administration

3. 2009 Consulting Responsibilities: By Path, Title & Priority
Business Management [CIO]
Architecture [CTO]
Management Consulting [Strategist]
Assoc.
Senior
Mgr.
Director
Managing
Solution Architect
Principal Architect
Executive Architect
Principal
Consultant
Principal Consultant
Executive Principal Consultant
Solution Develop 4 5 - 3
Marketing 7
BD:
Source 8
Support
Off-Site
On-Site 2
Consulting 1
Assoc. Mgmt. --
Business Admin:
Recruiting
Other 6

4. 2009 Consulting Responsibilities: Legend
PATH:
Business Management [CIO]
Assoc.
Senior
Mgr.
Director
Managing
Solution Develop - 4 5
Marketing 7
BD:
Source 8
Support
Off-Site 3
On-Site 2
Consulting 1
Assoc. Mgmt.
Business Admin. 6
There are 3 consulting career paths at LiquidHub.
Each path has a set of well-defined roles with progressive responsibilities.
A simple and relevant view of our value chain consists of 6 primary activities: solution development, marketing, business development (BD), consulting (delivery), associate management and business administration. Business development can be further segmented into: source (i.e., establish business with a new client via personal selling), support off-site (i.e., facilitate business development based on expertise) and support on-site (i.e., while consulting for a client, an associate helps the relevant account manager win incremental business.)
‘No-Fill’ table cell and a ‘-’ indicate ‘No’ Responsibility
‘Light Grey-Fill’ table cell indicates ‘Low’ Responsibility
‘Light Blue-Fill’ table cell indicates ‘Medium’ Responsibility
‘Dark Grey-Fill’ table cell indicates ‘High’ Responsibility
Numbers indicate relative priority, with 1 being the highest priority.