New Era Consulting skills
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EFESO © 2016Istanbul - Lisbon - Mexico City - Milan - New Delhi - New York - Paris - Riyadh - São Paulo - Seoul
Shanghai - Singapore - Saint Petersburg - Stockholm - Tokyo
Abu Dhabi - Amsterdam - Atlanta - Barcelona - Berlin - Birmingham - Brussels - Budapest - Buenos Aires - Cairo - Galway - Gothenburg
NEW ERA CONSULTING SKILLSDR. HESHAM DINANA
3EFESO © 2016EBRD Competitive Consulting - Tiblisi
Volatility, Uncertainty, Complexity & Ambiguity
Your Business Needs Leaders who are prepared for EVERY NOW & WHEN
9EFESO © 2016EBRD Competitive Consulting - Tiblisi
NEW ERA SKILLS !!!!
Synthesize and See Patterns
TheKNOWELDGE
Worker
Be Creative
Be a Good Team Member
High Ethical Standards
ProductiveTake Leadership Role
Solve Complex ProblemsHighly Skilled Technically
11EFESO © 2016EBRD Competitive Consulting - Tiblisi
THE POWER OF 1% !!!!!!What happens when you do 1% BETTER or WORSE every day for a year
12EFESO © 2016EBRD Competitive Consulting - Tiblisi
What happens when you do 1% BETTER or WORSE every day for a year
15EFESO © 2016EBRD Competitive Consulting - Tiblisi
“Maslow’s Hierarchy of Needs” with a twist- A new reality!
16EFESO © 2016EBRD Competitive Consulting - Tiblisi
“Maslow’s Hierarchy of Needs” with a twist- A new reality!
18EFESO © 2016EBRD Competitive Consulting - Tiblisi04/11/2016 1811/4/2016 1811/4/2016 1811/4/2016 18
CHANGINGLIFE STAGES
CONNECTIVITY
CONVENIENCE
ETHICS
EXPERIENCE &ENJOYMENT
HEALTH &WELLNESS
INDIVIDUALITY
TRUST
VALUE
Understand consumer trends in order to develop competitiveadvantages
Canadean’s Consumer Trend framework
19EFESO © 2016EBRD Competitive Consulting - Tiblisi04/11/2016 1911/4/2016 1911/4/2016 1911/4/2016 19
Aspiration
Beauty
Better Value
Busy Lives
Changing AgeStructures
Changing Lifestages
Connection
Experience Seeking
Fun & Enjoyment
Individualism
IndulgenceMedia
Technology
Trust
Urbanization &Migration
New GenderBehaviors
Personal Space & Time
Quality Seeking
Health
Ethics
MEGA-TRENDS:
CHANGINGLIFESTAGES
CONNECTIVITY
CONVENIENCE
ETHICS
EXPERIENCE &ENJOYMENT
HEALTH &WELLNESS
INDIVIDUALITY
TRUST
VALUE
24EFESO © 2016EBRD Competitive Consulting - Tiblisi
Consulting Process Digitization
Client & Market Digitization
Consulting Data Digitization
CONSULTING DIGITIZATION
26EFESO © 2016EBRD Competitive Consulting - Tiblisi
Clients complain that the consultants from thewest do not recognize how sophisticatedtheir businesses have become and continueto overcharge them for generic solutions.
Many clients are unable totell the difference betweenfirm types, cannot articulatetheir needs, and arereluctant to pay developed-markets rates – or even topay emerging – marketrates in a timely manner.
Clients don’tnecessarily valuethe services oflocal consultants
Consultants treat theCLIENTS like a cashcow, rushing into themarket withoutbothering tounderstand it andoffering clients cut-rate services at full –rate prices
Clientsno longer going to be
satisfied withsubstandard solutions
and substandardpeople being sent totackle their biggest
challenges.
27EFESO © 2016EBRD Competitive Consulting - Tiblisi
What are clients working on?The projects clients expect to be undertaking in the next 12 months
Increasing productivity/improving process efficiency
Need to exploitopportunities for growth
Need to improve existing technology
Taking advantage of new technology(e.g. digital, mobile, cloud)
Need to be better prepared for risks
Responding to regulatory change
Simplification – the need to reducecomplexity in your business
Need to cut costs
Businesstransformation – Widespreadchange to your underlyingbusiness
Increasingly internationalsales or operations
Need for culture change
Merger oracquisition
94%
91%
84%
84%
84%
83%
83%
78%
55%
81%
80%
80%
28EFESO © 2016EBRD Competitive Consulting - Tiblisi
OPPORTUNITIES
CUSTOMERSOPHISTICATES
IMPLEMENTINGIMPLENTATION
BIG GROWTH FOR BIGPROJECTS
SPECIALISM &KNOWLEDGE X-FER
ALL IN THE FAMILY
THE CONSULTANTYOU KNOW
1
4
5
6
2
3
29EFESO © 2016EBRD Competitive Consulting - Tiblisi
BLOCKERS
3
2
1
5
4
CONSULTINGVANISHING MIDDLE
PRESSURES ON PRICES
UN-EVEN MATURITY
TOP NOTCH SERVICES
FINDING TALENT
31EFESO © 2016EBRD Competitive Consulting - Tiblisi
CONSULTING MODEL COMPONENTS
PRICINGDELIVERY
INTEGRATIONCLIENT INVOLVMENT
CONSULTINGMODEL
COMPONENTS
1
4
2
3
33EFESO © 2016EBRD Competitive Consulting - Tiblisi
THE END OF TIME AND MATERIALS INVOICING
43%45%46%
ACROSS DIFFERENT MARKETS
ACROSS DIFFERENT INDUSTRIES
ACROSS DIFFERENT PRACTICES
34EFESO © 2016EBRD Competitive Consulting - Tiblisi
PAYMENT LINKED TO KPIs
52%57%58%
ACROSS DIFFERENT MARKETS
ACROSS DIFFERENT INDUSTRIES
ACROSS DIFFERENT PRACTICES
37EFESO © 2016EBRD Competitive Consulting - Tiblisi
ON-SITE DELIVERY VS. REMOTE
64%70%72%
ACROSS DIFFERENT MARKETS
ACROSS DIFFERENT INDUSTRIES
ACROSS DIFFERENT PRACTICES
38EFESO © 2016EBRD Competitive Consulting - Tiblisi
EMPLOYEES VS. FREELANCERS
62%67%70%
ACROSS DIFFERENT MARKETS
ACROSS DIFFERENT INDUSTRIES
ACROSS DIFFERENT PRACTICES
39EFESO © 2016EBRD Competitive Consulting - Tiblisi
TRIED & TESTED METHODOLOGY VS. INNOVATION
46%43%45%
ACROSS DIFFERENT MARKETS
ACROSS DIFFERENT INDUSTRIES
ACROSS DIFFERENT PRACTICES
42EFESO © 2016EBRD Competitive Consulting - Tiblisi
BROAD-RANGE OF SERVICES VS. NARROW EXPERTISE
57%55%50%
ACROSS DIFFERENT MARKETS
ACROSS DIFFERENT INDUSTRIES
ACROSS DIFFERENT PRACTICES
43EFESO © 2016EBRD Competitive Consulting - Tiblisi
FROM ADVISE TO IMPLEMENTATION
60%69%68%
ACROSS DIFFERENT MARKETS
ACROSS DIFFERENT INDUSTRIES
ACROSS DIFFERENT PRACTICES
44EFESO © 2016EBRD Competitive Consulting - Tiblisi
CONSULTANTS ARE MORE THAN CLIENT TEAM
48%40%40%
ACROSS DIFFERENT MARKETS
ACROSS DIFFERENT INDUSTRIES
ACROSS DIFFERENT PRACTICES
49EFESO © 2016EBRD Competitive Consulting - Tiblisi
Now, New, Next:How growth champions create new value
NOW NEW NEXT
Description
Actions
Growth from newniche, categories,
segments, Focusingon fast growth
- Be Accountableaccept working on
KPIs for clientconsulting ROI
- Provide Insight
- ImplementImplementation
Growth from newproducts
Innovating offsomething that works
- Start Digitization
- Work in TANDEM
- Develop & RetainTalent
Growth from newbusiness models
Inventing somethingcompletely new
- Innovate on allConsulting
Business ModelElements
- EmbraceDigitizatio to itsfullest potential
2017 2018 2020Time
50EFESO © 2016EBRD Competitive Consulting - Tiblisi
The greatest danger for most ofus is not that our aim is too highand we miss it, but that it is too
low and we reach it.
Michelangelo