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Business Consulting Services
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Agenda Discussion: Management Reports Discussion: Project Reports Discussion: Engagement Proposal Upcoming Events Review Project Planning/Management Questions
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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
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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.
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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).
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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.
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Project Documents
Initial 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!
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Project Documents
Fact Finding ReportDue 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.
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Project Documents
Engagement ProposalPurpose: Begins the project negotiation Ultimate objective: Define the terms of the
engagement.
Project DocumentsEngagement ProposalWill 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 Synopsi
s
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Project Documents
Engagement ProposalScope:• 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”
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Project Documents
Engagement ProposalAssumptions 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?
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.”
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Project Documents
Engagement ProposalDeadlines 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”
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Project Documents
Engagement ProposalStatus 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
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Project Documents
Engagement ProposalFees 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
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Project Event
Entry/Contracting MeetingObjectives:
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
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What Will it be Like for your Client?
YOUR CLIENT WILL:• Be nervous• Feel uncomfortable• Feel uncertain
COMPENSATE BY:• Talking a lot• Not talking enoughYou should take control of the conversation
by asking open-ended questions.Probing the client’s answers.
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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
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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 1st Client meeting.
• Problem Definition & Issue Tree due: ENG 26th / BA 25th
Getting it to Work – Timelines & Project Work Plan
• Remember the objective!• Define tasks• Determine Skill Requirements• Assign Resources• Estimate Effort• Implement
Project Management Tools
Excel GANTT chart
Define Tasks• Develop issue lists• Determine work approach
Hypothesis driven Implementation driven
• Deliverable timing• Task interdependencies• Milestones• Prioritization
Determine Skill Requirements
• Assess skill/competency requirement by activity task ---
AnalysisData collectionManagementTechnicalAdministration
Assign Resources
• Match skill sets and experience• Consultants versus client staff• Availability• Workload issues• Development needs
Estimate Effort
• Task complexity• Task dependencies• Related milestones• Data availability and quality• Previous consultant experience• Resource skills and availability
Implement
• Final reviewsTeamInstructorClient
• Communicate work plan to all relevant parties
• Monitor performance• Update
GANTT Chart
The Key to: Project flow
Accountability Time Budgeting
Resource Budgeting Progress Analysis
GANTT Chart
Feb. 9 Feb.10 Feb. 11 Feb. 12 Feb. 13 Feb. 14 Feb. 15 Feb. 16Activity/Task
Get Non-disclosure agreement signed by team and client
Client Meeting TeamFact Finding Report
Research industry competitors MikeResearch industry outlook Tami
Write industry competitors section MikeWrite Industry outlook section Tami
Edit FFR SueSubmit FFR to Mr. Kurtz Sue
Progress Report To Mr. Kurtz Sue
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Questions?