顾问及职业生涯培训2008 ppt课件

2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 1 HAND Enterprise Solutions Co., Ltd. Date : 17-MAR-08 ERP顾问及职业生涯培训 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 2 Tony Chan 陈 永泰 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 3 Agenda qWhat is Consultancy qWhat is Expected of a Consultant 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 4 What is Consultancy? 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 5 Consultants and Consultancy Consultants are experts in a particular field who sell their expertise for a fee. e.g. advertising, law, health, ERP, etc Consultancy is a professional organization / practice of consultants. 咨 询业是一种服务性行业 , 从事咨询工作的人员以自己的知识 , 经验 ,技 能针对客户的问题 , 向客户有偿提供指导 , 方案或服务从而使客户问题得 到解决的一种行业 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 6 Why do Companies Use Consultants? q Cover Internal Shortage q Advice and Guidance q Knowledge and Expertise q Speed q Change Enablement 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 7 What Consultants Do? Almost ALL consultants do a few key things to get their jobs done. Recommend Catalyze Change Implement Analyze Investigate Listen 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 8 Project qA Project is a temporary organization that is needed to produce a unique and pre-defined outcome or deliverable at a pre-specified time using pre determined resources. qA Project has a finite lifespan. qIt is your job to END THE REQUIREMENT FOR YOU ! 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 9 Consulting Business Flow Qualify Opportunity Prepare and Submit Bid Plan ProjectWin? Launch, Conduct, Manage Project QuickHAND Close Project References Follow-on Business Request for Proposal (RFP) Unsolicited Lead 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 10 What is Expected of a Consultant? 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 11 Consulting Challenge Quiz Analyzing your result A = 5 Points B = 3 Points C = 0 Points D = -3 Points E = -5 Points 25 to 50 Points You are a born consultant. 1 to 24 Points You definitely have potential to be a great consultant. -50 to 0 Points Take our training and understand yourself more. 50 or -50 Points Learn basic mathematics now ! 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 12 Our Success Requires Time Money Deliverables 1. Definition of Scope and Expectations 2. Management of Scope and Expectations 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 13 Your Role Is To protect these triangles on a day-to-day basis In order to ensure: Client Satisfaction Profits Not one or the other But BOTH 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 14 SoWho Are The People Involved? Client Manager Colleagues You For each type, ask yourself: 1. What do they expect from me? 2. What do I expect from them? Also, what do you need to be “happy” in your job? 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 15 How are Consultants Viewed by Client? Senior Executives Middle Managers Junior Managers Shop Floor Workers Treats to job security Treat to power (e.g. via control of information) Learning experience Chance to get on and shine Someone to blame Part of team Independent experts who can bring about effective change 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 16 How to select your role(s) to clients? Expert Pair-of-hand Collaborative 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 17 Understanding Your Manager Question Answer What does your manager expect from you? 1. 2. 3. 4. 5. What do you expect from your manager? 1. 2. 3. 4. 5. 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 18 Understanding Your Colleagues Question Answer What does your colleagues expect from you? 1. 2. 3. 4. 5. What do you expect from your colleagues? 1. 2. 3. 4. 5. 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 19 What Do You Need To Do? to have you, the consultant, apply your skills to the various situation and people that you encounter in ways that produce client satisfaction AND profitability 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 20 Professionalism q Basic Requirements q Adding Value Customer Satisfaction Profitable Business 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 21 The Basics: Job Administration qEstimate Work Effort 估计评估你的工作 qPlan Your Work Within Project Scope工作的计划 qUtilize Staff, Co-Workers, And/Or Client Effectively qKeep Your Project Papers Current qFollow Established Procedures and Standards qSubmit Your Labor/Expense Report And Engagement Summaries On Time 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 22 The Basics: Technical Side qWe Are In Consulting/Technical BusinessExtremely Important That Your Skills Are Up To Date qDo Not Get In The Mind Set That Technical Ability Is Just How Well You Know Oracle/SAP Stuff qUnderstanding Business Needs, Functional Requirements, And Non Oracle Technology Is Just As Important qAnalytical And Problem Solving Skills Are Part Of The Technical Skill Set As Well 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 23 Adding Value: Quality of Work qMake The Success Of Your Work A Personal Objective By Demonstrating Job Ownership qComplete Your Tasks On A Timely Basis: Think, Plan, Organize, Do qPay Attention To Detail qMake Sure Your Work Is Complete Before You Submit qBe Accurate, Be Neat qSloppy, Incomplete Work, Inaccurate Reports And Negative Comments Get You In Trouble 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 24 Adding Value: Business Development qEveryone Is Responsible For Add On Business qRecognize New Business Opportunities, Alert Management qGet Involved In Selling/Proposal Development qAsk Questions, Network With Clients qYou Are Selling All The Time With Your Attitude Quality Appearance 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 25 SoWhat Are The Necessary Consulting Skills Category Description Administration Understanding of how administrative work affects the business and project Client Development Recognition and/or development of business opportunities Communication of those opportunities to management Soft Skill/ Communication Expertise with written and oral communication Ability to use these skills in effective and appropriate manner Critical Thinking Innovative and clear analysis of situations and thoughts Proven ability to translate thoughts and analysis into actions Delivery Proven ability to define, understand, and satisfy client requirements Solid ability to work in teams Practice Development Proven history of sharing knowledge with colleagues 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 26 Soft Skills q顾问心态 q团队精神 /有效沟通 q专业形象 /礼仪 q演讲技巧 q会议组织技巧 q时间管理 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 27 Putting It Together: Professional Attributes q Be A Team Player q Show Initiative And Creativity q Exhibit Self-Confidence q Maintain A Professional Appearance q Work Well Under Pressure q Manage Your Time And Priorities q Show Leadership 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 28 Putting It Together: Business Ethics q Confidential information (internal and external) q Display Honesty, loyalty and integrity q Be fair to customers, partners q No bad-mouthing on competitors q Equal race, sex, age and religion q Respect of human rights and privacy q No over-selling/promising 2002 HAND Enterprise Solutions Co., Ltd. Confidential Not For Public. 29 Planning and Goal Settin