January 2005 ICT Consulting In Emerging Economies Professional ICT Consulting Services In Emerging...
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Transcript of January 2005 ICT Consulting In Emerging Economies Professional ICT Consulting Services In Emerging...
January 2005 www.dakessian-cnslt.com 1
ICT Consulting In Emerging Economies
Professional ICT Consulting Services In Emerging Economies
A Practical Guide
January 2005 www.dakessian-cnslt.com 2
Topics
Players In The Market Progress Of Profession Typical Clients Business Objectives Consulting Office Organization Common Contract Types Positioning Within Client Chart Dos And Don'ts Final Tips
January 2005 www.dakessian-cnslt.com 3
Players In The Market
International Consulting Houses Multi-disciplined Experience Large Organizational Structure Strong Financial Standing
Local Consulting Firms Country Specific Experience
Freelance Independents Subject Specific Experience
January 2005 www.dakessian-cnslt.com 4
Progress Of Profession
Systems Consulting 1970s – 1980s
Computer Consulting 1980s – 1990s
IT Consulting 1990s - 2000
ICT Consulting 2000+
January 2005 www.dakessian-cnslt.com 5
Systems Consultants
Period 1970s – 1980s
Typical Services Programming Languages File Design System Requirements Logical System Design Physical System Design
January 2005 www.dakessian-cnslt.com 6
Computer Consultants
Period 1980s – 1990s
Typical Services Technology Selection Database Design Hardware Specifications Networking Functional Requirements
January 2005 www.dakessian-cnslt.com 7
IT Consultants
Period 1990s – 2000s
Typical Services Technology Selection IT Planning IT Contracts Systems Integration IT Project Management Y2K ?
January 2005 www.dakessian-cnslt.com 8
ICT Consultants
Period 2000+
Typical Services Strategies, Policies & ICT Legislation Alternative Dispute Resolution Technology Validation ERP, Workflow & EPP Systems e-Services
January 2005 www.dakessian-cnslt.com 9
Typical Clients
Banking & Finance Insurance Industry General Commercial Companies Government & Public Sector Law Enforcement Agencies International Consulting Houses International Organizations
January 2005 www.dakessian-cnslt.com 10
Business Objectives
Wide Ranging Expertise Sustainable Growth Vertical & Horizontal Markets Minimum Overheads
January 2005 www.dakessian-cnslt.com 11
Consulting Office Organization
Minimum Permanent Staff Full Time Administration Pool Of Consultants – Local Pool of Consultants – International Contracted On Project Basis
January 2005 www.dakessian-cnslt.com 12
Controlled Outsourcing Model
CEO
Administration Pool Of Consultants
Local International
January 2005 www.dakessian-cnslt.com 13
Common Contract Types
Annual Retainers Job Specific Man Day Charge Man Hour Charge Combinational
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Annual Retainers
Long Term Involvement Continuity Of Services Wide Range Of Responsibility Multiple Projects Per Client Cost Effective Blanket Rates Favoured In Emerging Markets
January 2005 www.dakessian-cnslt.com 15
Job Specific Contracts
Medium Term Involvement Single Assignment Per Client No Continuity Job Specific Responsibility Job Specific Rates Favoured For Subcontract Work
January 2005 www.dakessian-cnslt.com 16
Man Day & Man Hour Rates
Short Term Involvement High Rates & Expenses Publicly Declared Rates Applicable To Out Of Country Tasks Favoured By Big Players
January 2005 www.dakessian-cnslt.com 17
Position Within Client Chart
Insist On Correct Positioning Board Level – Too High CEO Level – Recommended Assistant CEO Level – Recommended Departmental Level – Too Low
January 2005 www.dakessian-cnslt.com 18
Position In Client Chart
Board
CEO
Asst CEO
Consultant
Asst. CEO
Department A Department B Department C Department D
January 2005 www.dakessian-cnslt.com 19
Executives versus Managers
Executives Cocneptualizers Proactive Create Visions Personal attitude Values Commitment Change Do the right thing
Managers Problem Solvers Reactive Short Term Goals Impersonal Coordination Control Maintenance Do things right
January 2005 www.dakessian-cnslt.com 20
Resistance To Change
Change Acceptance Levels Board Level – Low Level CEO Level – Very High Level Assistant CEO Level – High Level Manger Level – Very Low Level
January 2005 www.dakessian-cnslt.com 21
Do
Establish A Strong Web Presence Join Professional Associations Contribute Articles To Publications Advertise Success Stories Adopt Well Known Methodologies Get Listed With Big Players Diversify Expertise
January 2005 www.dakessian-cnslt.com 22
Don’t
Promote Services Directly Volunteer Services To Clients Accept Borderline Assignments Concentrate On Narrow Specialties Fall Into “Years Of Experience” Trap