BUSINESSCONSULTINGWORLDWIDEWORKSHOPKNOWLEDGESHAREQUESTIONNAIREPleasecompletethefollowinginformationattheendofyourCompetencyCenter/Technologysession.CompetencyCenter/TechnologyTeam:CostManagementCompetencyCenter(Firmwide&NorthAmerica)CostCompetencyCenterEurope-ECMG(Europe)SouthAmericanCostManagementCompetencyCenter(SouthAmerica)CompetencyCenter/TechnologyLeader(s):StevePlayer(SP);WillyHartung(WH);RobertoS.deLacerda(RL)Wherearethebiggestchallengestheintegratedcompetency/technologyteamsface?SP:Weneedtolinkfundingtolocalofficeperformancemeasures.SP,RL:Firmwideasksregionalofficestosupportinitiativesbutdoesnotprovidefundingorresourcestoassist.SP,WH:CulturalandlanguagebarriersWH,SP,RL:ExistingperformancemeasurementsarecounterproductivetoshareexperiencedpeopleRL:TurnoverofourskilledpeopleRL:HigherfeescomparedtothelocalmarketinmanyareasincludingLatinAmericaWhatintegratedcompetency/technologyteamsprovidethegreatestopportunityforBC?SP:Itisimportanttoextendthebrandnameandpenetrateareastomoveintogreatercompetencies.WH:Ithinkthatthepurefactoforganizingusaroundcompetencies,knowingwhoandwherearethenecessarycompetenciesavailablewhenneededinordertorealizethemarketopportunitiesisthegreatestopportunity.Then,ofcourse,thecombinationoffunctionalcompetency(e.g.costmanagementwithtechnologyandtheirapplications).RL:CostManagement,FFofF,Reengeneering,SystemsimplementationHowcanweoperateasaglobalteamandhowcanwehaveastrategywithglobalinfluence?SP:Weneedtosharepeoplebackandforthsuchaswithanemployeeexchangeprogram.WH:Ithinktheexistenceofthefirmwidecompetencycenterisaverygoodstartingpoint.Itsexpansionbyregions(e.g.SouthAmerica,Europe,Asia)isthenextstepinordertooperateasaglobalteam.Wehavetoknoweachother,worktogether,andtrusteachotherinordertoshareexpertiseandefforts.WH:ThestrategywithglobalinfluencehastostartwiththebenefitsofbothBCandAudit.TheremustbeacloselinkbetweenAuditandBCinthisstrategyinordertohelpthembesuccessful.RL:TotransferexperiencebyusinganinternationalteamRL:MaintaintheknowledgebaseactualizedRL:Fundingtotranslatematerial(proposals,presentations,reports,etc..)toenglishHowdoweencourageorsupportspecializationinsmallerpracticeswhichmaylackthecriticalmasstodoso?SP:Weencouragelocalofficestospecializeandfindaniche.Yet,ourperformancemeasuresandreportingstructuresoftenprohibittheuseoftheresourceinotherlocalmarketsandengagements.WH:Itiscriticalforsmallerpracticestoconcentrateinthestartingphaseonwhattheclientsthinkweareexpertsinalready.Asanaccountingfirmwehavethebestknowledgeinaccountingincludingcostmanagement.Therefore,thecostcompetencycenterisveryhelpfultobuildandmarketthisexpertiseintime.RL:OurexperienceinLatinAmericaistosendourpeoplewithexperiencetohelpinproposals,presentationsandprojects.RL:TosupportthelaunchofnewcostmanagementpracticesRL:TousethemarketingandknowledgematerialsthatareavailablethroughouttheFirmHowdoweintegratewithotherpartsofAA-suchasABA,EFCandT&Landhowdoweleveragethatknowledge?SP:Weneedtounderstandtheirproductsandservicesandhowourservicessupporttheirefforts.Aswell,theyneedtobeeducatedonourservicesandresources.SP:Wewouldbenefitbyidentifyingcompetenciesthatoverlap--maybebyusingthenewcompetencymodel.RL:Theintegrationisbeingdonebysellingcostmanagementdiagnosticstootherpracticesclients,andinpresentationstothepartnersandmanagersinlocalofficesRL:Wearehelpingourauditpracticetodifferentiatefromthecompetitorsbyofferingsomeadditionalservices.HowcanwebetterserveAAWorldwide,notjustBC?SP:Weneedglobalprojects.WH:Marketcostcompetency(andotherselectedcompetencycentersbasedonaprogram)withinAA;organizecompetencycenterbyregions(culturaldifferences/closetoclients),deliverproactively(e.g.buildownmarketopportunities,excedexpectionsfromwithinAAandclients).RL:Wehavetochangeourperformancemeasures,tomotivateourpeopletoworktogether.RL:Wehavetosellworldwideprojects,andunderstandthatallUSorEuropeancompanieshavesubsidiariesinothercountries.IhaveseenalotofprojectsforcompanieswithoperationsinLatinAmerica.donelocallybyotherconsultants.ThisdoesnothappensinPW,E&Y,DH&S,McKinsey,BoozAllen,etc...Whatismissing(e.g.skills,infrastructure)forustorenderservicestoourclients?SP:Officesneedpracticedevelopmenttrainingandlocalofficeintegratedbusinessplanningassistance.Ifwecanidentifyandrenderrelevantprocesses,wecanbenefitinrecruiting,training,andservicedelivery.WH:Theskillsandinfrastructureareavailableforthemostpart.However,AAmembersshouldmakeuseofthecostcompetencycenterexperienceinsteadofdoingitontheirown(e.g.lowseason,riskofoverseeingmarketopportunities)tocreateacontinuityinwhatwedoinordertobuildrealmastery.RL:Weneedtochangeourwayofapproachingthemarket.Itisamatterofattitudeandtraining.Wehavebeentrainedtobereactivenotproactive.Also,wedonotconductanysalestraining.
