Consulting in Practice

This report explores the consulting life cycle and the process of delivering a consultancy project. It provides an overview of the project at London School of Science and Technology and discusses the stages of pre-sales, sales, research, delivery, and exit. The report aims to provide insights into the management consultancy project and its application in a real-life scenario.

Consulting in Practice

Table of Contents
INTRODUCTION...........................................................................................................................1
1. Overview of the Project...............................................................................................................1
2. Consulting Life Cycle..................................................................................................................2
2.1 Pre Sales.....................................................................................................................................3
Thought Leadership................................................................................................................3
Product or Service Development............................................................................................3
2.2 Sales...........................................................................................................................................3
Target Clients.........................................................................................................................3
Making contact.......................................................................................................................4
Proposal and Contract Management.......................................................................................4
2.3 Research.....................................................................................................................................5
Research definition.................................................................................................................5
Data Collection.......................................................................................................................5
Data Analysis..........................................................................................................................6
2.4 Delivery..................................................................................................................................6
Plan Project.............................................................................................................................6
Deliver Project........................................................................................................................6
Project Handover....................................................................................................................7
2.5 Exit.............................................................................................................................................7
Withdrawal.............................................................................................................................7
Project Review........................................................................................................................8
Follow Up...............................................................................................................................8
CONCLUSION................................................................................................................................8
REFERENCES..............................................................................................................................10

INTRODUCTION
Consultancy firm is a company consisting of 1 or more than one experts also referred to
as consultants who render professional guidance or advice to a person or any company in
exchange of a fee (Iszatt-White and Lenney, 2020). Hereby, the types of corporations may vary
and encompass categories such as IT Consultancy, Management Consultancy, Advertising
Consultancy and many more of such firms. The aim of the companies operating within the
confines of consultancy industry is to target the executives of the organisation and render the
consultant facility to them. Such consultants are acknowledged to be holding expertise or
specialisation in industry specific areas along with other subject matters. The deliverables of a
consultancy firm are usually in the form of an advice which if followed by the organisation can
lead to the achievement of their project goals and objectives.
The present report seeks to explore a consultancy project which is aimed at recruitment of
specialist professionals in the field of financial management as well as accounting for London
School of Science and Technology (LSST). It is a long established privately run and managed
academic institution having a total of 4 campus which are acknowledge to be Wembley,
Elephant & Castle, Luton (London) and Aston (Birmingham). This project is being undertaken
as the senior management of the college intends to inflate the product (course) portfolio. This is
being done by introducing professional specialist qualifications relevant in the accounting and
financial management sector with particular focus on qualifications aiming at ACCA or CIMA,
within the next academic year.
1. Overview of the Project
London School of Science & Technology (LSST) at present has around 4000 individuals
studying a variety of courses based upon Health & Social Care, Business & Management and IT
& Computing. This academic institution is considered one of the largest colleges within the
confines of UK within their segments. Over the course of time, excessive competition with the
entry of a number of new entrants, has inflated the complications for the college. This has
enhanced the difficulties to an extent that the demands for aptly qualified staff have amplified
exponentially. This implies that the academic institution would now recruit candidates from a
decreased pool of potential applicants as they can now easily get job from other education
providers. As a result of this, the college management seeks to make delivery of such specialist
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professional qualification through development of a framework encompassing effective
motivation and hygiene factor in relation to the organisational requirement.
2. Consulting Life Cycle
It is often that the consultancy work resembles a life cycle which can be seen as a procedure
which traces the stages from the beginning to the end and occasionally back again to the start
(O'Mahoney, J. and Markham, C., 2013). However, this cycle consists of procedures that set to
establish a connection between the initial approach by a consultant made towards the client
company to the final stage of project review as well as exit. In this regard, the present report
seeks to gain an insight into the management consultancy project made for LSST. For this
purpose, a detailed explanation of the project is provided with the help of application of the
Consulting Life Cycle over the project of LSST. Thus, the stages of this life cycle are discussed
in light of London School of Science and Technology as follows:-
Figure 1: Consulting Life Cycle
(Source: Consulting Life Cycle, 2020)
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2.1 Pre Sales
Thought Leadership
Thought leadership encompasses the creation of client facing insight along with
evaluation with an aim of demonstrating intellectual capital, generating interest from a range of
potential client and empowering the consultancy companies with the opportunity of gaining
access into new markets (Sokol, 2020). Hereby, the consultancy company would indulge into
rigorous research through activities such as gaining comprehensibility of latest and emergent
trends, taking knowledge from industrial expert and gaining insight into blog, boos, report,
article etc. Thought leadership would provide assistance to the consultancy company in
developing an “expert image” in the eyes of London School of Science and Technology. Seeking
knowledge of the emerging trends is referred to as boundary scanning and provides aid to the
consultancy firm in exhibiting its knowledge production activities in front of the client which is
hereby London School of Science and Technology. A number of times, the entities even undergo
leadership training so as to equip the Thought Leaders with appropriate knowledge of the market
so that they can effectively appeal to the client.
Product or Service Development
Hereby, the consultancy company seeks to leverage the use of knowledge production and
commodify it in order to produce an asset worth an exchange value (Kindl and Casais, 2019). In
relation to the project of London School of Science and Technology, it can be said that the
management consultancy firm will showcase the explicit and tacit knowledge to the college
authorities so that they can recruit specialist professionals for the field of accounting and
financial management. The knowledge products and services developed by the consultancy
would provide assistance to London School of Science and Technology in developing its image
as a credible employer within the confines of Higher Education Sector.
2.2 Sales
Target Clients
This stage of the consulting life cycle is associated with targeting the potential clients for the
consultancy services provided by the company (Kirkpatrick and et. al., 2019). For this purpose,
the consultancy company need to prepare a key proposition which may be call centre
outsourcing, scenario planning, innovation training or any other. The key proposition is prepared
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by taking into account the strategic fit between market, product and company. This helps the
consultancy in gaining the attention of potential clients such as London School of Science and
Technology.
Making contact
This stage is concerned with handling of proposals within the confines of consultancy sector.
The firms functioning within this industry put massive emphasis over the evaluation of range of
potential clients and writing proposals regardless of the outcome being positive or negative. In
this relation, it is acknowledged that cold calling, networking, schmoozing, use of insiders, up
selling, referrals are some of the effective ways through which a consultancy company seeks to
enter into contract with potential clients with a view to build trust and loyalty within them
regarding the services provided to them. (Cerruti, Tavoletti and Grieco, 2019).
Proposal and Contract Management
Proposal writing, as a reaction to RFI or as an outcome of conversations with the client is central
to the sales procedures of consultancy companies (Markham, 2019). Moreover, a well written
proposal should be easily translated into formal contract which binds the consultant and client
before the project starts. The contract entered by the consultancy company with the client
(hereby London School of Science and Technology) consists of a number of elements such as
assignment agreement, obligations and deliverables, reporting, fees, IP and many more. The
detailed description of the components is given underneath:-
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Thus, RFI sent by London School of Science and Technology would be responded by the
consultancy company hereby.
2.3 Research
Research definition
Research is one of the most important aspects in order to deliver effective results and end
outcomes (Dobi, 2019). In context with present scenario as to allocate specialist professionals
expertise effective research play most important role as it aid consultancy firm to provide best
results to LSST College. In addition to this, it has been evaluated that with the help of proper
research services can be improved in a well defined manner. It benefits consulting members to
initiate and gather meaningful decisions in order to facilitate best end outcomes.
Data Collection
Data Collection is one of the most important element as it stimulate completion of project in a
well define and effective manner (Dobi, 2019). In relation with present scenario as to provide
LSST college with potentially skilled individuals, with the assistance of accurate collection of
their information and data consultancy firm can provide best effective results to college. Further,
it has been evaluated that data collection help in decision making process in well effective
manner. As in the end by having quick review to data decision can be undertaken in time
effective manner. In context with present scenario primary and secondary method of data
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collection is been undertaken by consultancy firm in order to analyse and collect data of different
candidates. In this primary source will include questionnaire while secondary source involves
local level educational agencies.
Data Analysis
In this inductive analysis involve qualitative method of analysis of content that are being
undertaken by consultancy firm in the research process in order to identify themes with the
proper evaluation of recordings verbal and printed material as well as documents (Jacobs and
Gardevärn, 2019). While on the other hand it also includes deductive approach that involves
developing hypothesis and analyse data in order to test those hypothesis in a well effective
manner.
2.4 Delivery
Plan Project
Planning is considered to be the most important element of the project whereby an effective
course of action is decided by a consulting company with a view to appeal to the client
corporation in an effectual way (Kirkpatrick and et. al., 2019). In this regard, it has been
analysed that for the HR project of London School of Science and Technology, the management
consultancy firm would lay down a structure as per which the college authorities would take
action and work accordingly. The plan should be in such a manner that London School of
Science and Technology authorities are impressed with the knowledge product of Consultancy
Company and thereby develop trust within it. Proper communication and resources should be
taken into use hereby so as to set networking with the client (London School of Science and
Technology).
Deliver Project
This stage is concerned with the actual delivery of the consultancy project to the client. Hereby,
the consultancy firm makes sure that the project is effective enough to meet the three objectives
communicated by the client at the start of the project (Henningsen, 2020). Such objectives were:-
 Promoting and positioning London School of Science and Technology as a credible
employer in the Higher Education sector;
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 Promoting as well as positioning London School of Science and Technology as a new
credible employer in the Higher Education sector with emphasis on delivering accounting
and financial management;
 Identifying ways for recruiting relevant academic staff in the areas of accounting and
financial management for London School of Science and Technology.
Project Handover
The project handover is regarded as a part of the exit stage of the consulting life cycle. The
handover is a central part of any project and must be planned, resourced, and managed as well as
any other deliverable (Williams, 2019). For the purpose of handover, it is essential that the
consultancy projects are classified into 3 sequential categories, namely, advisory,
implementation and support. These steps would be executed by the concerned management
consultancy firm in a timely manner so that favourable outcomes can be gained resultantly.
2.5 Exit
Withdrawal
It is end stage in which all the results and documents are being thoroughly reviewed by
consultancy firm in order to ensure that best effective end outcomes are provided to LSST
College. In this, the members of consultancy firm engage in the proper evaluation of all the
aspects of management consultancy plan for London School of Science and Technology in order
to provide best effective outcomes
Project Review
Project review acts as a one of the most important step as with the help of this identification of
issues and risk can be undertaken before providing offering results. It allows consultancy firm to
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provide end outcomes in best effective manner (Reid, Matthias and Bamford, 2019). Along with
this it effectively encourage good practices and provide benefit to consultancy project manager
in order to evaluate early warning system. With the help of this unnecessary issues can be
resolved at early stages. Along with this it effectively allows improvement in performance. In
context with present scenario by reviewing project assist consultancy members to have a
formative review of all the aspects of project. It also provides proper mechanism to clear up
issues as well as other misunderstandings in a well defined manner. It further aids them to
provide best plan and result to London School of Science and Technology that will ensure their
successful accomplishment of goal.
Follow Up
The consultancy companies began identifying opportunity for follow up working as soon as they
gain entry into the client company. This is viewed as a part of recognition of the wide range of
issues pertaining to the project (Ferguson, 2019). By the time the handover is on the horizon, the
consultant already identifies, prioritises and plans effective solution towards additional client
issues. It is of high important for the management consultancy firm to start discussing over the
follow up work prior to the handover process. At the time when handover actually takes place,
the follow up working needs to be at a phase that can result into the contract being signed.
CONCLUSION
On the basis of above discussion, it can be said that consultancy companies seek to
provide advice or guidance to client companies in exchange of an amount referred to as fee. Such
kind of advice provides aid to the clients in accomplishing the corporate goals as well as
objectives within due course of time or executing a project in an effective manner. In addition to
this, it is acknowledged that the procedure of imparting consultancy services to a client
resembles a cycle. It consists of several steps which imply the starting from Thought Leadership
and ending at Follow Up. Apart from this, it is recognised that these steps are categorised into 5
phases, namely, Pre Sales ( Thought Leadership , Product or Service Development ) , Sales (
Target Clients , Making contact , Proposal and Contract Management ), Research ( Research
definition , Data Collection , Data Analysis ), Delivery ( Plan Project , Deliver Project , Project
Handover ) and Exit ( Withdrawal , Project Review and Follow Up ).
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REFERENCES
Books and Journals
Sokol, M.B., 2020. Mindful design of the sole-practitioner consultancy. Consulting Psychology
Journal: Practice and Research, 72(1), p.27.
Iszatt-White, M. and Lenney, P., 2020. Enacting emotional labour in consultancy work: Playing
with liminality and navigating power dynamics. Management Learning,
p.1350507620906580.
Henningsen, E., 2020. Management and Morality: An Ethnographic Exploration of Management
Consultancy Seminars (Vol. 1). Berghahn Books.
Williams, C., 2019. Management Consultancy for Innovation. Routledge.
Kirkpatrick, I., Sturdy, A.J., Alvarado, N.R., Blanco-Oliver, A. and Veronesi, G., 2019. The
impact of management consultants on public service efficiency. Policy & Politics, 47(1),
pp.77-96.
Cerruti, C., Tavoletti, E. and Grieco, C., 2019. Management consulting: a review of fifty years of
scholarly research. Management Research Review.
Markham, C., 2019. The Art of Consultancy. Legend Press Ltd.
Kirkpatrick, I., Muzio, D., Kipping, M. and Hinings, C.R., 2019, July. Meta Organizations and
the Emergence of Corporate Professionalism: The Case of UK Consultancy. In Academy
of Management Proceedings (Vol. 2019, No. 1, p. 10036). Briarcliff Manor, NY 10510:
Academy of Management.
Reid, I., Matthias, O. and Bamford, D., 2019. Management consultancy’s role in delivering
lasting [triple bottom line] benefits. Production Planning & Control, 30(5-6), pp.479-
492.
O'Mahoney, J. and Markham, C., 2013. Management consultancy. Oxford University Press.
Kindl, E.M. and Casais, B., 2019. Motivations and perceived opportunities for partnerships
among international business consultancy firms. Review of International Business and
Strategy.
Ferguson, M., 2019. The rise of management consulting in Britain. Routledge.
Dobi, T., 2019. Advantages of Integrated Project Delivery and Project Management Consultancy
in Managing Large Construction Projects Are Yet to Be Proven. Available at SSRN
3419105.
Jacobs, E. and Gardevärn, S., 2019. Unpacking followership in a management consultancy.
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