EXECUTIVE
EDUCATION
PROGRAMME
For Enrollment
Call Us
+91-9999390555
MANAGEMENT
CONSULTING:
ACQUIRING
AND RETAINING
CLIENTS
Programme Directors
S Raghunath & D Ashok
5 - 7 March, 2012
About The Programee
Most of us beginning to develop our practice in management consulting may be convinced of the depth
of our expertise that we have to offer and that it can make a difference to the clients. However the
challenge is, to get the clients to buy into this. When closure is challenging or client relationship
management becomes discomforting, we may feel lost and may seek ways to reverse the trend. It is
against this backdrop of acquiring clients and more importantly retaining them is what sets the men
apart from the boys!
This programme provides the conceptual understanding and practical insights for all those who are
new to the field of management consulting or are in the process of changing their role and orientation
from line managers to consultants.
ContentsThe programme theme includes:
• Trends in consulting
• Range of management consultants’work
• The Practitioner Vs Manager dilemma
• Internal consulting
• Skills required in management
consultants
• Roles consultants choose
• Customer engagement cycle
• CRM-best practices
• Assessing the balance of responsibility between consultant and client
• The Contracting Process- pay offs
and pitfalls
• Organizing and managing client
engagement
• Project management
• Understanding and dealing with
resistance
• Diagnosis concepts
• Getting data and preparing for
feedback
• Managing the feedback meeting
• Recommending solutions and proposing implementation
Pedagogy
What to do and what to say in different
consulting engagements will be the
focus of the programme. Case studies,
role plays and lectures will be used to
deliver understanding of the concepts
and the process of management
consulting. Sample client-consultant
dialogue and other useful information
for real life application will be provided.Programme Fee Rs. 60000/- (exclusive of service tax*)
PROGRAMME DIRECTORS
S Raghunath
Corporate Strategy and Policy
Dr. S Raghunath is a professor of corporate strategy and policy at IIMB. He is an experienced, widely
known business advisor and speaker. He has been
offering professional services to a number of companies
such as Cisco, General Electric, General Motors,
IBM, Essar, HP, Metro Cash & Carry, Satyam, Wipro,
SAIL, Tata Steel, Volvo and Ashok Leyland.
Dr. Raghunath is known for practical and real world
approach to professional engagements. His consulting
assignments have been in several areas: Business
Strategy, Market Entry Strategy, Turnaround Strategy,
Business Case for New Product Development, M&A
Strategy, MNC Subsidiary strategy, competitive
positioning, business growth and transformation of
consulting organizations.
Dr. Raghunath has published several papers, case
studies and book chapters. He has been quoted in
publications such as Economic Times, Business World
and Computer Today. He was also writing the strategy
column for Business Outlook.
Dr. Raghunath is a Director on the board of several hi
tech companies, National Venture Capital Fund and
the India Board of Academy of International Business.
Email: srnath@iimb.ernet.in
D Ashok
Corporate Strategy and PolicyD Ashok is the CEO of Gossamer Solutions, Bangalore.
He is also a guest faculty at the Indian Institute of
Management Bangalore, in the areas of Business
Process, Quantitative Methods & Information
Systems. Immediately before this, he was an
Executive VP at SISL and started up and headed a
new division called Select Vertical Markets, addressing
the needs of Manufacturing, Utilities, BFSI &
Government verticals. Previously, he was a Partner in
the Business Consulting Services of IBM Global
Services, Bangalore and during his tenure led their
CRM & Supply Chain Management practices and the
Manufacturing & CPG Vertical. Prior to the merger with
IBM, he was the Office Managing Partner, PwC and
C&L - Bangalore.
Target Participants’ Profile
The programme is specifically designed
for all those who are beginning a life of a
consultant and line managers who are
now moving into consulting roles.
FOR REGISTRATIONS, PLEASE CONTACT:
