IS Consulting Process
(IS 6005)
Masters in Business Information Systems 2006 / 2007
Programme in Professional Information System Practices
Fergal Carton
Business Information Systems
Last week
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Proposal deliverable = strategy, not an implementation!
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Richness versus reach (Evans & Wurster)
Project planning:
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Strategy is a report which matches business goals to IT directions
Lays out a plan for future investment
Contains pointers to implementation initiatives
Can refer to your experience of implementing solutions
Hopefully leads to you being retained for the implementation work
Estimating time spent on IS6610 in days per week / month
Total 40 days per person spent over 5 months
Team of 6 people spent a total of 240 person days
240 person days = 0.92 FTE (full-time equivalent) for 1 year (1 year = 260 days)
Salary of €60k. for business consultant, €120k in cost to the employer
0.92 FTE for 1 year @ €120k salary cost = €110,400
Cost of project (to an employer) = €110,400
Margin?
Also look at day rates for consultants for cost estimate
MBS (BIS) / 6005 / IS Consulting Process
FTE cost
MBS (BIS) / 6005 / IS Consulting Process
Croker Strategy
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Customers
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Stakeholders
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GAA
Govt.
Sponsors
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Suppliers
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Sports organisations (IRFU, FAI, IOC, …)
Club / county / national team supporters
Corporate Ireland
Business conference users
Concert goers
Tourists
TV viewers
Internet users
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Tourist Board
Dublin City council
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Products
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Sports events (seats and viewing rights)
Entertainment events
Business conferences
Not for profit events
Hotel accommodation
Museum
Retail
Telecoms
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MBS (BIS) / 6005 / IS Consulting Process
This week
• Project planning:
– Estimating workload and budget
• Project cost
• Communication skills
– Presenting your proposal
– The Win strategy
– Writing business messages
MBS (BIS) / 6005 / IS Consulting Process
FTE : notes
• Number of days is based on elapsed time and an estimation of days per
week spent (or to be spent) on project
• Much better if it can be based on actual recorded time spent (NB.
Billable consulting assignments require rigourous documentation of
days worked)
• Key questions to ask :
• Is amount of time reasonable based on importance of deliverable?
• What is the contingency built in?
• How does the plan compare to reality?
• How does it compare to another project of same type?
MBS (BIS) / 6005 / IS Consulting Process
Total Cost of Ownership
• Gartner $11,900 per PC per year
(June 1997)
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Capital
Tech Support
End-user support
Admin
21%
21%
46%
13%
MBS (BIS) / 6005 / IS Consulting Process
•Formal learning
•Informal learning
•Data management
•Apps development
•Supplies
•Peer support
What’s important in a presentation?
• What’s the purpose of the meeting?
• Form over content?
• Death by PowerPoint …
- Don’t read from slides
- Should audience listen to you or watch slides
- Avoid “Slide 33 of 89!” fatigue
• Protocol (names, titles, due respect for grade, …)
• Breaking the ice (introductions, getting a handle
on where people’s views in advance)
MBS (BIS) / 6005 / IS Consulting Process
Presenting your proposal
• Organising the meeting
• Logistics
• Attendees
• Are all consultants getting a chance
• “Bake-off”
• Elevator pitch
• What are you proposing (solution)?
• How can this be differentiated from other offerings?
• What are your key messages?
MBS (BIS) / 6005 / IS Consulting Process
Making it relevant to audience
• References to industry sector and company
• Use nuggets of info picked up at introduction
• Practice your message during early “meet and
greet”
• Get to know names
• Use first names during talk
• Pause frequently (check pulse, invigorate, …
• Learn technique from good presenters
MBS (BIS) / 6005 / IS Consulting Process
Profile Your Audience
• Identify primary audience
• Determine size
• Determine composition
• Gauge level of understanding
• Consider expectations and preferences
• Estimate probable reaction
MBS (BIS) / 6005 / IS Consulting Process
Strategy/Feedback
• Strategy:
– A long-term action plan for achieving a goal
– The objective of winning the war as opposed to
the winning of a particular battle  Strategy Vs
Tactics
– Addresses ‘a crucial concern: positioning the
organisation to face an increasingly uncertain
future’
– Value Creation
MBS (BIS) / 6005 / IS Consulting Process
Preparing the response
• Formulating a Tender Response
– Examine internal and external influences e.g. SWOT
Analysis
– Gather the required knowledge capital e.g. people and
information
– Collate the key requirements
– Develop the necessary templates
– Identify the value creators and a win strategy
– Effectively manage the process
– Post Mortems
MBS (BIS) / 6005 / IS Consulting Process
Accenture Win Strategy
• Overview
– Client, Opportunity, Value, Personnel, Key Dates, “Elevator Pitch”
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Opportunity, Vision & Budget
Issues & Expectations
Evaluation Model
Competitive Assessment
Power Map
Differentiators & Potential Weaknesses
Key Messages / Proposed Solution / Proposed Deal Shape
Risk & Mitigation Measures (Contract, Delivery, Environment etc.)
Yellow Flags
The Decision Process
Action Plan Summary
MBS (BIS) / 6005 / IS Consulting Process
Adapt message to suit the Audience
• Use the “you” attitude
• Emphasize the positive
• Establish credibility
• Use bias-free language
• Project company’s image
MBS (BIS) / 6005 / IS Consulting Process
What Is Good Organization?
• Ensure subject and purpose are clear
• Define the main idea (general/specific purpose)
• Structure your message (no. main points, sequence, etc)
• Information is directly related to the subject and purpose
– Exclude irrelevant material (limit scope)
– Include all relevant material
MBS (BIS) / 6005 / IS Consulting Process
Basic Message Sequence
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Basic Message Structure
– Main idea
– Support
– Evidence
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Basic Message Sequence
– Direct / decuctive approach: main idea (e.g. recommendation, request) comes first,
followed by evidence
– Indirect / inductive approach: evidence comes first and then the main idea comes
after
– Direct or indirect approach depends on message type and audience reaction
MBS (BIS) / 6005 / IS Consulting Process
Composing
Business Messages
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Use a conversational tone
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Write in plain English
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Use appropriate level of formality
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Avoid
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being overly familiar
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inappropriate humor
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Obsolete / pompous language
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Clichés or jargon
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Overuse of TLA’s (Three Letter Acronyms)
Select active or passive voice
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Normally use Active (stronger sentences, concise, easy to understand)
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But use Passive when appropriate (diplomacy – avoid attributing credit or blame, create an objective tone)
Write coherent paragraphs
MBS (BIS) / 6005 / IS Consulting Process
Writing Coherent Paragraphs
• Paragraph elements
– Topic sentence
– Related sentences
– Transitions
• Paragraph Development
– Illustration
– Comparison or contrast
– Classification (break down idea into categories)
– Cause and effect
– Problem and solution
MBS (BIS) / 6005 / IS Consulting Process
Revising Your Message
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Content / Organization / Style / Tone
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Promote readability
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Avoid overly long sentences and keep paragraphs short
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Vary sentence length
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Use lists and bullets for emphasis & clarity
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Avoid non-parallel list items and unparallel sentences
Use
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Improvement, identification, development
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Improving, identifying, developing
Not
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improve, identifying, development
Avoid too much enthusiasm (e.g. extremely, exceptionally, extraordinary…)
MBS (BIS) / 6005 / IS Consulting Process
Designing Page Layout
• Consistency (margins, typeface, type size,
spacing, paragraph indents, etc)
• Strive for simplicity in design
• Balance text, graphics, white space
• Use meaningful headings and captions for
figures or tables
MBS (BIS) / 6005 / IS Consulting Process
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Professional Business Analyst Skills (IS 6008)