Consulting Test 1

Match the appropriate approach to the right consideration.

- Neutral Observer with no stake in the answer. - Third Party - Decision-making process creates higher commitment to implement. - Whole System - Simple decision-making process with more manager control of the decision. - Third Party - Broader view and has seen many organizations and ways to approach the problem. - Third Party - More realism and people know what is doable and what will work. - Whole System - People deciding are the ones who have to make it work. - Whole System

A commitment that is conditional on the response from another is what?

A contract

The structure of a presentation to present the picture should include (pick all that apply)

Analysis of the problem. Analysis of how the situation is managed. Recommendation(s).

There are two aspects of implementation for consultants and they are?

Building support The technical work

Match the right definition with the correct terms. Information Technology (IT):

Consulting that focuses on information technology development in several different areas. (Assessment, design...)

Match the right definition with the correct terms. Human Resources (HR):

Consulting that focuses on maximizing value created from human resources, or employees in an organization.

Match the right definition with the correct terms. Niche:

Consulting that tends to focus on a specific technology, research, or analysis method, or is particular to a ____idk___.

There are 2 primary reasons for the discovery phase as outlined in the book, pick all that apply:

Create a process that leads to client commitment, ownership, and action. Develop an independent and fresh way of looking at the issue.

The blueprint for traditional installation-style implementation is to: (pick all that apply)

Define measures for the change Set standards for what to expect Articulate a vision

When reporting out to the client we should strive to be assertive and authentic with our client. Match the types of language we should use with the language we should avoid.

Descriptive - Judgemental Focused - Global Specific - Stereotyped Brief - Lengthy Simple - Complicated

In selecting the method(s) of inquiry there are 6 potential methods described. Which method is the best source of data if you can trust your own perceptions?

Direct Observation

The consultant's primary task is to present a fresh a picture of what has been _______.

Discovered

In selecting the method(s) of inquiry there are 6 potential methods described. Which method gives the aura of objectivity?

Document Analysis

The best way to deal with resistance from the customer or client is to?

Encourage full expression of the concerns so that they pass.

A decision to support change is usually made on logic and reason alone.

False

Change in human systems has much more to do with the ability of those who govern than the consent of the governed.

False

There is a power among peers that bosses and management can easily overcome.

False

When you are controlling a meeting you need to clearly state you are controlling the meeting and then act that way regardless of what happens.

False

A critical area of inquiry in action-oriented discovery is?

How the technical or business problem is being managed.

People typically do voice their doubts and tell the truth in organizations.

In private

In Chapter 10 the author describes 2 approaches side by side; "Research Approach" and "Action Approach". Match the 2 approaches side by side as the author does.

Interested in all the factors that have an impact on the situation at hand - Interested in factors that are under the control... Being comprehensive and complete in the discovery phase is essential - Completeness and comprehensiveness are not vital. You can do research on your own. The organization doesn't have to be involved as part of the research team. - The clients involvement in the study is vital.. You try to eliminate bias and intuition. There is heavy emphasis on objectivity and hard data. - Consultants are getting paid for their own bias.

Pick 2 of the guidelines for selecting what to highlight to the client after collecting all the data.

Items that the client has control over changing. Items that are clearly important to the organization.

The main advantage of the whole-system approach compared to the third-party approach is that there is?

No need to sell a set of actions to anyone, especially to people at lower levels of the system.

When presenting the picture you should?

Not overload the organization too many issues.

The strength of a third party strategy/approach is?

Objectivity

Match the right description with the right project type. Organizational Design:

On this type of project, consultants will likely work intensively and directly with the client to ultimately design the..

Describing the concerns that began the process, where the change effort is at, and what the organization needs is doing what? (Choose the best answer)

Opening with a transparent purpose and a level playing field.

Match the correct term with the correct phase of consulting. Entry and Contracting:

Phase 1

Match the correct term with the correct phase of consulting. Discovery and Dialogue:

Phase 2

Match the correct term with the correct phase of consulting. Analysis and the Decision to Act:

Phase 3

Match the correct term with the correct phase of consulting. Engagement and Implementation:

Phase 4

Match the correct term with the correct phase of consulting. Extension, Recycle, or Termination:

Phase 5

The book describes 3 steps for handling resistance, pick the right ones below. Pick all that apply.

Pick up the cues Name the resistance Be quiet and let the Client respond

We should never collude with the client to? (pick all that apply)

Play down the impact that difficult relationships have on the problem. Help them avoid responsibility.

The discovering gifts, capacities, and possibilities approach goes under many names. (Pick all that apply)

Positive Phsycology Positive Deviance Appreciative Inquiry Future Search

According to chapter 12 the an interesting new development is discovery is looking at a system's (pick all that apply)

Possibilities History Capacities

Match the right description with the right project type. Business Diagnostic:

Project involves quickly developing a broad snapshot to assess a company or business unit and is a great way for a new manager, such as a CEO or SVP, to get an understanding of the business and understand what needs attention.

Match the right description with the right project type. Growth Strategy:

Projects are usually 3-6 months in duration and involve significant analysis - e.g. competitor profiles, industry..

Match the right description with the right project type. Cost-Reduction:

Projects can var greatly in length, and will involve a high degree of client interaction and can cover many...

Match the right description with the right project type. Post Merger Integration:

Projects tend to have many process elements to them, since the client needs to merge the combined entities...

Match the right description with the right project type. Customer Retention/Churn:

Projects will likely involve conducting analysis to understand the state of the client's customer base - length of the average customer lifespan, annual churn rate, profitability per client, root causes of churn.

In chapter 10 the author implies that one of the consultant's most important contribution to a client is what?

Redefinition of the problem.

When conducting interviews in an organization, the mere act of asking questions can stimulate people to do what?

Rethink what they are doing

The steps in getting the picture is described using 14 steps. We have completed at least the first 5 of these steps. Pick only those that fit within the first 5 steps.

Select the Discovery Strategy Select the Dimensions to Examine Re-Decide to Proceed

The limitation of third-party help is?

Separation between discovery and the doing.

When managing a meeting for action your presentation should be?

Short and simple.

Match the first 5 steps to their proper order? Summarize the Question - 1 Verify the Objective - 2 Ask Clarifying Questions - 3 Label the Case and Lay Out Your Structure - 4 State your Hypothesis - 5

Summarize the Question - 1 Verify the Objective - 2 Ask Clarifying Questions - 3 Label the Case and Lay Out Your Structure - 4 State your Hypothesis - 5

In selecting the method(s) of inquiry there are 6 potential methods described. Which method is good for large numbers of people?

Survey

Asking the client if they are getting what they want half way through the meeting gives you time recover if they express concerns.

True

Implementation is, in theory, the point of the consultation, the fruit of the labor.

True

Membership behavior is more vital than leadership behavior.

True

Peers see each other more clearly than management sees them, and therefore peers are harder to manipulate than management.

True

When giving the final report to the client it is ok to provide support for what they have been doing right and to point out or confront them with what they have been doing wrong.

True

When the people who will be affected the change can join you in the process of discovery, recommendation, decision, and implementation; you are using a Whole-System approach.

True

You should involve your client in interpreting the data collected.

True

A Third-Party strategy/approach is defined in Chapter 11 as?

Whenever some individual or group develops a solution for another.

The book recommends giving the data and recommendations in the first 20% of the meeting so? (pick all that apply)

You get to the point and to the recommendations quickly. You have enough time to deal with their resistance.

The best way to keep consulting simple and not vague is to focus on two dimensions and ask yourself two questions whenever you are with the client. (Select the 2 questions) a. Am I completing the business of the consulting phase I am in? b. Am I being accountable for the results I presenting? c. Am I considering the feelings of both the client and myself? d. Am I being authentic with this person now?

a. Am I completing the business of the consulting phase I am in? d. Am I being authentic with this person now?

The underlying assumptions for the consulting approach in "Flawless Consulting" are: (Pick all that apply) a. Effective Implementation Requires Internal Commitment b. Relationships are the Key Effective Consulting c. Problem Solving Requires Valid Data d. Effective Decision Making Requires Free and Open Choice

a. Effective Implementation Requires Internal Commitment c. Problem Solving Requires Valid Data d. Effective Decision Making Requires Free and Open Choice

There are questions that are more cognitive and non-personal which the virtual world can handle such as: (Pick all that apply) a. How much time will it take? b. What does the client think about our hypothesis? c. Who are the players involved? d. Who should be on the team?

a. How much time will it take? c. Who are the players involved? d. Who should be on the team?

________________, pioneered many of the analytical tools and approaches that would define the new field of strategic management and the publication of these concepts has set the groundwork for many Consulting firms to follow. (pick all that apply) a. McKinsey b. Harvard Business School c. Booz Allen Hamilton d. Bain & Co e. Arthur D. Little

a. McKinsey b. Harvard Business School c. Booz Allen Hamilton d. Bain & Co

The first pure Management Consulting company was _________. a. McKinsey & Company b. Mckinsey Consulting Group c. McKinsey & Little Company d. Mckinsey & Bain Company

a. McKinsey & Company

A legal contract contains two basic elements that apply to consulting relationships, pick both: a. Mutual consent b. Non-disclosure agreement c. Valid consideration d. Termination clause

a. Mutual consent c. Valid consideration

Pick the best choice for the power relationship with your client. a. Power with your client b. Power without your client c. Power over your client

a. Power with your client

One of the key case scenarios that deal with; "Bottom Line", "Costs", and "Revenues" is? a. Profit and Loss b. Pricing c. Growth and increasing sales d. Entering a new market

a. Profit and Loss

The consultant's wants form the client can include? (Pick all that apply) a. The client to provide people from their organization to accomplish your job b. Support during the project and at difficult times c. Enough time to do the job right d. Access to the right people and information

a. The client to provide people from their organization to accomplish your job b. Support during the project and at difficult times c. Enough time to do the job right d. Access to the right people and information

Every time you give advice to someone who is faced with a choice you are consulting. a. True b. False

a. True

The client is defined as the person or persons whom the consultant wants to influence. a. True b. False

a. True

The consultant's desirable wants are those things you would like to have from the client but you can live without them. a. True b. False

a. True

The virtual world such as E-Mail, Text, etc... cannot replace a face to face meeting because often times what is said in them can be misinterpreted without seeing body language and hearing the voice. a. True b. False

a. True

There are 4 elements beyond content and related to the relationship of a consulting role and they are; (Pick all that apply) a. Your Needs b. Communication c. Trust d. Responsibility e. Needs f. Feelings

a. Your Needs c. Trust d. Responsibility f. Feelings

According to chapter 2 there are two levels in the consulting role that need attention during the project and they are: a. content b. outcome c. relationship d. change

a. content c. relationship

Booz Allen Hamilton was founded as a Management Consultancy by _______, a graduate of the Kellogg School of Management at Northwestern University, in 1914, and was the first to serve both _____________. a. industry and government clients b. Arthur D. Booz c. Edwin G. Booz d. corporate and government clients

a. industry and government clients c. Edwin G. Booz

What are the 3 kinds of skills needed to do a good job in consulting? (pick 3) a. Computing Skills b. Consulting Skills c. Technical Skills d. Interpersonal Skills e. Communication Skills

b. Consulting Skills c. Technical Skills d. Interpersonal Skills

One of the key case scenarios that deal with; "Mergers", "Acquisitions", and "New Product Development" is? a. Pricing b. Entering a new market c. Growth and increasing sales d. Profit and loss

b. Entering a new market

If we consult flawlessly and are authentic when we consult, our recommendations will always be implemented. a. True b. False

b. False

Once the initial hypothesis is formed it should never change during the project. a. True b. False

b. Flase

In the late 1990s, the Consulting industry blossomed, driven by a broad array of factors such as: (pick all that apply) a. company outsourcing b. increases in computing power c. strong global economy d. privatization

b. increases in computing power c. strong global economy d. privatization

McKinsey is also credited with being the first firm to make it a practice to hire ______________to staff its projects. a. experienced personnel from industry b. newly graduated MBAs from top schools c. retired senior execuitves d. proffesors from top colleges

b. newly graduated MBAs from top schools

A consultant is a person in a position in a position to have some influence over an individual, a group, or an organization but as ___________ to make changes or implement programs. a. direct power b. no direct power c. direct responsibility d. no direct responsibility

b. no direct power

Consulting industry growth stalled for a couple of years in the early 2000s due to: (pick all that apply). a. internal consulting b. the dot-com bubble burst c. unemployment d. painful recession

b. the dot-com bubble burst d. painful recession

One of the key case scenarios that deal with; "Barriers of Entry", "Niches in Developing Industries" and "Competition" is? a. Entering a new market b. Profit and loss c. Growth and increasing sales d. Pricing

c. Growth and increasing sales

One of the key case scenarios that deal with; "Competitive Analysis", "Cost-Based-Pricing", and Price Based Costing" is? a. Entering a new market b. Growth and increasing sales c. Pricing d. Profit and loss

c. Pricing

Early Consulting firms were started by_______? a. Entrepreneurs b. Retired Executives c. University Professors d. Fortune 500 Companies

c. University Professors

Match the right definition with the correct terms. Major (Strategy Focused):

consulting geared towards high-level, corporate decisions. This category can include broad industry analysis.

There are 9 things in the book for analyzing your contract. Four of these 9 you directly control and should be initially structured before the meeting to have a good discussion with the client, pick the best answer. a. Your role in the project, Objectives of the project, Time schedule, and The product you will deliver b. The boundaries of your analysis, Objectives of the project, Confidentiality, and The product you will deliver c. Support and involvement from the client, Objectives of the project, Time schedule, and The product you will deliver d. The boundaries of your analysis, Objectives of the project, Time schedule, and The product you will deliver

d. The boundaries of your analysis, Objectives of the project, Time schedule, and The product you will deliver.

Real accountability is the willingness to put the well being of the _______ first.

institution

Implementation of any change boils down to whether people at several levels are going to take responsibility for the success of the ______ and the _______.

institution change

Consultants have traditionally given too much attention to _______ and _________ and too little attention to the complexity of translating those answers into action.

recommendations analysis