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FUTURE OF CONSULTANCY
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ITS ALL ABOUT THE
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INFORMATION EXPLOSION
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MANAGMENT IS CHANGING
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CULTURE DIFFERENTIATES
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EVEN WATERMELLONS
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CONSULTING HAS CHANGED
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WHAT IS CONSULTING? • • • • •
SELLING ADVICE HELPING SOLVE PROBLEMS LEARNING BY TEACHING SELLING BRAIN CAPACITY SELLING EXPERIENCES - EMOTIONS
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CREATIVE VS ANALYTICAL
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Analytics ANALYTICAL THINKING
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CREATIVE THINKING
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GANESH MULTITASKING
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KSF’S: TALENT BLENDING • RIGHT GRAPES • RIGHT BLEND • RIGHT ENVIRONMENT
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DIVERSITY
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COLABORATION
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ORGANIZATIONAL ARCHITECTURE
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COLABORATIVE ARCHITECTURE
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LOOK AT THE PROCESS
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CONSULTANTS DO: CUT, COPY, PASTE ?
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INFLUENCING CLIENTS
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CLOSE DEALS
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COLLECTING
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Extroverted Personality ? IDEAL CONSULTANT
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Vision THINK THE UNTHINKABLE
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Adaptability FLEXIBILITY
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Intuition Trust your gift…
if haven't got it…get it
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Communicator COMMUNICATOR
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Sureness
REMEMBER CONFIDENCE ?
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HUMBLENESS
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Yielding Spirit*
Happy to Comply*
Jason Critical Competencies
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SOME COMPETENCIES
• • • • • • • •
Analytical & Creative Thinking Communication Skills Outgoing Spirit Entrepreneurial Spirit Business / Finance Acumen Diverse Academic Background Self Sureness Influencing Skills
• • • • • • •
Autonomy Self-Assurance Intellectual curiosity Cultural Awareness Geographic Diversity (Preferred) Hands On Approach Tolerance & Humbleness
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VALUES • • • • • •
COURAGE HONESTY GENEROSITY HUMBLENESS SENSITIVE JUSTICE
• • • • •
FAITH TRUTH ALTRUISM PASSION PERSEVERANCE
HUMAN SIGMA – EXPERIENCE IS ALL! AVERAGE MONTHLY SPENDING BY CREDIT CARD CUSTOMERS
$300 $251
$200 $136
$136
Rationally satisfied
Dissatisfied
$100
$0 Emotionally satisfied
Copyright © 2005 Harvard Business School Publishing Corporation. All rights reserved.
jason associates ® proprietary & confidential, 2008
O Poder do Human SigmaTM (cont.)
Estudos demonstram que Clientes Insatisfeitos e Clientes Racionalmente Satisfeitos apresentam os mesmos gastos mensais. Porém, Clientes Emocionalmente Satisfeitos apresentam gastos médios mensais 2X superiores.
HUMAN SIGMA – EXPERIENCE IS ALL! ATTRITION RATES OF BANK CUSTOMERS ( account cl osur es per six mont hs)
7% 6%
6.0%
5.8%
Rationally satisfied
Dissatisfied
5% 4%
3.8%
3% 2% 1% Emotionally satisfied
Copyright © 2005 Harvard Business School Publishing Corporation. All rights reserved.
jason associates ® proprietary & confidential, 2008
O Poder do Human SigmaTM (cont.)
O ratio de perda de clientes Emocionalmente Satisfeitos é praticamente ½ comparativamente aos Clientes Insatisfeitos e Clientes Racionalmente Satisfeitos.
HUMAN SIGMA – EXPERIENCE IS ALL! High
These partially optimized units are
1.7
Times more effective than the baseline
3.4
Times more effective than the baseline These partially optimized units are
[ 1]
Baseline Units are not optimized Low
These optimized units are
1.7
Times more effective than the baseline
Empl oyee Engagement
Copyright © 2005 Harvard Business School Publishing Corporation. All rights reserved.
THE INTERACTION OF EMPLOYEE AND COSTUMER ENGAGEMENT
Cost umer Engagement
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O Poder do Human SigmaTM
High
As unidades de negócio locais com níveis moderadamente elevados de envolvimento dos colaboradores e consumidores são, em média, financeiramente mais efectivas do que as unidades com elevados níveis de envolvimento de apenas uma das partes.
HUMAN SIGMA – HOW IT WORKS... jason associates ® proprietary & confidential, 2008
Alavancas do Human SigmaTM
Orgulho
O cliente sente uma identificação positiva com a empresa
Carreira
O colaborador sente que as suas atitudes têm impacto na carreira
Confiança
Compensação
O cliente sente que a empresa cumpre as suas promessas
O colaborador é compensado através de prémios, incentivos, etc
CLIENT ENGAGEMENT
EMPLOYEE ENGAGEMENT Reconhecimento
Integridade
O colaborador é reconhecido pelos seus sucessos
O cliente sente que a empresa o trata como ele merece
Paixão
O cliente sente que a empresa é insubstituível
Valor
O colaborador é ouvido e valorizado o seu contributo
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ORGANIZATIONAL GENOMA
potencial
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GENOMA MATRIX
contribuição
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CHARACTER IS LIKE A CHASIS
IT’S NOT YOUR CULTURE jason associates ® proprietary & confidential, 2008
VALORES
SOCIALIZAÇÃO & CONVIVIO
CULTURA CORPORATI VA CERIMÓNIAS & RITUAIS
LENDAS & LINGUAGEM
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Experience ≠Talent
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DIFFERENTIATION STRATEGIES
≠
• • • • •
Specialization Industry Functional Geographic One-Stop-Shopping
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LEARNING
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EXPERIENCE
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SIZE VS QUALITY
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FREE ADVICE
LIFESTYLE VS. BURNOUT
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INCENTIVE VS. STIMULATION
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YOU RECRUIT IN THE SAME SECTOR!
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OBRIGADO
Customizado , com muito prazer para a