The Business, People & Technology Trends Driving Change in the Consulting Industry Globally. Craig Rispin presented this keynote speech to the Institute of Management Consultants (IMC.org.au) on 9 April 2013

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2. Know First • Be First • Profit First
Craig Rispin
Business Futurist & Innovation Expert
www.FutureTrendsGroup.com
craig@futuretrendsgroup.com
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3. The Business, People &
Technology Trends
Driving Change in the
Consulting Industry Globally
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5. People
W
or
Sh k/L s
ift ife ife ce
L n
e
S ci
Acceleration
Business Globalised Technology
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8. Karl Fisch - TheFischBowl.blogspot.com
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10. Discuss with a Partner:
What Did You Find Most
Surprising in the Video
“Did You Know”?
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11. “If change is
happening on the
outside faster than
on the inside the
end is in sight.”
-Jack Welch
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12. The Business, People &
Technology Trends
Driving Change in the
Consulting Industry Globally
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13. Perceptions of the
Management Consulting
Industry
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14. It all started with the
CDU
(Consultant Debunking Unit)
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15. And the CDU’s harpooning
of the great whale of
consultant’s quotes:
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16. Hockey’s
Great One
Wayne Gretzky:
"Skate to where the
puck is going, not to
where it is."
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17. Quote or Version Appeared in:
Peter F. Drucker Foundation's quarterly journal,
"Leader to Leader"
U.S. Banker Magazine October 1997
Technology Learning Professional Development
Institute
Business Week Magazine March 13, 2000
Harvard Business Review," May-June 1997
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18. Original Source: Wayne’s Father
When asked if good advice for hockey
players or hard-skating new economy
business people:
"Mama mia, no!" Walter says. "That
advice is strictly for little kids. It's just
simple basics, like the ABCs.”
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19. And now a hit
TV show...
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21. ex: Booz Allen Hamilton
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25. Just like healthcare
we need evidence-
based treatment
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26. New Scholarly Field:
Behavioral Economics
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27. Dan Ariely: Injury Let to Insight
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28. Behavioral economics and the closely
related field of behavioral finance
couple scientific research on the
psychology of decision making with
economic theory to better understand
what motivates investors, employees,
and consumers.
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29. Dan Ariely: Predictably Irrational
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32. Readiness for Change...
Requires a Personal
Worldview Shift
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36. People
W
or
Sh k/L s
ift ife ife ce
L n
e
S ci
Acceleration
Business Globalised Technology
Up

37. Education
Re-Engineering
Global Digital
Mobility Customers
End of
Age Wave People Retirement
Leading Change W Speed & Size
or
Sh k/L s
ift ife ife ce
L n
e
Marketing S ci Cloud
Megatrend Computing
Acceleration
Business Globalised Technology
Outrageous
Big Data
Outsourcing
Customer Mobile
Centric Innovation Robots Madness
Imperative Rise
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38. Meet David McCandless:
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39. What is This a Graph of?

40. What is This a Graph of?
The Facebook Breakup Rate

44. People
W
or
Sh k/L s
ift ife ife ce
L n
e
S ci
Acceleration
Business Globalised Technology
Up

45. Education
Re-Engineering
Global Digital
Mobility Customers
End of
Age Wave People Retirement
Leading Change W Speed & Size
or
Sh k/L s
ift ife ife ce
L n
e
Marketing S ci Cloud
Megatrend Computing
Acceleration
Business Globalised Technology
Outrageous
Big Data
Outsourcing
Customer Mobile
Centric Innovation Robots Madness
Imperative Rise
Up

46. 12
Reaching Global Executives:
Megatrends in B2B Marketing
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47. 1
MEGATREND ONE
The shift to 360º thought leadership
A
sked to rate the value of various marketing user communities) and passive (print) promotional
activities on a five-point scale, meetings/ channels.
conferences and research/surveys top the list. The way forward is clearly a heavier reliance on
Today B2B providers view a broad array of creating a programme of thought leadership that
sponsored programmes, such as conferences and takes advantage of multiple-entry-point messaging.
white papers, as a valuable means of capturing
attention and persuading decision makers. 1. How important are the following non-traditional categories
of marketing activity to your organisation?
This is not to say that traditional advertising (Mean score out of 5)
has lost its appeal. Instead, the conclusion is that Meetings/conferences
3.85
organisations seeking to promote their businesses
Research/surveys
are increasingly relying on a range of channels, 3.76
White papers, executive summaries, articles
including print. 3.61
Specifically, these cross-channel programmes Website advertising and sponsorship
3.40
engage, inform and motivate target markets across Rankings, economic analysis and original content
a broad range of both active (meetings, webcasts, 3.25
Webcasts, podcasts and interactive forums
3.01
Source: 2006 sponsors survey (134 respondents)

48. Thought Leadership Defined
• The term was first coined in 1994, by Joel Kurtzman,
editor-in-chief of the magazine, Strategy+Business
• “Thought leaders are individuals or organisations
that are recognised by peers, customers and industry
experts as someone who deeply understand the
business they are in, the needs of their customers,
and the broader marketplace in which they operate.”
• “Thought leaders have a distinctively original idea,
a unique point of view or an insight.”

49. This is
Where
Thought
Leaders
Operate
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50. 9'of'the'top'11'effective'ways'of'getting'a'
of'involve'Thought'
Leadership'Marketing
How would you rate the effectiveness of the following marketing vehicles in getting your attention?
Mean Rating (N~344)
Speech or presentation at a conference or trade show 3.7
Case studies describing successful customer solution implementations 3.7
Article in the business or trade press 3.4
Invitation to a Webinar, seminar, or workshop 3.4
Analyst firm recommendation (such as Gartner/IDC/Forrester) 3.3
Search engine hits when doing research or surfing the Web 3.2
White paper offered on the Internet 3.1
Electronic newsletter from the service firm 2.9
Conference sponsorship 2.8
Direct mail brochure 2.5
Email from a sales representative from the service firm 2.3
Phone call from a sales representative from the service firm 2.3
TV or print advertisement 2.3
Vendor's blog 2.3
Online advertisement 2.2
Sporting or cultural event sponsorship 2.0
Source: ITSMA, How Customers Choose Study, North Ameri

52. “Thought leadership centers on earning trust and
credibility. Thought leaders get noticed by
offering something different—information,
insights, and ideas, for instance.
!Thought leadership positions you and your
company as an industry authority and resource
and trusted advisor by establishing your
reputation as a generous contributor to your
industry.”

53. People
W
or
Sh k/L s
ift ife ife ce
L n
e
S ci
Acceleration
Business Globalised Technology
Up

54. Education
Re-Engineering
Global Digital
Mobility Customers
End of
Age Wave People Retirement
Leading Change W Speed & Size
or
Sh k/L s
ift ife ife ce
L n
e
Marketing S ci Cloud
Megatrend Computing
Acceleration
Business Globalised Technology
Outrageous
Big Data
Outsourcing
Customer Mobile
Centric Innovation Robots Madness
Imperative Rise
Up

55. Your mobile phone has
more computing power than
all of NASA in 1969.
http://www.flickr.com/photos/43533334@N07/5153726732

56. How Big is Mobile Today?
7B People in the World
6B Mobile Subscribers
1B 3G/LTE Subscribers
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57. Apple iPhone + iTouch + iPad Ramp –
The Likes of Which We Haven’t Seen Before
iPhone + iTouch vs. NTT docomo i-mode vs. AOL vs. Netscape Users
First 20 Quarters Since Launch
120
~120MM+
Mobile Internet
100 iPhone + iTouch + iPad
Launched 6/07
Desktop Internet
80
Subscribers (MM)
Netscape*
Launched 12/94
60
Mobile Internet
~32MM NTT docomo i-mode
40 Launched 6/99
Desktop Internet
20 ~27MM
AOL*
v 2.0 Launched 9/94
~9MM
Q1 Q3 Q5 Q7 Q9 Q11 Q13 Q15 Q17 Q19
Quarters Since Launch
iPhone + iTouch NTT docomo i-mode AOL Netscape
Note: *AOL subscribers data not available before CQ3:94; Netscape users limited to US only. Morgan Stanley Research estimates
~65MM+ netbooks have shipped in first 11 quarters since launch (10/07). Source: Company Reports , Morgan Stanley Research. 8
Data as of CQ3:10.

58. 380M
Mobile Internet Ramping Faster than Desktop Internet Did –
Apple Leading Charge
iPhone + iTouch vs. NTT docomo i-mode vs. AOL vs. Netscape Users
First 20 Quarters Since Launch
100
~85MM
Mobile Internet Desktop Internet
80
iPhone + iTouch Netscape*
Launched 6/07 Launched 12/94
Subscribers (MM)
60
Mobile Internet
~31MM NTT docomo i-mode
40
Launched 6/99
~18MM Desktop Internet
20
AOL*
v 2.0 Launched 9/94
~8MM
Q1 Q3 Q5 Q7 Q9 Q11 Q13 Q15 Q17 Q19
Quarters Since Launch
iPhone + iTouch NTT docomo i-mode AOL Netscape
Note: *AOL subscribers data not available before CQ3:94; Netscape users limited to US only. Morgan Stanley Research estimates
~50MM netbooks have shipped in first 10 quarters since launch (10/07). Source: Company Reports , Morgan Stanley Research. 7
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59. 468M
Mobile Internet Ramping Faster than Desktop Internet Did –
Apple Leading Charge
iPhone + iTouch vs. NTT docomo i-mode vs. AOL vs. Netscape Users
First 20 Quarters Since Launch
100
~85MM
Mobile Internet Desktop Internet
80
iPhone + iTouch Netscape*
Launched 6/07 Launched 12/94
Subscribers (MM)
60
Mobile Internet
~31MM NTT docomo i-mode
40
Launched 6/99
~18MM Desktop Internet
20
AOL*
v 2.0 Launched 9/94
~8MM
Q1 Q3 Q5 Q7 Q9 Q11 Q13 Q15 Q17 Q19
Quarters Since Launch
iPhone + iTouch NTT docomo i-mode AOL Netscape
Note: *AOL subscribers data not available before CQ3:94; Netscape users limited to US only. Morgan Stanley Research estimates
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~50MM netbooks have shipped in first 10 quarters since launch (10/07). Source: Company Reports , Morgan Stanley Research. 7

60. iPods Changed Media Industry iPhones Ramped Even
Faster iPad Growth (3x iPhone) Leaves “Siblings” in Dust
First 8 Quarters Cumulative Unit Shipments, iPod vs. iPhone vs. iPad
1,400
70,000
iPad
iPad
iPad iPhone
iPhone
iPhone iPod
iPod
iPod
20,000
1,200
60,000
Global Unit Shipments (000)
Global Unit Shipments (000)
1,000
50,000
15,000
800
40,000
10,000
600
30,000
400
20,000
5,000
200
10,000
000
000 1
11 2
22 3
33 4
44 5
55 6
6 7
7 8
8
Quarters After Launch
Quarters After Launch
Quarters After Launch
Source: Apple, as of CQ1:12 (8 quarters post iPad launch). 9
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62. Security Metering
Access
Control
Money
Body
Engines

64. People
W
or
Sh k/L s
ift ife ife ce
L n
e
S ci
Acceleration
Business Globalised Technology
Up

65. Education
Re-Engineering
Global Digital
Mobility Customers
End of
Age Wave People Retirement
Leading Change W Speed & Size
or
Sh k/L s
ift ife ife ce
L n
e
Marketing S ci Cloud
Megatrend Computing
Acceleration
Business Globalised Technology
Outrageous
Big Data
Outsourcing
Customer Mobile
Centric Innovation Robots Madness
Imperative Rise
Up

66. What is Cloud Computing?
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68. “Cloud
Computing isn’t
really about
technology - it’s
really about
thinking of IT in a
whole new way.”
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69. IMPACT AND ADOPTION
P R E D I C T I O N S F O R TO D AY A N D TO M O R R O W
How cloud adoption impacts enterprise
software vendors How cloud adoption impacts enterprise IT
2012
Cloud barriers are dropping. Vendors are stepping up Cost savings (Capex to Opex) gives way to
to address security, performance, compliance and integration concerns. business agility, time-to-value and overall efficiency as primary
Private cloud with on-premise or adoption drivers.
Biggest barriers to the adoption of cloud services hybrid integration is the prevalent
adoption path for enterprises
2011 2010 2009
63
Who’s buying the cloud
Security 71
68
57
Integration with
Internal IT applications 64
51
55
$25B
Performance/reliability 68
58
Hype is over – serious adoption 2010
Regulatory & compliance
48
57 begins 2011
43 2012
46 $20B
2015
Lock-in 44
37
44
Transparency of cost 55 Cloud barrier: any obstacle or perceived problem
43 $15B
that prohibits cloud adoption by a company, such as
31
Geographic location 31 lack of security, support and control, regulatory
21 concerns, and difficulty meeting SLAs.
— Loudhouse CIO Cloud Survey, March 2011
$10B
Capex to Opex,or Capex vs Opex:
.
Refers to economic differences between cloud and on-premise

70. alent
es
Who’s buying the cloud
$25B
on 2010
2011
2012
$20B
2015
roblem
$15B
h as
ry
$10B
premise
diture,
$5B
erating
$0B
Worldwide North Latin Western Eastern Japan Asia/
America America Europe Europe Pacific
— Graphic table created by Axway based on Gartner Research
Gartner, Forecast: Software as a Service, All Regions, 2010-2015
2 September 2011

71. alent
es
Who’s buying the cloud
$25B
on 2010
2011
2012
$20B
2015
roblem
$15B
$1B by 2015
h as
ry
$10B
premise
diture,
$5B
erating
$0B
Worldwide North Latin Western Eastern Japan Asia/
America America Europe Europe Pacific
— Graphic table created by Axway based on Gartner Research
Gartner, Forecast: Software as a Service, All Regions, 2010-2015
2 September 2011

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74. Rapid Deployment of Feedback Systems
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75. Rapid Deployment of Feedback Systems
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77. Free Download: is.gd/think
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