Firmsconsulting Capability Center (FCC) A global training center for management consulting Toronto, Canada www.capabilitycenter.com www.firmsconsulting.com
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The FCC is defined by Firmsconsulting’s value system Intellectual humility. humility. We generously dispense dispen se advice while engaging stakeholders on the belief that respect is a right. It is not earned. Professional integrity. integrity. Both in your pursuit p ursuit of your goals, and a nd thereafter, we hold ourselves to the highest professional standards. A values driven partnership. We are not a profit-driven organiza tion. We place the best interests of our clients, and their stakeholders, before our own interests. Keep information confidential. We do not advertise nor market ourselves or discuss confidential information. We best serve our clients by only enacting initiatives to support their ambitions. Intellectual honesty. honesty. We are willing to accept the facts for what they are, but purposefully reinvent reinv ent ourselves in the process of responding to uncomfortable realities. Demonstrated competence. We do not promote ourselves. Our intentions, and results, will determine our destiny. Developing well-rounded leaders. We will develop your will, capacity a nd capability to accomplish a goal.
Firmsconsulting trains 3 types of clients, with the FCC managing 2: management consultants and industry executives
Candidate Consultants
Firmsconsulting Clients
Management Consultants
Industry Executives
Firmsconsulting helps undergraduate, MBA and postgraduate students, and senior and experienced hires through the process of developing an application strategy, rewriting resumes/cover-letters and fixing grades, as well as applying and preparing for the case interview, fit questions and communication challenges. All case interview preparation material is hosted on Firmsconsulting.com, along w ith 1-on-1 coaching. Firmsconsulting is regularly retained by management consultants at McKinsey, Bain, BCG, Booz, Deloitte, Monitor & Roland Berger to mentor and technically train them in their careers. The FCC manages this training.
Firmsconsulting is also retained by industry executives who require coaching to implement initiatives using consulting techniques and management skills. The FCC manages this training.
The FCC is Firmsconsulting’s online training center for both management consultants and industry executives The FCC brings dedicated and specialised management consulting tools, experts, training and design capabilities to one center which can be remotely accessed 24hours from any location. A curated community, capped at 3,000 members worldwide, ensures both the rigor of discussions and quality of the contributions. Each month, we rotate out 500 members to create room for new members.
Podcasts 80 podcasts about consulting technical issues and career management
Training Videos 200 videos on consulting analyses, project management and client engagement
Webinars Video webinars with exconsulting partners discussing engagement issues
Expert Forums Database of over 2,000 questions and researched responses to user questions
Template Studio Our design studio maintains a library of over 500 toolkits, templates and methodologies
Document Library Our user generated library contains over 250,000 consulting documents
Research Studio A 24-hour design and analyses back-office supporting consulting teams worldwide
Curated Community Each application for membership is extensively vetted prior to granting approval
Quality Firmsconsulting is the Toronto based partnership which pioneered consulting training
Focus Management consulting training is our core, and only, pursuit
Books Six of our books are supported by detailed videos, excel models and power point slides
The FCC is both a virtual and physical training center for management consultants and industry executives... Podcasts Online • Ex-partners and industry experts provide summaries and guidance on essential consulting career and analyses topics. • All podcasts are presented in a prescriptive manner: context, issue, analyses and recommendations. • These podcasts are additional to the podcasts on Firmsconsulting.
Videos
Books
Online
Online & Hardcopies
• The videos walk the viewer through a client problem, and outline the detailed steps required to solve the problem.
• Each book is a writtenup detailed story of a fictitious engagement in a fictitious client.
• Videos are supported by supplementary documents such as excel models and sample deliverables. • These videos are additional to the videos on Firmsconsulting.
• The book is supported by a complete set of supporting videos, excel models, power point documents and user guides. • Simulated sessions are run, using the book and materials to teach management consultants • The material can be
Documents Online & Hardcopies • A catalogue of usergenerated and studio generated toolkits, templates and methodologies are made available. • These support the training provided in the podcasts and videos
...exclusively focused on teaching consulting skills in a realistic and simulated case environment Design Studio Online • The design studio produces methodologies and supporting training material for clients • The studio is staffed by ex-McKinsey and BCG consultants and is run 24-hours out of downtown Toronto.
Forum Online • Users are allowed to post any type of consulting related questions. • Our editors respond with curated and researched answers.
Expert Sessions
Live Simulations
Online & Recorded
Executive Training
• Weekly live and interactive webinars are hosted with a panel of ex-consulting principals discussing key topics.
• For industry executive clients, we run live simulated sessions at a private physical location. Over a weekend, we create mock-ups of actual industry situations and teach clients how to respond using consulting tools.
• Users can log in and submit questions which are screened and managed by a moderator.
• All editors are exmanagement consultants and members of our design studio, case training or • All sessions are executive training recorded with team. transcripts available
• Sessions have been run in Toronto, Johannesburg, Copenhagen, London, Stockholm and Dubai
The FCC bridges a key gap in training consultants and industry executives Listening deficit
Visual Deficit
Some issues don’t lend themselves to verbal explanations
The recall rate on verbal training is less than 30% 1
Some issues don’t lend themselves as well to video explanations
Doing
The recall rate on verbal training is less than 60% 1
Complex topics, like consulting analyses and implementation are best trained by simulating an actual case situation Participants learn by doing
Firmsconsulting Capability Center
Podcasts linked to transcripts Q&A center to follow-up on unresolved questions
Videos linked to transcripts Many videos are recorded live allowing for participant feedback and interaction
The live simulation takes placed in a mocked-up environment It mirrors an actual industry problem like fixing a struggling sales force and teaches the executive how to design the analyses and implement the same approach at his employer
In executive training, the FCC can simulate numerous sector initiatives but is typically requested to assist in 10 areas
Supply Chain
Market Entry Service Operations
Pricing
Healthcare & Mining Management Implementing Strategy
Sample Live Simulations
Turnaround Leadership
Strategic Sourcing
Strategy Sales Development Optimization
Crucially, the executive training sessions are private training we run with one executive in an anonymous setting Firmsconsulting is not a management consulting firm. We do not compete with BCG, Bain, McKinsey, Booz, AT Kearney or Roland Berger, nor do we produce consulting recommendation reports, or implement our advice. Our corporate training service is one where we are discreetly hired by one industry executive at a time, not their employers, to teach the client management consulting methodologies, tools, communication styles and leadership techniques to either complete the work themselves, and/or lead their team to complete the work. Our philosophy is one of discretion and in a typical engagement to train an executive, no employees of our client’s organization, nor will the organization itself know of our involvement. It is a condition of appointing us. We directly sign a contract with the client. Executives can safely learn how to deliver an important business initiative they have been assigned, as well as test the likely results in our simulated sessions. In a typical engagement we will help an executive sketch out the problem, teach him how to do the work and/or lead his team through the initiative, prepare the analytical framework and run simulations of their proposed plans through varying degrees of difficulty and intensity. We usually build extensive and tailored metholodologies for the client. Most sessions are recorded and the client receives all materials at the end of the session.
CASE STUDY
For the planning EVP at a multinational retailer, we helped teach how to design and test an approach to improve sales 2 Background • The client was younger that her peers and had recently been appointed from outside the industry.
1 Issue: Assisting a young and out-of-sector EVP ensure the first major initiative of her new career was successfully completed.
• Lacking industry experience and credibility, she had been tasked with designing a strategy to improve sales per square foot and changing the incentivization model.
4 Objective
• The program lasted 4 weekends.
• The engagement was divided into 2 areas • Analyses training: • Business case development • Capital funding
3 Approach • In the first weekend, we taught the client how to lead her team in analysing the sector and company. • In the final weekend, working out of Copenhagen, we converted an hotel conference room into a mocked –up store to show the client how the strategy and planning (top-down approach) would have to merge with the operations in the store. • We used these sessions to list and prioritize likely implementation challenges and trained the client consulting techniques to mitigate them.
• Store sales analyses • Process analyses • Implementation training • Implementation goals and timelines • Training for store teams • Quick wins • Same store metrics • Performance management systems • Value based management
5 Description • We needed to teach the client how to do the analyses without us actually completing the analyses. • In industry, an emphasis must be on implementation, so there is an additional focus on ensuring the client can understand and manage the implementation challenges. • Moreover, we also find clients need coaching on basic consulting techniques like communication, planning, meeting management, project management, business case development and quick win tracking.
CASE STUDY
All sessions are recorded and run in a mocked-up war room to safely test ideas and expedite the transfer of skills
CASE STUDY
We thereafter began the engagement by discussing the broader issues influencing the client’s role
How does the client currently perform in Southern Europe and Asia Minor?
How have competitors performed in this market?
How should the client the organize its Southern European Operations to double it growth rate by taking market share?
What are the wider economic and demographic contexts?
What is the role of planning and how can it fulfill this goal?
CASE STUDY
Analytically-driven sessions isolated hypotheses for poor product availability in taking and holding market share gains What are these?
Other 5%
Procedural issues 13%
In-store not on sale 6%
Can’t find the product Supplier failure 11%
Non Availability Root Causes Counting Problems Book stock error 15%
Wastage rounding 4% Depot delivery error 18%
Exceptional demand 28%
We got the forecast wrong!
CASE STUDY
The client was also shown how the president was isolating her, why it would hurt her efforts and how to overcome this obstacle Group President Planning
Group President Marketing
+
Group President Retail
+
Positive Relationship Negative Relationship
+
Neutral Relationship
+ N
The EVP Planning previously reported into a steering committee comprised of 3 group presidents who decided Planning budgeting and staffing.
-
-
Country President
-
N
EVP Procurement Ally of the country president, 62 years old
The country president cancelled the committee to control budgeting and planning, and curtail our client’s power. We had to explain this isolating maneuvour and teach our client how to circumvent it.
EVP Retail Neutral party, 46 years old
Recommended by the president, possibly, to
-
-
EVP Distribution
EVP Marketing
Ally of the country president, 57 years old Chief assistant to EVP Planning
Ally of the country president, 55 years old
Client EVP Planning Only 2 months in role, 35 years old
CASE STUDY
Reasons were built to create coalitions with the client’s peers, like the EVP of retail, who wanted IT spend reduced Cost Drivers / Issues
IT Spend €139m
Areas of Spend
Applications support Desktop supply / maintenance
100% of total
Brief Description • *Large spend ( € 55m) shown as internal transfer between different store groups • Large outsourcing vendors used, and the spend is not consolidated or negotiated at a central level. • Savings from IT cuts were used to fund the changes to the stores while our client rebuilt the steering committee structure to manage her future budget allocations
Application Licenses Server supply and facilities management Networks Supply / maintenance
Hypotheses
€ 17,6 m Vendors = 106 (>500k = 8) (77%) € 17.3m Vendors = 170 (>500k = 8) (53%) € 16,4 m Vendors = 167 (>500k = 4) (53%) € 11,2m Vendors = 121 (>500k = 5) (42%) € 8,4m Vendors = 79 (>500k = 7) (65%)
Information Services
€ 2,7m Vendors =26 (>100k = 5) (87%)
Consumables
€ 1,8m Vendors = 55 (>100k = 3) (64%)
Training
€ 560k Vendors = 13 (>100k = 1) (63%)
Consulting Services
€ 400k Vendors = 9 (>100k = 2) (60%)
Internet Provisioning
€ 170k Vendors = 2 (>100k = 1) (94%)
Opportunity to consolidate licenses and optimise users
More than one vendor supplying same type of service
Different assets using different vendors for same service
Small vendors used in some areas
Opportunity to consolidate network infrastructure providers Opportunity to review and consolidate group desktop supply and support Opportunity to consolidate server & MF facilities and support
Opportunity to rationalise Server and MF providers
Similar service requirements across assets
Opportunity to exclude VARs through direct supply agreements
Opportunity to use pricing models like services
CASE STUDY
A simulated session over 4 days enabled the executive to safely learn how to design and test the pending sales changes 1
2
Group customers who have similar needs (segmentation)
Understand customers’ needs
8
• Customer’s strategy
• Similar value propositions
• Business processes
• Similar requirements
• Create win-win situations
• Similar product needs
Develop a toolkit and determine other training requirements
7
3
4 Understand profitability and growth of groups
• Where do we want to
Understand current skills in business
Sales/Customer Service Centre staff to improve service/meet customer needs
9
• Cost effective • Utilizes appropriate
resources
• Value add
5 Define clear roles and responsibilities
Sales
• Tool to help
• Tailored service packages
focus? • How much can we afford to spend to service them adequately?
6
Client
Distribution
Develop an appropriate service offering to meet customer needs
Determine and develop an appropriate structure to deliver offering Sales
Client
Distribution
• Define skills r equired
• Limit overlap of functions
• Right number of people
• Conduct a Gap analysis
• Clarity around what needs
• Appropriate skills
• Create Development
charters
to be done • Clear interfaces & processes
• Common goal
10 Train staff and implement design work • Enhance capabilities • Ensure understanding of
requirements
Design performance management system • Drive appropriate
behaviors through effective measures • Reward and recognition
Client’s Identified Needs
CASE STUDY
We taught the client how to build a flexible plan to circumvent obstacles and implement her initiatives
Insights: • Market/industry dynamics • People/group dynamics
Knowledge: • Best practices/functional knowledge • Products/services • Methodologies
Early wins: • Confidence building Structured approach : • Plans, milestones, measurable factors Shared learning: • Key people learning together • Surfacing assumptions • Committing to action
Clear To Be vision: • Aspirations • Something to aim for • People understand it in their terms
Alignment: • Around vision and goals, brand, values and corporate identity
Re-framing: • Acquiring new insights about industry, business, self
Transfer of core change tools
?
Stretch goals: • Create reach • Something worth doing, worth doing well
Role modeling key behaviors: • Tolerance of ambiguity • Confidence, enthusiasm • Team efforts • Respect for others
Implementation of new infrastructures: • Roles • Processes
Support: • Providing safety to experiment, take personal and business risks
CASE STUDY
The training led to a measurable increase in her skills and ability to complete the work thereafter 25 Visionary 24 Business Leadership Planning
1
23 Global Perspective 22 Generating & Transforming Opportunities
3
Interpersonal Skills 4
Business Leadership Foundation Skills
21 Executive Interaction 20 Managing Relationships
Personal Effectiveness 2 Effective Communication
5 Decision Making & Judgement
6 Linking Client Needs and Solutions
Client Acquisition & Management
7
19 Organisational Awareness
Service & Delivery Management People Leadership
18 Leadership Conduct
17 Managing Others 16 Developing Others
Analytical Skills
Technology
Capability Growth
Recommendation Development/ Solution Design
8 Planning & Organising/ Documentation/ Managing & Controlling 9 Value Proposition Development/ Value Tracking & Measurement 10 Awareness of External and Internal Environment
11 Knowledge Sharing/ 15 Staff Leveraging Knowledge/ Reuse Acquisition 14 Technology 13 Technology 12 Thought Leverage Leadership Awarene
The FCC is an hands-on approach to teaching management consulting and management skills
Consultants & Aspiring Consultants •
In one easily accessible location, clients find all the tools and guidance needed to build their consulting careers.
•
The center is accessible 24 hours and from any location worldwide.
•
Toolkits, podcasts, videos and webinars are updated and recorded daily.
• A closed and curated community ensures thoughtful and useful discussions.
Industry Executives
FCC
•
Either out of Toronto, or at a client preferred location, we teach executives the tools required for them to effectively carry out their pending business assignments.
•
We teach them how to complete the work, and run simulations outlining options to implement the findings they would likely generate from the analyses.
•
We enable executives to succeed.
Firmsconsulting Downtown Toronto Ontario Canada +1 (289) 644-1537 Email:
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