Consultant

Comeuppance
• Gautam
• Khayati
• Namita
• Pulkit
• Saurabh
• Sumit
 “
Comeuppance

“A punishment or fate that someone deserves”

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Various Dimensions of Case

 How Should Flynn Fuller approach its interaction with CEO ?

 Perspective on Jeff Peterson role .

 Perspective on CEO Maloney role.

 Role of Client-Bill .

 Common pitfalls in account management

Actors at Play :

∙ Jeff Patterson

 Management Consultant with 25 years of experience .

 Spin off recommendation of internet company from Retail

banking was a failure .

 Rely on single client and has not been able to grow his
business to other division .

 Both the consulting business Industry and client is in

recession
Jeff Patterson  Change of Guard at Globank and he is having panic attack

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Actors at Play :

 Headed GloBank’s retail banking.

 10 year friendship with Jeff . Asked for personal favors from

Jeff . Friends with benefit

 Gave 80 Million $ business to Flynn Fuller last year .

 Another 1.5 Million $ in pipeline ,which was put on hold by

Maloney (CEO of Globank ).

 Fear for his own job and counting on Flynn fuller to justify
value delivered of previous consulting assignment
Bill Holand

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Actors at Play :

∙ Maloney – Globank Incoming CEO

 Have pulled out other firms from loss and brought to

turn around the loss making Globank business

 Efficient Manager and has hit the ground running

 Still a cipher both within internal and external circle

 have his task cut clearly with 6 to 12 month target for

turn around

 Strong Focus on Cost reduction and want to review 14

Maloney million $ spend on consultancy

 Asked for 1 hour review of every consultant

Situation
 Maloney reveals that the bank
has lost hundreds of millions
of dollars in bad loans and that
more bad news is to come.
 The CFO mentions that $14 “ Truth be told, this
million has been spent on was the first time in
consultants, and Maloney
promptly wants to know why his career that he’d
 He orders justification of Each
consulting firm gets one hour been asked to
 Bill apprise Jeff who were
caught unguarded and “justify his
assembles his team for
response
existence.”

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 War Room Set up

Past Future vision

success Personality Show our
for the Show ROI
of financial Profile : focus ways or
on 80 Million
consulting services on working to
Relationship @ spend
work industry differentiate

Alexandra Manning Mark Tannenbaum John Castle Jane McCreary Jim Whalen
Principal Consultant Project Manager Business dev PA service development PA marketing directo
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War Room Set up

Show past Future Vision Personality WOW Show ROI on 80

success • Valuable input Profile & differentiation Million $ spend
• Many Relationship • If you are • Difficult to put
• Do they have
recommendatio time ? • New CEO is different so what numbers on
n ignored hard task ? many
• Do they have master recommendatio
• Some used as a right kind of • New CEO may
rubber stamp • Dictates not like it n
skills ?
• Only some of resulted • Focus on • May expose
the project are oriented Outcome rather their previous
regarded as approach than approach work
success
Brainstorming @ Flyn Fuller

1 2 3 4
Preliminary Analysis Visualizing
High Level Plan Past success
( Lock the Pain points ) Future Visions

 Explore informal
 Use authentic
communication line business research
 What are the major for emerging trends
opportunity/Threats  Create a set of
business faces ?
scenarios for highly
 What prevents the probable trends
business from  Impact on business
capitalizing on
models for scenarios
opportunity dealing
 Outline sneak
with issues
preview of strategy
 What are the
possible solutions  Set of ideas for
improving results
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 High level Time plan
which contains
 Time
 Resources
 Cost
 Major deliverables
 Focus on
outcome/milestone
based consulting
fees
 List down all projects
with recommendation
qualified earning
potential issue
problem and
hindsight comments
with emphasizing the
fact that Glo Bank
has received its full
$80 million of value

How should Flynn Fuller resell its value to GloBank ?

 Flyn Fuller gets one hour to make their case

 Need to approach the moment as if pitching for new assignment
 Divide the one hour in four parts with not more than 10 slides

 Part 1 – Industry outlook and Problem -15

 Part 2 – Fly Fuller Approach , Brief overview-15
 Part 3 - Credential and differentiator from other firms-15
 Part 4 – Past projects ROI
 Part 5- Questions -10

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Some other perspectives…..

 Is Bill doing his job, Can he rely entirely on consultant ? : For GloBank employee he is an
internal consultant. He was supposed bring his knowledge into the organization and to keep
up with industry changes on the bank’s behalf .

 Bill should explain and justify why nobody on his own staff, including himself, could come up
with these ideas on their own

 Role of CEO : Maloney did his home work and had a hard look at the business development .
He was righteous in asking for justification the value consultant is adding . But before hearing
from consultant he could have listed from Bill

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Some other perspectives…..

 Jeff set on laurels, did not pay much attention to business development
 Happy with Single referral ,Actively generate referrals inside large
client organizations to penetrate multiple levels.
 Should have expanded business beyond Retail Banking

 Jeff & Team not sure about ROI of various recommendations

Periodically report - formally - on tangible end results accomplished and

value received. Document these on paper for handoff to and discussion

Jeff Patterson with the client .

Protect and Expand

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your business
Some other perspectives…..

 Focus on Future- when called to make a business case , Be brief about

past it has already been paid for . Spend more time on defining the
near-term value to be had.

 Be organized so that you do not scramble to respond at last minute .

Have a contingency plan ?

Jeff Patterson

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Thanks!
Any questions ? ?

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