Management Consulting Syllabus 98 by bzs14448

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									                                 MANAGEMENT CONSULTING 9 -80
                                                      FALL 20


H. John Heinz III College                                                                Prof. Chris W. Brussalis
Carnegie Mellon University                                                                 Office: 412.722.1111
Tuesday, 5:30 - 8:30 p.m.                                                                    Fax: 412.722.1220
12 units                                                                                   Home: 412.276.9499
cbrussalis@hillgroupinc.com
cwb@andrew.cmu.edu

Description

This is an applications course exploring the profession of management consulting. The
course is designed to provide a framework for understanding the art and science of
providing management counsel to client organizations in the public and private sectors.

Students will integrate material from the core program and become exposed to
examples of utilizing their technical expertise and experience in both internal and
external consulting roles to organizations. The course will expose students to some of
the classical literature of the profession and to recognized, practicing experts in the
field. Students will also be expected to work in teams to provide consulting services to
actual clients and prepare solutions to case studies.

Resources

Block, Peter. Flawless Consulting: A Guide to Getting Your Expertise Used. San
Francisco: Jossey-Bass/Pfeiffer, 2000.

Block, Peter. Flawless Consulting Fieldbook and Companion: A Guide to
Understanding Your Expertise. San Francisco: Jossey-Bass/Pfeiffer, 2001.

Brussalis, Chris W. (Ed.) Management Consulting Class Reading Material. Pittsburgh:
Carnegie Mellon University, 2004.

Suggested Readings
The following are not required but suggested sources on consulting: Inside Consulting,
Consulting Magazine, Consulting to Management, The Wall Street Journal, Fortune,
and Business Week.

Evaluation

Student evaluation will be based on the following criteria:
      Class Participation........................................................................................... 30%
      Client Proposal ................................................................................................ 10%
      Case Study ...................................................................................................... 20%
      Client Action Plan ............................................................................................ 10%
      Consulting Assignment Evaluation .................................................................. 30%

                                             Carnegie Mellon University
Management Consulting 94-808


OUTLINE AND READINGS


Date           Topic and Assignments


Aug. 31        Introduction to the Profession

               •   Introduction and purpose of course
               •   Definition, roles, purpose of profession
               •   Uses of consultants – public sector, private sector, and internal consulting
               •   Introduce client projects

               Cuthbert, Brian J. Special feature: The rookie season. Consulting Magazine,
                  5(3), April 2003, pp. 20-25.




Sept. 7        Development of the Profession

               •   History and development of the profession
               •   Consulting roles and culture
               •   Professionalism and ethics
               •   Levels of operation: Substance and Affect
               •   Assign client projects

               Flawless Consulting, Chapters 1-3
               Flawless Consulting Fieldbook, Chapters 1-3
               Washburn, Stewart A. Challenge and renewal: A historic view of the profession.
                   Journal of Management Consulting, 9(2), November 1996, pp. 47-53.
               Uniform Body of Knowledge Topic Definitions for the U.S. Institute of
                   Management Consultants. New York: Institute of Management Consultants,
                   1994.
               Institute of Management Consultants Code of Ethics. New York: Institute of
                   Management Consultants, Jan. 8, 1991.
               What’s Behind the “CMC”? New York: Institute of Management Consultants,
                   1997.




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Sept. 14       The Industry

               •   View of management consulting world, synopsis of industry, types of firms
               •   Key industry challenges
               •   Key success factors

               Guest: Tom Rodenhauser, President, Consulting Information Services, LLC

               Flawless Consulting, Chapters 4-5
               Flawless Consulting Fieldbook, Chapter 4
               Rodenhauser, Tom. Inside Consulting, June 3, 2004.
               Bushko, David and Raynor, Michael. What futurists believe. Journal of
                  Management Consulting, 9(3), May 1997, pp. 49-53.
               Brown, Patricia. Special feature: The unique boutiques. Consulting Magazine,
                  5(4), May/June 2003, pp. 34-40.




Sept. 21       The Consulting Process – Entry and Contracting

               • Types of projects and project cycles
               • First client meetings
               • Assignment strategy and plan
               • Proposal development
               • Consulting contract
               • Introduce Client Proposal

               Guest: Mark F. DeSantis, Ph.D., CEO, Formation3, LLC; Adjunct Professor,
                  Heinz School, Carnegie Mellon University

               Flawless Consulting, Chapter 6
               Flawless Consulting Fieldbook, Chapters 6-9
               Sobel, Andrew. Break into your client’s inner circle. Consulting to Management,
                  14(1), March 2003, pp. 18-22.
               Lantos, Peter R. Consulting hurdles 101: Avoiding disaster. Consulting to
                  Management, 14(1), March 2003, pp. 46-49.




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Sept. 28       The Consulting Process – Discovery and Diagnosis

               • Diagnosis
               • Data gathering techniques
               • On-site interaction

               Guest: Richard X. McKenna, Project Manager, Schneider Downs & Co., Inc.

               Flawless Consulting, Chapters 10-12
               Flawless Consulting Fieldbook, Chapters 10, 13-14, 34-35
               Hagerty, Michael R. A powerful tool for diagnosis and strategy. Journal of
                  Management Consulting, 9(4), November 1997, pp. 16-25.




Oct. 5         The Consulting Process – Feedback and Action Planning

               • Developing and gathering alternatives
               • Presenting action proposals to the client
               • Work plans and project costing
               • Client Proposal Due
               • Introduce Client Action Plan
               • Introduce Case Study – Deloitte & Touche Consulting Group

               Guest: Matthew D. Stanczak, Consultant, The Hill Group, Inc.

               Flawless Consulting, Chapters 8-9, 13-14
               Flawless Consulting Fieldbook, Chapters 11-12
               Quinn, James Brian; Anderson, Philip; and Finkelstein, Sydney. Managing
                  professional intellect: Making the most of the best. Harvard Business
                  Review, 74(2), Mar./Apr. 1996, p. 71-80.
               Turner, Arthur N. Consulting is more than giving advice. Harvard Business
                  Review, 60(5), Sept/Oct 1982, pp. 120-129.




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Oct. 12        The Consulting Process – Implementation

               •   Management of projects
               •   Presentations and communicating with clients
               •   Implementing your recommendations
               •   Ongoing client contact and service
               •   Case Study – Deloitte & Touche Consulting Group Due

               Guest: Robert L. Totterdale, Partner (Retired), Accenture

               Flawless Consulting, Chapters 15-17
               Flawless Consulting Fieldbook, Chapters 28, 30-33
               Bushko, David and Raynor, Michael. Consulting’s future, game theory, and
                   storytelling. Journal of Management Consulting, 9(4), November 1997, pp. 3-
                   6.
               Brizz, Michael. The ultimate advantage: Forging stronger partnerships with your
                   clients. Journal of Management Consulting, 10(1), May 1998, pp. 18-21.




Oct. 19        Types of Consulting Specialties and Assignments

               •   Consulting in various areas of management
               •   Consulting in various sectors
               •   Internal vs. external consultants
               •   Nature and scope of assignments
               •   Client Action Plan Due
               •   Consulting Assignment Status
               •   Presentations on consulting project status

               Guests:
                  Kate R. Dewey, Principal, Dewey & Kaye, Incorporated
                  Matthew Koren, Manager, Deloitte Consulting
                  Megan Malli, Consultant, Deloitte Consulting

               Flawless Consulting, Chapter 7
               Flawless Consulting Fieldbook, Chapters 5, 29




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Oct. 26        The Firm

               •   Starting a practice, organization and culture in smaller firms
               •   Organization and culture in larger firms
               •   Measuring performance in the firm and partners

               Guest: David Boyd, President, Boyd and Associates

               Huey, John. How McKinsey does it. Fortune, 128(11), Nov. 1, 1993, p. 56.
               Maister, David H. The one firm firm: What makes it successful. Sloan
                  Management Review, Fall 1985, pp. 3-13.




Nov. 2         Creating Value for Yourself and the Firm

               •   Firm growth strategies, sales skills
               •   Managing a firm
               •   Professional development and staying current
               •   Developing areas of unique expertise


               Flawless Consulting, Chapter 19
               Flawless Consulting Fieldbook, Chapters 15-20, 25-28
               Maister, David H. How’s your asset? Maister Website, 1996, pp. 1-6.
               Schaffer, Robert H. Consulting for results. Journal of Management Consulting,
                  8(4), Fall 1995, pp. 44-52.
               Washburn, Stewart A. Establishing referral sources: A case study. Journal of
                  Management Consulting, 10(1), May 1998, pp. 11-17.




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Management Consulting 94-808


Nov. 9         Legal and Ethical Issues

               • Legal risks and management
               • Client privilege issues
               • Professional ethics

               Guest: Daniel L. DeMarco, Esquire, Vice President and General Counsel, The
                  Hill Group, Inc.

               Flawless Consulting, Chapter 18
               Flawless Consulting Fieldbook, Chapters 38-40
               MacDonald, Elizabeth and Paltrow, Scot J. Ernst & Young advised the client but
                  not about some big conflicts. The Wall Street Journal, August 10, 1999.




Nov. 16        Change Management

               • Determining stakeholders
               • Utilizing resources
               • Developing support
               • Institutionalizing change

               Guests:
                  Alyson G. Cole, Consultant, The Hill Group, Inc.
                  Matthew D. Stanczak, The Hill Group, Inc.

               Brenowitz, Randi S. and Manning, Marilyn. How consultants help leaders get
                  buy-in. IMC Times, 33(3), Fall 2002.




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Nov. 23        The Client’s Perspective

               •   Selection of consultants
               •   Effective management of consultants
               •   Evaluation of performance
               •   Use of consultants
               •   Maintaining independence and objectivity

               Guests:
                  Gary L. Evans, Senior Vice President, Supply Chain Management, PNC
                      Financial Services Group
                  Brig. Gen. Ralph Pasini, USAF (Ret.), Former Vice Director, Operational
                      Plans and Interoperability Directorate for Joint Chiefs of Staff

               Flawless Consulting Fieldbook, Chapters 22, 24, 36-37

               Wittreich, Warren J. How to buy/sell professional services. Harvard Business
                   Review, 44(2), March 1966, pp. 127-38.
               Baker, Wayne E. and Faulkner, Robert H. Strategies for managing suppliers of
                   professional services. California Management Review, 33(4), Summer 1991,
                   pp. 33-45.
               Shapiro, Eileen C.; Eccles, Robert G.; and Soske, Trina L. Consulting: Has the
                   solution become part of the problem? Sloan Management Review, Summer
                   1993, pp. 89-95.
               Kesner, Idalene F and Fowler, Sally. When consultants and clients clash.
               Harvard Business Review, Nov. 1997, pp. 22-38.




Nov. 30        Final Consulting Project Presentations

               •   Final presentations on consulting projects

               Guests: Clients




Dec. 7         Final Consulting Project Presentations – Last Day of Class

               •   Final presentations on consulting projects

               Guests: Clients




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