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1、Lecture–ManagementConsulting:AnIntroductionJürgenZech2001AprilPartIICLIENTENGAGEMENTNewengagementversusfollow-uponexistingstudyLOPPitchWorkplanCloseinteractionwithclientteamPeriodicreviewprocess– SteeringCommitteeEndofstudy2000624FT_262414_777_v3_iPROJECTWORKPLAN:O
2、NEEXAMPLEFORATHREE-MONTHPROJECTPhaseIScreeningmarketopportunitiesPhaseIIEvaluationandpriori-tizationofkeyoptionsPhaseIIIDevelopmentofbusinessplan/implementation planningSteeringCommitteemeetings123456789101112WeekAnalysisPrioritylistRecommen-dations/bu-sinessplanEX
3、AMPLE3000624FT_262414_777_v3_iAGENDAIntroduction/ExpectationsExampleconsultantcompanyConsulting:Nature,Trends,CareersSelectedMethods(frameworks)Research(somebasics)Graphics(fromdatatochart)4000624FT_262414_777_v3_iMANAGEMENTCONSULTING:SELECTEDMETHODSRankingsImporta
4、ntFrameworksBenchmarkingBalancedscorecards5000624FT_262414_777_v3_iRankingsareimportantinmanyareas, e.g.,formarketingpurposes,todeterminestrengths/weaknessesofclients/potentialclientsandalsointhecaseofperformancerelatedsalariesAnincreasingnumberofinstitutionsandmag
5、azinesoffersrankingsAsrankingsmaychangesignificantlywith onlyminorchangesindefinitions,acarefulindicationoftheselectioncriteriaisrequiredRANKINGSSource:McKinseyEFIC6000624FT_262414_777_v3_iSource:TheEconomistRANKINGSFORMARKETINGPURPOSES:ONEEXAMPLE7000624FT_262414_7
6、77_v3_iRANKINGONEEXAMPLE:BOOKRUNNERSOFALLINTERNATIONAL/EUROBONDS*Technicalsearchcriteria:Allplainbonds,IFRrankeligible,managernotunspecified,allcountries,excludeallequity-linkedSource:IFRPlatinum,EFIC15211693362540291810476181112345678910199019951998MerrillLynchand
7、CoInc.MorganStanleyDeanWitterUBSAGJPMorganandCoIncGoldmanSachsandCoCS/CSFBGroupLehmanBrothersDeutscheBankAGCitigroupIncABNAMROBankN.V.75.463.056.254.754.047.744.343.542.738.42862492241741181871501951241439.88.27.37.17.06.25.85.65.56.0BookrunnerVolumeUSDbillionsNo.o
8、ftranchesMarketsharePercentRank*8000624FT_262414_777_v3_iMANAGEMENTCONSULTING:SELECTEDMETHODSRankingsFrameworksBenchmarkingBalancedscorecards9000
