Careers ➢ Selected Methods (frameworks) ➢ Research (some basics) ➢ Graphics (from data to chart)
4
MANAGEMENT CONSULTING: SELECTED METHODS
• Rankings • Important Frameworks • Benchmarking • Balanced scorecards
• An increasing number of institutions and
magazines offers rankings
• As rankings may change significantly with
only minor changes in definitions, a careful indication of the selection criteria is required
transparent machen … die Teamarbeit erleichtern (Arbeitsaufteilung,
Teamkommunikation)
… jedoch nicht ... … das Nachdenken oder die Kreativität ersetzen … Detailanalysen überflüssig machen
5
RANKINGS
• Rankings are important in many areas,
e.g., for marketing purposes, to determine strengths/weaknesses of clients/potential clients and also in the case of performance related salaries
EXAMPLE
Week 1 2 3 4 5 6 7 8 9 10 11 12
Phase I
• Screening market
opportunities
Phase II
• Evaluation and priori-
tization of key options
Phase III
• Development of business
plan/implementation planning
Steering Committee meetings
Analysis
Priority list
Recommendations/business plan
3
AGENDA
➢ Introduction/Expectations ➢ Example consultant company ➢ Consulting: Nature, Trends,
Part II
Lecture – Management Consulting: An Introduction
Jürgen Zech 2001 April
CLIENT ENGAGEMENT
•New engagement versus follow-up
on existing study – LOP – Pitch
Source: IFR Platinum, EFIC
8
MANAGEMENT CONSULTING: SELECTED METHODS
• Rankings • Frameworks • Benchmarking • Balanced scorecards
9
FRAMEWORKS
•What is it? •Why are they helpful? •When do I use them? •How do I use them?
Source: McKinsey EFIC
6
RANKINGS FOR MARKETING PURPOSES: ONE EXAMPLE
Source: The Economist
7
RANKING ONE EXAMPLE: BOOKRUNNERS OF ALL INTERNATIONAL/ EUROBONDS
10
ISSUE TREES
11
POSITIONIERUNG DER LOGIKBÄUME
Der Logikbaum kann … … das Problem strukturieren helfen … Arbeitsschwerpunkte und den Projektfortschritt
Rank* 1990 1995
15
2
21
9
1
1
6
8
9
10
3
4
36
7
2
6
5
18
40
11
1998 Bookrunner
Volume No. of Market share USD billions tranches Percent
1 Merrill Lynch and Co Inc.
75.4
286
9.8
•Work plan •Close interaction with client team •Periodic review process –
Steering Committee
•End of study
2
PROJECT WORK PLAN: ONE EXAMPLE FOR A THREE-MONTH PROJECT
44.3
150
5.8
8 Deutsche9 Citigroup Inc
42.7
124
5.5
10 ABN AMRO Bank N.V.
38.4
143
6.0
* Technical search criteria: All plain bonds, IFR rank eligible, manager not unspecified, all countries, exclude all equity-linked
2 Morgan Stanley Dean Witter 63.0
249
8.2
3 UBS AG
56.2
224
7.3
4 JP Morgan and Co Inc
54.7
174
7.1
5 Goldman Sachs and Co
54.0
118
7.0
6 CS/CSFB Group
47.7
187
6.2
7 Lehman Brothers