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IS Consulting Process ( IS 6005 )

IS Consulting Process ( IS 6005 ). Masters in Business Information System s 2006 / 2007 Programme in Professional Information System Practices. Fergal Carton Bu siness Information Systems. Re-cap in last term Power users Consultant skills (cont.) Relationship building abilities Handouts.

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IS Consulting Process ( IS 6005 )

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  1. IS Consulting Process(IS 6005) Masters in Business Information Systems 2006 / 2007 Programme in Professional Information System Practices Fergal Carton Business Information Systems

  2. Re-cap in last term Power users Consultant skills (cont.) Relationship building abilities Handouts Last week MBS (BIS) / 6005 / IS Consulting Process

  3. Feedback from SIB case study Proposal exercise This week MBS (BIS) / 6005 / IS Consulting Process

  4. Proposal exercise pick a sector / company you’re familiar with identify current business issues in that sector / company develop an approach to addressing some issue(s) write a short proposal as to how you would help present proposal on one slide Proposals are based on good ideas MBS (BIS) / 6005 / IS Consulting Process

  5. Tips • Your understanding of the client and their challenges … • Your proposal is for a project to address … • The deliverable from this project is a … • The timescale of the projectis … • Your methodology is … • The cost of your assistance is based on … MBS (BIS) / 6005 / IS Consulting Process

  6. More tips on proposals • Consistency in style throughout proposal • Knowledge of a sector: state it or show it • Who is the biggest benefactor of MIS? • IT resources are important • Customers like frameworks • An architecture of functions might re-assure • Phasing, on what basis? • Package vs. custom discussion • Security deserves attention • Maybe customer doesn’t understand new business model • Honesty looks professional and increases credibility MBS (BIS) / 6005 / IS Consulting Process

  7. Define your product or service – and how it serves customers “Our company provides x that does y for z.” • What do you provide? What will you provide? • To whom? • What does your product or service do for them? What solution does it provide? MBS (BIS) / 6005 / IS Consulting Process

  8. Why businesses buy • To provide their own goods or services more cost effectively • To save money • To cement relationships • To position themselves strategically • To improve public relations • To solve problems MBS (BIS) / 6005 / IS Consulting Process

  9. Businesses care about • Quality • Dependability • Cost • Customization • Market exclusivity • Delivery schedules • Guarantees • Strategic relationships MBS (BIS) / 6005 / IS Consulting Process

  10. BUSINESS MARKETS Type of business (manufacturer, retail, wholesale, service) SIC / NAICS Code Size of Business Financial Strength Number of Employees Location Structure Sales Level Special Requirements Distribution Pattern Lexis/Nexis Target segments: Businesses MBS (BIS) / 6005 / IS Consulting Process

  11. Who buys?Business customer profile • Describe your ideal customer or client by answering the questions below. The questions take you from specific characteristics to a definition of a market or market segment: • How will the firm benefit from buying your product or service? • How much are the benefits worth to them – in savings, increased market share, profile, etc. • Who buys? Who influences? Who facilitates? Who decides? What buying procedures are in place? What controls? • What level of service to they expect? • How are they used to buying? Salesperson? Directly? Other? MBS (BIS) / 6005 / IS Consulting Process

  12. Who buys?Business customer profile • How is the transaction started, facilitated, completed? • What industry norms govern the transaction? Discounts, payment terms, warranties, types of contracts. • Where are they located (local, statewide, national and international)? • What piece of the market are you aiming for? • How many of target firms are there? • How many do you expect to get as customers? • What’s the growth trend of your target market? • What are their buying habits? • What organizations do they belong to? • What conventions or events do they attend? • Is there a directory that lists them? • Are there mailing lists of them available? • What is the best way to reach them? MBS (BIS) / 6005 / IS Consulting Process

  13. The value proposition • Define what you provide/will provide • As simply and concretely as possible, emphasizing function, not form • Describe your customer • As precisely as possible, emphasizing why they care, -- ie., the type and magnitude of the problem they have that you solve • Define precisely the value you provide to your customer in terms of benefits they will receive • Quantifying you claim when possible, especially for businesses, and supporting it with testimony MBS (BIS) / 6005 / IS Consulting Process

  14. Sample research questions • Industry Structure Question Categories • Key players • How it operates • Performance, outlook • Demand drivers • Trends • Industry norms • Success factors • Regulatory environment • Where your business fits MBS (BIS) / 6005 / IS Consulting Process

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