Business Consulting Services Agenda Discussion: Management Reports Discussion: Project Reports Discussion: Engagement Proposal Upcoming Events Review Project

Business Consulting Services


Agenda Discussion: Management Reports Discussion: Project Reports Discussion: Engagement Proposal Upcoming Events Review Project Planning/Management Questions


Management Reports

Progress Report Submitted each week at a time TBD. Purpose: Helps me address the needs of you and

your client.

Non-Disclosure Agreement Engagement Proposal

https://www.business.uiuc.edu/jmkurtz/BA345_Progress_Report.doc


Management Reports

Client Weekly Update Purpose: Helps keep your client in the loop. This is a template for your convenience. A

substitute can be used.

https://www.business.uiuc.edu/jmkurtz/BA345_Weekly_Client_Update.doc


Management Reports

Weekly Time Sheet Kept daily. Submitted Weekly to the professor via email. Purposes:

1. Helps track budgeted cost vs. actual cost.

2. Trains you to monitor your time.

(attorneys, consultants, accountants do it).

https://www.business.uiuc.edu/jmkurtz/BA345_Weekly_Time_Sheet.xls


Project Documents

Non-Disclosure Agreement Present to Client at First Meeting Return to me after signing (no later than 2-24/25)

Purpose: Gives the client some assurance of confidentiality which will help you get better information.

https://www.business.uiuc.edu/jmkurtz/BA345_NonDisclosureAgmt.doc


Project Documents

Initial Client Survey = Tool• Use it to help you through the first meeting

nervousness.• Edit the survey to eliminate unnecessary items.• Probe…listen…probe…listen• If you don’t understand, say so. Don’t assume!

https://www.business.uiuc.edu/Web%20Page%20Building%20Tools/My%20New%20Website%20Final/BA345_InitialClientSurveyFactFindingSurvey.doc


Project Documents

Fact Finding ReportDue on 2-26-10

Purposes:• Part of the Engagement Letter.• Confirms your knowledge of the Client and the

Client’s Industry.• Ultimately, forms the initial part of the Final

Report.


Project Documents

Engagement ProposalPurpose: Begins the project negotiation Ultimate objective: Define the terms of the

engagement.

Project DocumentsEngagement ProposalWill describe: Preliminary Problem Definition Project Objectives Scope Data & Resources you’ll need Your Role Client’s Role Assumptions and Constraints

• Work Products and Final Deliverables

• Deadlines and Milestones• Status Report Cycle• Reviews and Sign-offs• Reimbursement of Fees and

Expenses• Engagement Proposal Synopsi

s


https://www.business.uiuc.edu/jmkurtz/BA345_The_Engagement_Proposal.htm

https://www.business.uiuc.edu/jmkurtz/BA345_The_Engagement_Proposal.htm


Project Documents

Engagement ProposalScope:• Define exactly what aspects are included.• Define exactly what aspects are NOT included.

This avoids unmet expectations of the client and protects you from “Scope Creep”


Project Documents

Engagement ProposalAssumptions and Constraints• “We assume XYZ will be able to scale up

production.”• “To stay within budget constraints we will not

conduct interviews.”

Do the assumptions and constraints prevent you from achieving the objectives? What then?


Project Documents

Engagement Proposal

Work Products & Final Deliverables:• Tell your client exactly what they will receive

as a result of your work.• For example: “Oral and written reports that

discuss the feasibility of your new product by analyzing the target market size, the price points and your production capabilities.”


Project Documents

Engagement ProposalDeadlines and Milestones:• The final report will be delivered on “X, 2010”

Project milestones include:• Initial market report on “X + 15, 2010”• Results of survey on price points “X + 22, 2010”


Project Documents

Engagement ProposalStatus Report Cycle:• An agreed upon period for updates to your client• An agreed upon format for those updates• This depends to a large degree on your client’s

wishes


Project Documents

Engagement ProposalFees and Expenses:• Detail what the client will pay for.

Mileage, printing, research, etc.• Detail how the client will be billed.

Expense list presented prior to final report.• Detail when the client pays you.

At the oral presentation or before


Project Event

Entry/Contracting MeetingObjectives:

1. Establish Rapport

2. Get your Client’s Commitment

3. Set the Tone of your Relationship

4. Understand your Client’s Business

5. Establish Preliminary Problem Definition

6. Establish Preliminary Objectives


What Will it be Like for your Client?

YOUR CLIENT WILL:• Be nervous• Feel uncomfortable• Feel uncertain

COMPENSATE BY:• Talking a lot• Not talking enoughYou should take control of the conversation

by asking open-ended questions.Probing the client’s answers.


What Will it be Like for You?

YOU WILL: be nervous feel uncomfortable feel uncertain

COMPENSATE BY: Dress professionally Know your objectives Develop a discussion

outline Do industry &

environment research Remember-your client

wants you to succeed Practice


Upcoming Events Review• Client Presentations to class next Wednesday and Thursday.

• Arrange first client meeting ASAP after client selection.

• Fact Finding Report due: February 26th

• Executed Non-Disclosure Agreement due immediately after 1st Client meeting.

• Problem Definition & Issue Tree due: ENG 26th / BA 25th

Getting it to Work – Timelines & Project Work Plan

• Remember the objective!• Define tasks• Determine Skill Requirements• Assign Resources• Estimate Effort• Implement

Project Management Tools

Excel GANTT chart

Define Tasks• Develop issue lists• Determine work approach

Hypothesis driven Implementation driven

• Deliverable timing• Task interdependencies• Milestones• Prioritization

Determine Skill Requirements

• Assess skill/competency requirement by activity task ---

AnalysisData collectionManagementTechnicalAdministration

Assign Resources

• Match skill sets and experience• Consultants versus client staff• Availability• Workload issues• Development needs

Estimate Effort

• Task complexity• Task dependencies• Related milestones• Data availability and quality• Previous consultant experience• Resource skills and availability

Implement

• Final reviewsTeamInstructorClient

• Communicate work plan to all relevant parties

• Monitor performance• Update

GANTT Chart

The Key to: Project flow

Accountability Time Budgeting

Resource Budgeting Progress Analysis

GANTT Chart

Feb. 9 Feb.10 Feb. 11 Feb. 12 Feb. 13 Feb. 14 Feb. 15 Feb. 16Activity/Task

Get Non-disclosure agreement signed by team and client

Client Meeting TeamFact Finding Report

Research industry competitors MikeResearch industry outlook Tami

Write industry competitors section MikeWrite Industry outlook section Tami

Edit FFR SueSubmit FFR to Mr. Kurtz Sue

Progress Report To Mr. Kurtz Sue


Questions?