De Marco Guide 2012

The Role of a The Role of a ConsultantConsultant

Rockford, IllinoisRockford, Illinois

Why Hire A Consultant?Why Hire A Consultant?

• Consultants are temporary employeesConsultants are temporary employees

• Consultants answer questions and validate our Consultants answer questions and validate our concernsconcerns

• Consultants bring value to the company because Consultants bring value to the company because they are outside objective sources of expert opinionthey are outside objective sources of expert opinion

• Consultants bring magic to solve problems for usConsultants bring magic to solve problems for us

• Consultants tell us what and how to do thingsConsultants tell us what and how to do things

• Consultants help cover-up our actions for a decision Consultants help cover-up our actions for a decision that should never have been madethat should never have been made

• It Affects It Affects HOWHOW they do things in the they do things in the future.future.

• It Affects It Affects WHATWHAT they do. they do.

• It Affects It Affects WHENWHEN they will actually do they will actually do something.something.

THIS IS IMPORTANTTHIS IS IMPORTANT because it dictates because it dictatesWHO WILL DO IT.WHO WILL DO IT.WHO WILL DO IT.WHO WILL DO IT.

Why Clients Do Things Is Why Clients Do Things Is Important Because ...Important Because ...

If the most important product If the most important product we offer is to bring about we offer is to bring about permanent and successful permanent and successful

organizational change,organizational change,

then the most important value then the most important value we can instill is self reliance.we can instill is self reliance.

Successful organizations need Successful organizations need to develop internally and enrich to develop internally and enrich internally their own producers internally their own producers

and visionaries in order to grow.and visionaries in order to grow.

DeMarco & DeMarco & Associates Associates

becomes a partner becomes a partner in the transitional in the transitional

phases within phases within these these

organizations organizations providing research providing research and development and development

tools.tools.

When When organizations organizations

utilize these tools, utilize these tools, they are able to they are able to

apply them to their apply them to their current situation current situation to work towards to work towards

their global view of their global view of the future.the future.

The future opportunity for The future opportunity for growth in healthcare is to build growth in healthcare is to build virtual organizations through a virtual organizations through a

combination of existing and new combination of existing and new relationships.relationships.

These relationships These relationships involve:involve:

that can share broadly defined that can share broadly defined roles and vision.roles and vision.

•corporationscorporations•associationsassociations•individual resourcesindividual resources

•corporationscorporations•associationsassociations•individual resourcesindividual resources

Our role is to:Our role is to:

in order to in order to ACHIEVEACHIEVE consensus consensus on direction of short term goals.on direction of short term goals.

•Facilitate planned Facilitate planned communicationcommunication

•Promote creative learningPromote creative learning•Design individual and group Design individual and group

incentivesincentives

•Facilitate planned Facilitate planned communicationcommunication

•Promote creative learningPromote creative learning•Design individual and group Design individual and group

incentivesincentives

A series of victories are created A series of victories are created by successful attempts to by successful attempts to

achieveachieveshort term goals.short term goals.

The benefits to clients The benefits to clients include:include:

• Multitalented Multitalented teams of staff teams of staff

who are able to who are able to manage risk. manage risk.

• Creation of new Creation of new organizations organizations with improved with improved market value.market value.

• Capacity to Capacity to design, develop design, develop and implement and implement new products new products

and services in and services in the marketplace.the marketplace.

• Ability to Ability to differentiate differentiate

themselves from themselves from competitors competitors

through superior through superior performance and performance and

brand name brand name recognition.recognition.

• Capability to Capability to serve a serve a

broadening broadening market of market of

consumers and consumers and purchasers of purchasers of care through care through affiliation and affiliation and acquisition of acquisition of

additional additional resources.resources.

The Role of a The Role of a Consultant . . .Consultant . . .

Is a role that DeMarco & Is a role that DeMarco & Associates takes seriously; Associates takes seriously; maintaining and reflecting maintaining and reflecting objective and independent objective and independent

viewpoints.viewpoints.

In doing this, DeMarco & In doing this, DeMarco & Associates serves clients Associates serves clients

effectively as facilitator and effectively as facilitator and objective third party.objective third party.

Short Range Long Range

Organizational Goals 1. Solving Problems 2. Building Teamwork

Individual Goals 3. Managerial SkillsTraining & Development

4. Individual StyleEnrichment

Source: Adizes 1975, 1986, 1997.

Benefits to ClientBenefits to Client