Consulting Skills Unit 2
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Outcomes addressed in this activity:
Demonstrate an understanding of the processes used in Management Consulting
IT402-1: Examine consulting processes and techniques
Assume that one year ago, your client, a large-scale manufacturer of chocolate candies, decided to replace
their home-grown suite of applications with SAP for Consumer Products software to handle their needs for
supply chain management, manufacturing processes, sales, and financial performance management. The
client recognized that the applications they had developed in-house were not a good base for growth, as
they lacked integration and flexibility, but they chose SAP without evaluating any other commercial offthe-
shelf solutions, figuring that they could spend much time and money analyzing other offerings but in
the end would probably select SAP anyway, because so many other companies had done so. So, to save
time and money, they selected SAP without doing any cost-benefit analysis or any analysis of its
functionality versus their business needs. Now, one year later, the client has spent a lot of money trying
to implement SAP at one of their pilot sites, but so far the implementation has not been successful. Some
people are blaming the consultant they had hired to guide the installation at the pilot site, and others are
blaming the client project manager. Your client has asked you to do a retroactive cost-benefit analysis to
determine how much more they would be justified in spending to implement SAP for Consumer Products.
Using MS Word, write a 3-to-5-page single spaced paper in which you respond to the following three
Q1: What are the questions you would ask your client to challenge some of their assumptions and reveal
their true needs?
Q2: What other issues do you think your client faces and what type of consulting project (from Chapter 2)
might be used?
Q3: Assuming that the client is correct in questioning their decision to implement SAP, prepare a proposal
on how you might help him as a consultant.
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- Wall Street Journal
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