Introductory description

This module follows on from the Introduction to Consulting module in more depth.

Module web page

Module aims

Outline syllabus

This is an indicative module outline only to give an indication of the sort of topics that may be covered. Actual sessions held may differ.

The first part of this module will discuss key soft skills that all consultants require at all levels. There second part of the module will explore some technical capabilities that will provide students with a firm grounding in today’s consulting world. The third and final part for the module will study acquisition of consulting tools and techniques at the level of the individual firm.

Key Softer Skills

1. Understanding the different models of consultancy and the influential consulting organizations within each mode.
2. Professional Skills and skill development. The firm versus the individual. Ethics and professional integrity.
3. Relating to clients - interpersonal factors and skills: listening skills, relationship building, understanding group dynamics, culture, teams and performance, connecting with gatekeepers and champions.

Key Technical Skills
4. Reporting to the client and to the consulting firm, measuring results and formulating proposals, implementation, control. Follow up and review.
5. Consulting Tools: Diagnostic tools, Managing Data, Time and attention Management, Managing client relationships.
6. Writing the project report and presentations.

The Firm
7. Developing organizational capabilities within the constraints of different consultancy models.
8. Managing the intellectual supply chain (i.e. the value chain). Outsourcing and off-shoring consulting services.

Learning outcomes

By the end of the module, students should be able to:

• Demonstrate comprehensive knowledge of the tier-1 players in the consulting industry and their unique selling points
• Demonstrate a thorough awareness of the importance of ethics during the winning and delivery of business
• Demonstrate an critical awareness of the skills, networks, diagnostic tools, personal and client management tools that make up the individual consultant's portfolio.

Indicative reading list

Students will be encouraged to read the books listed below over the course of both modules (in order of importance):

Baaij, M. G., (2014), An Introduction to Management Consultancy, Sage Publications

Badaracco, J. P., (2002), Leading Quietly: An Unorthodox Guide to Doing the Right Thing, Harvard Business Review Press

Block, P., (2011), Flawless Consulting, Wiley and Sons

Cheng, V., (2012), Case Interview Secrets, Innovation Press

Dean, C., (2014), Successful Business Leadership, Carlos Dean Leadership

Green, C.H., Howe, A. P., (2012), The Trusted Advisor Field book, Wiley and Sons

Kotter, J., (2006), Our Iceberg is Melting: Changing and Succeeding Under Any Conditions, Macmillan

Shaw, D. (2020), Aristotle and the Management Consultants: Shooting for Ethical Practice.Philosophy of Management 19, 21–44 https://doi.org/10.1007/s40926-019-00125-w

Sturdy A, O’Mahoney J. (2018), Explaining national variation in the use of management consulting knowledge: A framework. Management Learning.49(5):537-558. doi:10.1177/1350507618788993

Sturdy, A. (2018), Promoting solutions and co-constructing problems – management consultancy and instrument constituencies, Policy and Society, 37:1, 74-89, DOI: 10.1080/14494035.2017.1375247

Subject specific skills

Demonstrate a basic project management view of a typical project, including assessment of key communication skills

Evaluate and assess a consultant’s personal capability portfolio (including the students own portfolio) and recommend appropriate capability development.

Construct a development plan for skills acquisition for a consulting firm and the student

Evaluate and assess a consulting firms capability portfolio and recommend appropriate capability development.

Transferable skills

Demonstrate an understanding of the effect of personal relationships, high level knowledge of team-building and working in groups and the role of empathy.
Demonstrate an ability to write concise and effective project reports and deliver effective project presentations.