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Management Consulting

Presentation: Hult Int'l Business School
by

Ghassan Abughazaleh

on 12 February 2014

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Transcript of Management Consulting

Financial/Accounting Firms
INFORMATION
CONTACT DETAILS
NATIONALITY
PERSONAL
CEO, STORALL llc
(A&H Al Ghurair subsidiary)

Creative/Marketing Consultant
Khayal Consultants

Board Member / Partner in some co.s
E-MAIL
WEBSITES
American University in Cairo
(Including UCLA & SFSU)
PROFESSIONAL
EXPERIENCE
The Journey
MANAGEMENT
CONSULTING

... is helping organizations
improve
their
performance
by analysing
existing organizational problems and developing plans for improvement.
SAFEWAY Egypt (Hypermarkets)
1986 Jan-July Assistant Manager
ARAB INVESTMENT &
DEVELOPMENT GROUP
SEVEL / VALISERE Lingerie
1986-87 Project Manager
1987-88 Finance Manager
1988-89 Finance Director
Cass Business School,
City University,
London, UK
EDUCATION
English, Arabic, & Frensh
1998-2006 Managing Director
BIO-TECH
AGRICULTURAL CO. Egypt
1996-2000 General Manager
2000-2006 Managing Director
TIBA
AGRICULTURAL CO.
2003-Present
Marketing/Creative Consultant
Khayal
Consultants (KWT)
CURRENT HELD POSITIONS
LOS ANGELES
LONDON
NAME
Ghassan F. ABUGHAZALEH (Aboughazale)
Lebanese
KUWAIT
DUBAI
SAN FRANSISCO
BEIRUT
AMMAN
PARIS
EMBA
BA
A&H Al Ghurair
INVESTMENT Group, Dubai
2006-2008
GM Business Development
STORALL
2008-Present
General Manager / CEO
LLC
STORAGE & LOGISTICS SOLUTIONS
Cairo American College - CAC
HS
Original Kreative
Alternatives - OrKA
1989-96
Managing/Creative Director
METICO/UTC, Dubai
(DEL MONTE)
1989
Orientation & Management Training
ROME
DALLAS
NEW YORK
CAIRO
Types
Client Organizations
Businesses
Management Consulting Firms
IT Specialists
Internal Consultants
Independant Consultants
inclusive definition of internal consultancy was adopted to include not only those who were clearly designated as such (e.g. ‘change consultant’), but also other specialist staff who provided advice and
facilitation as ‘internal outsiders’ to operational groups, typically on a project basis, and who
recognised a core part of their job as involving ‘management consultancy’. 2
2 Cass Business School
http://www.cass.city.ac.uk/__data/assets/pdf_file/0007/107179/InternalConsultants.pdf
...hired by contract who generally provides advice or recommendations, typically in the form of a verbal or written report..
Governments
Non-profit
Organizations
g.abughazaleh@gmail.com
www.storall.ae
www.khayal.com

GENEVA
A & H Investment LLC owns, manages and/or participates in 30+ companies: with a yearly turnover of the group is more than AED One Billion; employing over 3,000 (Multinationals).
History
The first management consulting firm was Arthur D. Little, founded in 1886 by the MIT professor of the same name and was incorporated in 1909.
1 Scatter Acorns That Oaks May Grow”. MIT Institute Archives & Special Collections.
1
Topics Tackled
Strategy
Re-structuring
Change Management
Re-branding
Start-ups
etc.
AQUISITIONS
EXPANSION
STRATEGIC RE-ALIGNMENT
RE-STRUCTURING
RE-BRANDING
GROWTH IN
MARKET SHARE
CHANGE MANAGEMENT
a) Combine/pool all holdings of A&H
partners under one umbrella

b) Create Synergies & Efficiently
use them

c) Optimize asset utilization
(e.g. reallocation)

Corporate Strategy
Fire
Old
Factory operation
Relocated
Rebuilding
shell of old
factory
Factory
Decision to
reallocate
property
to a new
project
Explore
Viable &
Profitable
Project
Similar 5-phase
Consulting Approach
ENTRY
Preparatory phase:

Discussions on what clients wants to achieve or change in organisation

How the consultant might help


Clarification respective roles >preparation of assignment plan based on preliminary problem analysis.

This phase lays the foundations for everything that follows, since the subsequent phases will be strongly influenced by the quality of conceptual work done.
DIAGNOSIS
FIRST CONTACT (with Client)
ASSIGNMENT PLANNING
PROBLEM DIAGNOSIS
In-depth diagnosis of problem to be solved.
detailed definition of purposes to be achieved by the assignment
assessing firm's performance, resources, needs & perspectives.
Fact Finding: what data to look for, what data to omit.
ASSIGNMENT PROPOSAL (to Client)
Aims at finding the solution to the problem. It includes work on one or several alternative solutions, the evaluation of alternatives, the elaboration of a plan for implementing changes and the presentation of proposals to the client for decision
ACTION PLAN
2.
3.
PURPOSE ANALYSIS
FEEDBACK TO CLIENT
PROBLEM ANALYSIS
FACT FINDING
FACT ANAYLSIS & SYNTHESIS
DEVELOPMING SOLUTIONS
EVALUATING ALTERNATIVES
PROPOSAL TO CLIENT
PLANNING FOR IMPLEMENTATION
Provides an acid test for the relevance and feasibility of the proposals developed by the consultant in collaboration with the client. The changes proposed start turning into reality. Things begin happening, either as planned or differently. Unforeseen new problems and obstacles may arise and false assumptions or planning errors may be uncovered.

Resistance to change may be quite different from what was assumed at the
diagnostic and planning stages. The original design and action plan may need to be
corrected. As it is not possible to foresee exactly and in detail every relationship,
event or attitude, and the reality of implementation often differs from the plan,
monitoring and managing implementation are very important.

This is also why professional consultants prefer to be associated with the implementation of changes that they have helped to identify and plan.
IMPLEMENTATION
4.
ASSISTING WITH IMPLEMENTATION
ADJUSTING PROPOSAL
TRAINING
includes several activities. The consultant’s performance during the assignment, the approach taken, the changes made and the results achieved have to be evaluated by both the client and the consulting firm. Final reports are presented and discussed
TERMINATION
5.
EVALUATION
FINAL REPORT
PLANS FOR FOLLOW UP
WITHDRAWAL
3 This extract is reproduced from the book entitle Management Consulting: A Guide to the Profession (4th Edition Pages 21-24 with the kind permission of the International Labour Organisation (ILO).
3
Come up with a profitable business concept that utilizes the land & structure available
Results of the diagnostic phase are synthesised & conclusions drawn on how to orient work on action proposals so that the real problems are resolved and the desired purposes achieved. Some solutions may emerge during this phase.
Strategy &
Assessment
Understand business need, generate insight, & provide options.
Design
Design operating model changes to optimize benefits realization
Build & test operating model changes to deliver benefits
Roll out operating model changes & plan subsequent benefits delivery
.. often
used by
Big 4.
Transform
Framework
Life Cycle Diagram


... warehouse facility that
offers storage solutions...
Case Example
DIAGNOSIS:
Market needs,
Competition,
SWOT analysis,
Positioning
Value
Creation

(for Clients)
Value
Capturing
(Uniqueness/
Differentiation)
Strategy
WHO
WHAT
HOW
to deliver?
NOT to deliver?
is the customer?
is NOT?
is the value proposition?
is NOT offered?
What is Strategy about?
STORAGE
SERVICES
&
SOLUTIONS
WAREHOUSING /
3RD PARTY LOGISTICS
SELF STORAGE
PACKING & REMOVALS
ANCILLARY SERVICES
SUPPORT OFFICES

MULTIPLE STORAGE SOLUTIONS UNDER ONE ROOF
STORAGE
SERVICES
&
SOLUTIONS
MULTIPLE STORAGE SOLUTIONS UNDER ONE ROOF
(outside freezone)
Organizations
3rd parties (Logistics cos)
Individuals
Govern. Institutions
Those who want to store in transit (i.e. Freezone:
pre-custom/clearance)
Multiple Storage Solutions
Bonded storage
(i.e. Freezone / before customs & duties)
Personalized & Professional Customer Service
"No customer is just another number!"
UNDER ONE ROOF!
"STORALL"
Stakeholders
SUPPLIERS
COMPETITION
CUSTOMERS
EMPLOYEES
ENVIRONMENT
SHAREHOLDERS
GOVERNMENT
Logistics cos
Self Storage cos
Removals cos
Institutional clients
Individuals
Logistics cos
SME's
E.g.
E.g.
E.g.
MHE cos
WMS s/w h/w
Packing material
How much?
To whom?
When?
Strategy
Customer Proposition
Customer Testing Results
Customer Proposition Brief
Activity/Action Profiles (workorce, resources, work volume..)
Workforce-related Cost Data
Customer Segments
Risk and Controls Matrix
Detailed Business Case
Benefits Dependency Map
Construct Stage Plan
Organisation Structure Chart
Construct
Job Descriptions
Space Allocation Requirements
Destails of Selected Physical Locations
List of Components
Construction Project Plan Inputs
Technical Specs
Capability & Skills Framework
Business & Operational Processes
© STORALL LLC 2012

STORALL’s mission is to give our customers
innovative, secure and convenient storage solutions
that meet their respective needs and expectations. By achieving this, we aim to be one of the leading Multi-storage solutions providers in the UAE and eventually the Middle East region.

By building and operating a ‘Multi-Storage’ facility such as STORALL LLC, a new chapter is commencing – a testament to the groups philosophy of innovation by embarking in the realm of Logistics & Supply Chain!
Vision / Mission

STORALL ’s vision is to establish a quality brand of Self Storage and 3rd Party warehousing and logistics services
UNDER ONE ROOF

in the Gulf Region encompassing innovative design and international standards eventually leading to franchising agreements.

Business Executives today want fast, reliable and accurate Logistics Support with which they can be comfortable.

Simplicity, Transparency & a Customer-Centric attitude by experienced professionals is what makes Storall a winner!
200 Self Storage units of varying sizes.

Racked & Loose storage Warehouse with state-of-the-art Receiving, Put away, Storage, Picking, Crating, Tracking and Shipping facilities using Exceed Warehouse Management System.

Shedded open floor space usable for project and other OOG cargo.

Packings & Removals Division offering Assessment, Packing, Local Transportation or Overseas Shipping.

‘On Site’ Leasable Offices – less than 7 km from Jebel Ali port.
Meeting the Needs
Top-Tier Warehouse Technology allowing for timely & accurate Reporting.
VNA Turret lifter capable of 10.5m
reach & 28 moves an hour.
Receiving Docks with Dock Levelers.
Racking accomodation over-height pallets.
Loose Cargo storage areas.
Climate Controlled Racked section.
Shedded Open Space for OOC.

Warehouse & 3PL
Self Storage

Friendly & Experienced staff.

Free Survey: assessing your needs = accurate & swift quotation with competitive pricing.

Vehicles with Hydraulic Tail Ramp for ease of loading/unloading.

Various types of packing:
for Local Moves as well as
International standards.

Shipping overseas offered through Trusted Third Party contractors.
Packing & Removals
Dynamic business model offers PERSONALIZED SERVICE to clients rather than consider them a number.

Convenient LOCATION for all Distribution Services: Near Jebel Ali Port & Free Zone as well as Sheikh Zayed and Emirates roads.

Warehouse Management System offers total control over inventory, accurate & timely reporting.

CLIMATE CONTROLLED environment in Self Storage & dedicated areas in Warehouse.

Leasable SUPPORT OFFICES with Electricity, AC, & reserved parking included in rent.

We speak English, Arabic, German, Filipino, & Urdu - hence communication is not a problem.
Key Benefits
Best Practices

We are committed to the the objective of ‘Getting it Right the First Time’.

KPIs for each division.

Customer needs are at the forefront of our management philosophy.

A ‘Dynamic’ workplace means that clients are encouraged to make constructive suggestions for the continued improvement of all our divisions.

Documented processes through WMS ensures system is adhered to at all links of the Supply Chain.

On-going Training Programs for all Staff in their respective disciplines.

We are committed to the the objective of ‘Getting it Right the First Time’.

KPIs for each division.

Customer needs are at the forefront of our management philosophy.

A ‘Dynamic’ workplace means that clients are encouraged to make constructive suggestions for the continued improvement of all our divisions.

Documented processes through WMS ensures system is adhered to at all links of the Supply Chain.

On-going Training Programs for all Staff in their respective disciplines.

We believe our customers are our Partners.
Mutual Trust, Transparency & Respect.
We will reward customer loyalty in every aspect of our business cycle.
Repeat business is definitely our Objective.
Every partnership is started with a win/win attitude.
Integrity in a business relationship must be respected.
We believe that honest and straightforward interaction breeds Partnership!

Client-centric Policy

Some Client (& Brands)

Some Products Handled

Note: IKEA also uses this Strategy Tool !
For those requiring:
Helpful Strategy Tool
"who/what/how (& NOT)?"
Implementation Plan
Execute Detailed Implementation Plan
Implement & Complete Processes
Strategic SHRM
Hiring
SOPs in place
Training


Implement
Implemented Policies
Technology Support Process
Implement Workforce Action Plan
Operate & Review Stage Plan
Facilities Approved
Post-Implementation Benefits
Review
Operate
& Review
Embed operating model & continuously improve
Programme Closure Report
Post-implementation Review
Operate & Review Stage Gate Review Report
Final Hand-Over Documentation
Knowledge Transfer Materials
Client Requirements

Often referred to watchwords in our corporate dictionary include ‘Partnership, Transparency, Flexibility & Integrity’.

Relationship Building between
the Team and our Clients.

SCALABILITY
PROFESSIONALISM
EXPERTISE
TECHNOLOGY
vision
mission
"Multi-Storage"
Self Storage
Racked & Loose storage
Shedded open floor space
Packings & Removals
‘On Site’ Leasable Offices
Customer-Centric
Long term storage = better rates + payment flexibility.

Climate controlled environment to 22-24C.

Convenient access timings

YOUR key – YOUR Room.

Swipe card access for added security.

24/7 surveillance system;
+ Fire detection & fighting systems.

Heavy Duty Lifts

Packing material available.

We’ve had the privilege of working with:
Thank You for
your Time
& Attention!
A CASE OF
AN INTERNAL
CONSULTANT
Examples
Strategy &
Assessment
Understand business need, generate insight, & provide options.
Design
Design operating model changes to optimize benefits realization
Build & test operating model changes to deliver benefits
Roll out operating model changes & plan subsequent benefits delivery
Transform
Framework
Life Cycle Diagram
DIAGNOSIS:
Market needs,
Competition,
SWOT analysis,
Positioning
Customer Proposition
Customer Testing Results
Customer Proposition Brief
Activity/Action Profiles (workorce, resources, work volume..)
Workforce-related Cost Data
Customer Segments
Risk and Controls Matrix
Detailed Business Case
Benefits Dependency Map
Construct Stage Plan
Organisation Structure Chart
Construct
Job Descriptions
Space Allocation Requirements
Destails of Selected Physical Locations
List of Components
Construction Project Plan Inputs
Technical Specs
Capability & Skills Framework
Business & Operational Processes
Implementation Plan
Execute Detailed Implementation Plan
Implement & Complete Processes
Strategic SHRM
Hiring
SOPs in place
Training


Implement
Implemented Policies
Technology Support Process
Implement Workforce Action Plan
Operate & Review Stage Plan
Facilities Approved
Post-Implementation Benefits
Review
Operate
& Review
Embed operating model & continuously improve
Programme Closure Report
Post-implementation Review
Operate & Review Stage Gate Review Report
Final Hand-Over Documentation
Knowledge Transfer Materials
Examples
SUSTAINABLE SUCCESS
STOR
ALL
... The Result of
Internal Consulting
Customer Service
FreeZone
Non-FreeZone
A-logistics co.
G-self storage co.
B-logistics co.
C-logistics co.
D-logisitics co.
E-logisitics co.
F-logisitics co.
E-logistics co.
F-logistics co.
H-self storage co.
I-self storage co.
K-self storage co.
H-self storage co.
X-logisitics co.
Y-logisitics co.
Z-logisitics co.
Strategic Positioning Matrix
Strategic Positioning Matrix
Fit-outs
FIRM
Full transcript