1. BTMT 3163
CONSULTANCY AND COACHING FOR
TECHNOPRENEURS
Pn. Nor Azan Abd. Gani
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2. What is consultancy about?
 A consultant is usually an expert or a professional in a
specific field and has a wide knowledge of the subject
matter.
 A consultant usually works for a consultancy firm or is self-employed,
and engages with multiple and changing clients.
 Thus, clients have access to deeper levels of expertise than
would be feasible for them to retain in-house, and may
purchase only as much service from the outside consultant
as desired. It is generally accepted good corporate
governance to hire consultants as a check to the Principal-
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3. What are Consultants?
• Experienced professional who provides
expert knowledge (often packaged under a
catchy name) for a fee. He or she works in an
advisory capacity only and is usually not
accountable for the outcome of a consulting
exercise. Some consultants (like Peter
Drucker and W. Edward Deming) have
brought dramatic shifts in management
thinking and improvements in the
performance of organizations.
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4. What Does a Consultant Do?
• Consultants are paid to share their expertise
and knowledge to help businesses attain goals
and solve problems. Consulting is a wide-ranging
field with positions in innumerable
industries
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5. Why are Consultants Needed Now?
1. Eco-friendly – new regulations and legislations
for industry is in demand for eco-compliance.
Companies are seeking help to review internal
policies and meet regulations requirements.
2. Life Management – baby boomers and those
aged 55 years require different services and
products. Consultants can help these age groups
to personal life goals and provide them with
expert advice.
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6. 3.E-commerce – brick and mortar retail shops
and new businesses have resorted to online
selling to save cost. This is favorable to
consultants who are expert in the online
business areas. They provide opinions and
guidance in setting up and managing the full
e-commerce site with shopping carts and
payment systems
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7. 4. It Security – with growth of internet service, It
security becomes more important and demand
increases. Consultants give guidance to clients
about latest software to protect against viruses
and hackers.
5. SMB Expertise – consultants can help by
providing well-developed approaches to help
improve overall performance and increase sales,
grow their business and solve their problems
with their wide knowledge .
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8. Job Duties
 Job duties can vary depending on the industry in which a
consultant is working as well as his or her specific field of
expertise, but the following job duties apply to most
consulting positions.
 Fixing or improving a particular component of client's
business is the broadest duty for which consultants are hired.
 Consultants may sometimes be asked to teach a business'
employees how to manipulate a new software program or
some other skill that increases productivity or generates more
revenue
 Consultants provide influence and objectivity to managers as
well as employees. They're also expected to provide advice,
make recommendations and excel at problem solving.
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9. Roles and Functions of Senior
Consultants
• Identifying issues and forming hypotheses
• Formulating and implementing recommendations
/solutions
• Ensuring the client receives the assistance needed to
implement the recommendations or solutions
• Managing projects and programs
• Leading and managing those within the team, including
analysts
• Playing larger leadership roles in the management of
client relationships
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10. Roles and Functions of new graduate
Recruits
• Carrying out research and data collection
• Conducting analysis
• Interviewing client’s employees, management
team and other stakeholders
• Running focus groups and facilitating workshops
• Preparing business proposals/presentations
• Spending the majority of time at the client’s site
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11. Reasons Why Companies Need
Consultants
1. Experience in solving similar problems
2. Well-developed approaches, methods and
tools that will assist in the process
3. Subject matter experts who can provide a
sounding board for new ideas
4. Provide solutions to specific challenges and
situations
5. Cost effectiveness
6. Objectivity in undertaking task
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12. Examples of reasons to engage consultants
• To provide a short-cut to know-how, knowledge and information
that does not exist in the organizations
• To provide a professional service that does not exist in the
organizations, or that it is needed for a specified period of time
• To provide solutions to specific challenges and situations
• To validate the ideas that have already been created in the
organization
• To facilitate the search for ideas and solutions with existing team
members
• To facilitate, create and implement methodologies and systems
that enhance efficiency and organization
• To present, teach or implement “new” business ideas and
procedures
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13. Why Consultancy Service Thrive in
Technopreneurship
 Technopreneurs can get point of view from
experienced “outside” evaluation
 It is a “short-cut” to know-how, knowledge and
information in the business field
 Solution for specific challenges and situations
 Access network of business or government
contact
 To increase the company’s profit
 To make the best technology choice
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14. Types of consultants
• Internal Consultants
Someone who operates within an
organization but is available to be consulted
on areas of specialism by other departments
or individuals.
• External Consultants
someone employed externally whose
expertise is provided on a temporary basis,
usually for a fee.
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15. Types of Consultancy Services
• Management consulting
• Strategy consulting
• Human resource consulting
• Information technology consulting
• Marketing consulting
• Financial consulting
• Construction consulting
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16. Areas of consultancies
Management Consulting
Focus on how an organization works to
achieve its stated goals. This include
working on strategy, operations, and
information technology
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17. Strategy Consulting
• Focus on identifying the direction, goals , and
growth of an organization within a specific industry
Information Technology Consulting
focus is on using technology to help an
organization more efficient in achieving its
goals
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18. • Industry Specific Consulting
• Focus is on a specific industry and can include
strategy, management, IT. Scientific or
technical consulting.
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19. Models, Theories and Approaches of
Consultancy
• The 3C’s Model
• The 4Ps Model
• Matrix Based Formulations Model
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20. Skills
• Successful consultants derive their skill set from a combination of
learned techniques acquired from higher education and, to a lesser
degree, innate personality traits. These skills include the following:
• Problem Identifier
• Analytical skills
• Communication skills
• Listening skills
• People skills
• Problem-solving skills
• Market-yourself skills
• Excellent interpersonal skills
• Know-how to run the business effectively
• Influencing skills
• Negotiation skills
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21. Qualities to look for when choosing consultants
• A penchant for facts
• Sift and filter out
• See all sides and angles
• Think ahead
• Avoid quick fixes
• Precision
• Self discipline
• Hones to a fault
• Reliable
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22. Why do some organizations avoid using
consultancy services?
• The costs needed to hire a consultancy is high
• There are no stable resources to follow the
advices given by consultants
• There is no guarantee to success if they hire a
consultant
• The level of confidence for the consultant is
low
• The consultant himself is not likeable and not
trusted by clients
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