埃森哲－管理顾问入门第

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1、Lecture–ManagementConsulting:AnIntroductionJürgenZech2001AprilPartIICLIENTENGAGEMENTNewengagementversusfollow-uponexistingstudyLOPPitchWorkplanCloseinteractionwithclientteamPeriodicreviewprocess–SteeringCommitteeEndofstudy2000624FT_262414_777_v3_iPROJECTWORKPLAN:ONEEXAMPLEFORATHREE-MO

2、NTHPROJECTPhaseIScreeningmarketopportunitiesPhaseIIEvaluationandpriori-tizationofkeyoptionsPhaseIIIDevelopmentofbusinessplan/implementationplanningSteeringCommitteemeetings123456789101112WeekAnalysisPrioritylistRecommen-dations/bu-sinessplanEXAMPLE3000624FT_262414_777_v3_iAGENDAIntrod

3、uction/ExpectationsExampleconsultantcompanyConsulting:Nature,Trends,CareersSelectedMethods(frameworks)Research(somebasics)Graphics(fromdatatochart)4000624FT_262414_777_v3_iMANAGEMENTCONSULTING:SELECTEDMETHODSRankingsImportantFrameworksBenchmarkingBalancedscorecards5000624FT_262414_777_

4、v3_iRankingsareimportantinmanyareas,e.g.,formarketingpurposes,todeterminestrengths/weaknessesofclients/potentialclientsandalsointhecaseofperformancerelatedsalariesAnincreasingnumberofinstitutionsandmagazinesoffersrankingsAsrankingsmaychangesignificantlywithonlyminorchangesindefinitio

5、ns,acarefulindicationoftheselectioncriteriaisrequiredRANKINGSSource:McKinseyEFIC6000624FT_262414_777_v3_iSource:TheEconomistRANKINGSFORMARKETINGPURPOSES:ONEEXAMPLE7000624FT_262414_777_v3_iRANKINGONEEXAMPLE:BOOKRUNNERSOFALLINTERNATIONAL/EUROBONDS*Technicalsearchcriteria:Allplainbonds,IF

6、Rrankeligible,managernotunspecified,allcountries,excludeallequity-linkedSource:IFRPlatinum,EFIC15211693362540291810476181112345678910199019951998MerrillLynchandCoInc.MorganStanleyDeanWitterUBSAGJPMorganandCoIncGoldmanSachsandCoCS/CSFBGroupLehmanBrothersDeutscheBankAGCitigroupIncABNAMRO

7、BankN.V.75.463.056.254.754.047.744.343.542.738.42862492241741181871501951241439.88.27.37.17.06.25.85.65.56.0BookrunnerVolumeUSDbillionsNo.oftranchesMarketsharePercentRank*8000624FT_262414_777_v3_iMANAGEMENTCONSULTING:SELECTEDMETHODSRankingsFrameworksBenchmarkingBalancedscorecards9000