BusinessConsultingArthurAndersenInformationandSystemsPlanning(ISP)Practice“Jumpstart”PackISPCompetencyCentreDraftVersion1.0August1996ISPJumpstartPage1August,96CONTENTSPURPOSEOFTHISPACK...................................................................WHYPERFORMISPS?......................................................................HOWTOSELLISP’S..........................................................................ISPFRAMEWORK.............................................................................ISPWORKWITHINBCANDSAMPLEENGAGEMENTS...........................ISPSKILLSREQUIREMENTS...............................................................ISPCOMPETENCYCENTREANDOTHERRESOURCESAVAILABLE.......20APPENDIX1-EXAMPLEPROPOSALANDDELIVERABLEAPPENDIX2-SAMPLEMARKETINGMATERIALISPJumpstartPage2August,96PurposeofthisPackThepurposeofthispackistoprovideareferencesourceforinformationrelatedtoInformationandSystemsPlanningengagementswithinArthurAndersenBusinessConsulting.Theobjectiveofthepackistoanswerthefollowingquestions:·whataretheincentivesforaBCpracticetosellandperformISPs?·howdoIsellanISPengagementandrealisetheopportunitiesforsell-ons?·whatskillsdoesapracticeneedtoperformanISP?WhyperformISPs?InFY95,theISPservicelinegenerated$9minnetfees,andthecurrentyearisrunningatacomparablerate.MoresignificantthanthedirectISPfeesarethesell-onprojectswhichresultfromtheseprojects(seeGraph1below).Therearealsosignificantnon-financialbenefitswhichdeserveamention:·theBC/clientrelationshipsformedthroughISPsareusuallyatthe“decisionmakers”level,e.g.CEO,CFOanddailycontactwiththeCIO,whichisbeneficialforfutureBCengagements·ISPengagementstypicallyhaveastrongindustryfocusthereforeBCstaffcanlearnnewindustryskills,ordeepenexistingskills,bybeingplacedonISPprojects;·anISPengagementrequiresateamwithskillsinthefourcorecompetenciesandalsospecificskillsinmeasurementandwholesystemsdesigninthe“what”stageandskillsintechnologyandchangemanagementinthe“how”phase.HenceISPisanidealmediumtocrosstrainindividualsthroughclientwork.ISPJumpstartPage3August,96Graph1-SellOns:CRI,IncCrownAmericanDenverPub.Dis.NairobiCCPacesetterWilsonInd.YPFS.A.0100200300400500600NetFees$000'sCRI,IncCrownAmericanDenverPub.Dis.NairobiCCPacesetterWilsonInd.YPFS.A.NetFeesforExampleISPJobsLeadingtoFurtherBCEngagementsISPSell-onsSell-OnStatisticsTheISPCCholdsinformationonthefollowingISPswhichhaveresultedinsell-onengagementsforBusinessConsulting.Pleasenotethatthesefiguresareforinternaluseonlyandtheclient’snamesandfeesarenottobedisclosedwithoutpermissionoftheofficeconcerned:ClientISPNetFees$’000sSell-OnNetFees-$’000sOfficeSell-OnTypeCRIInc85164WashingtonCrownAmerican85191WashingtonDenverPublicDistrict80557DenverPacesetter68233AtlantaSystemselection.Implementationproposed.YPFS.A.100551ArgentinaColsanitas180MadridCasualCorner130(1000)NewYorkSennDelaneytotalsell-onNairobiCityCouncil100500LondonSystemselectionandimplementation(abouttostart-feesforselectionshown)WilsonIndustries50250DallasStreamlineprocessesTejasPowerCorporation7590/280HoustonSoftwareselection/implementation(proposed)HealthNewEngland27(2000)HartfordISPaspartoflargerAArelationshipwithclientPSC70400NewYorkSymixselectionandimplementationSFServices150800AtlantaNotesandsoftwareselectionworkSell-OnsPendingorExamplesofNotWonClientISPNetFees$’000sSell-OnType/ReasonNotWonAmtrol...
