PowerPoint Presentation

Superior Systems &Capitol State Chemical Case StudyGroup 6Section cAlister D SouzaAnindita ChakrabortyAnkit AgarwalIsha Dwivedi

Promiti BanerjeeSherry JindalShreshtha Malhan Souhardya BanerjeeThe Consulting Framework

The consulting framework focuses upon assessing the needs of the client, mapping them with our own capabilities, developing methodologies and frameworks and with the help of those achieving the end objective by delivering value for money.

Organizational focus deals with assessing clients needs and objectives thoroughly.

Capability Focus refers to assessment of our capabilities, strengths and talents so that we can decide on taking up the project.

Key Enablers are the required frameworks, methodologies and models that need to be designed to approach for the solution of the clients problems

End Objective refers to delivering the required services keeping in mind the value for money.

Department Responsible For Marketing And Its SkillsThe Marketing-cum-Sales department is responsible for bringing the initial leads to the company but after that the entire negotiations, meetings and discussions are done combined team of consultants, technicians and marketing personnel

Skills Required:

1. Thorough understanding of the clients company, background and function2. Agility to follow up and look for opportunities3. Patience to do follow-ups, cold calls etc.4. Good communication skillsConverting Leads To Specific Proposals

The entire process involves the contribution of each and every department.

Consultants: The people who analyze the requirements, do background research and also dig into the details of clients requirements so that better understanding the problem can be done.

Technical experts: The people who can analyze the technical requirements, their own companys capabilities and feasibility to deliver the solution.

Marketing experts: Follow-ups and other information providers.

Methods for Sales-cum-Marketing of services

Word of mouth

Cold Calls

Elevators pitch

Responding to tenders

Cross selling with other businesses in the firm

Social mediaObjectives of the Case Study

The skills required for getting leads and the conversions to a successful clients.

Importance of deep understanding of requirements of clients so that problems can be assessed in the better way

Analyzing our own capabilities before jumping to a commitment

Background Information About The Client Organization What hardware or software they use?Their customers and their exact business What IT consulting services are they using?Culture of the organizationWhat is the role of each employee involved in the project?Cross functionality of teamsAssistance to be provided clientWhat are clients expectations

Focus Of The First Interaction Meeting

Clients understanding of the IT consultancy servicesThe co-ordination process with the clients employeesWhat is the specific requirementClients business and their expectationsWhat is the role of IT Team of the client in the projectInterface with other departmentsCurrent IT projects in the companyRisks that the client foreseeInteraction with the technical team of the client

Selection Processes By Client OrganizationsSole-Source Procurement Selection from a list of prequalified candidatesoverall experiencetime availableunderstanding of project objectivesrelevance of education and experience of probable staffcreativity exhibited by the consultant for the proposed projectSelection based on response to RFPs

Expected Perception ConflictsResistance in sharing informationAccountability for decisionsReal needs vs. perceived needsConflict between the business analyst and the usersusually happens when consultant tries to propose a new or a modified approach to the current processChanging needs

List of Concerns Modes Of Consulting Project ExecutionClient Expectations are met through following phases of Project Execution - Salient Learningsinvestigation needs to be undertaken objectively, and its findings confirmed through different sources, including cues received during initial interactions with the ClientConsultants should over invest time in internal organization analysisDetailed data collection should be done to increase Client confidence in the proposed solution