Superior Systems

&
Capitol State
Chemical Case Study
GROUP 6
SECTION C
Alister D Souza
Anindita Chakraborty
Ankit Agarwal
Isha Dwivedi

Promiti Banerjee
Sherry Jindal
Shreshtha Malhan
Souhardya Banerjee

The Consulting Framework

The consulting framework focuses upon assessing the needs of the client,
mapping them with our own capabilities, developing methodologies and
frameworks and with the help of those achieving the end objective by
delivering value for money.
1. Organizational focus deals with assessing clients needs and objectives
thoroughly.
2. Capability Focus refers to assessment of our capabilities, strengths and
talents so that we can decide on taking up the project.
3. Key Enablers are the required frameworks, methodologies and models
that need to be designed to approach for the solution of the clients
problems
4. End Objective refers to delivering the required services keeping in mind
the value for money.
Organizational
focus

Capability
focus

Key enablers

End objective

Department Responsible For Marketing And

Its Skills
The Marketing-cum-Sales department is responsible for bringing the initial
leads to the company but after that the entire negotiations, meetings and
discussions are done combined team of consultants, technicians and
marketing personnel
Skills Required:
1. Thorough understanding of the clients company, background and
function
2. Agility to follow up and look for opportunities
3. Patience to do follow-ups, cold calls etc.
4. Good communication skills

Converting Leads To Specific Proposals

The entire process involves the contribution of each and every
department.
1. Consultants:
The people who analyze the requirements, do
background research and also dig into the details of clients
requirements so that better understanding the problem can be done.
2. Technical experts: The people who can analyze the technical
requirements, their own companys capabilities and feasibility to
deliver the solution.
3. Marketing experts: Follow-ups and other information providers.

Methods for Sales-cum-Marketing of

services

1. Word of mouth
2. Cold Calls
3. Elevators pitch
4. Responding to tenders
5. Cross selling with other businesses in the firm
6. Social media

Objectives of the Case Study

1. The skills required for getting leads and the conversions
to a successful clients.
2. Importance of deep understanding of requirements of
clients so that problems can be assessed in the better
way
3. Analyzing our own capabilities before jumping to a
commitment

Background Information About The Client

Organization

What hardware or software they use?

Their customers and their exact business

What IT consulting services are they using?

Culture of the organization

What is the role of each employee involved in the project?

Cross functionality of teams

Assistance to be provided client

What are clients expectations

Focus Of The First Interaction Meeting

Clients understanding of the IT consultancy services

The co-ordination process with the clients employees

What is the specific requirement

Clients business and their expectations

What is the role of IT Team of the client in the project

Interface with other departments

Current IT projects in the company

Risks that the client foresee

Interaction with the technical team of the client

Selection Processes By Client

Organizations

Sole-Source Procurement

Selection from a list of prequalified candidates

overall experience

time available

understanding of project objectives

relevance of education and experience of probable staf

creativity exhibited by the consultant for the proposed

project

Selection based on response to RFPs

Expected Perception Conflicts

Resistance in sharing information

Accountability for decisions

Real needs vs. perceived needs

Conflict between the business analyst and the users

usually happens when consultant tries to propose a new

or a modified approach to the current process

Changing needs

List of Concerns

Defining
Terms of
Reference

Clients expectations from the assignment

the scope and criteria against which the
completeness of the consulting assignment
will be judged

Defining
Deliverable
s

provide an opportunity for the Client

organization to take cognizance of the progress
of the assignment and intermediate outcomes

Defining
Schedule

whose estimate of the time required for the

assignment

Modes Of Consulting Project Execution

Client Expectations are met through following phases of
Project Execution -

Discove Clients expectations are unearthed

r

shape, form and boundaries are given to these

Define expectations
activities are undertaken to meet the defined
Deliver expectations

Salient Learnings

investigation needs to be undertaken objectively, and its

findings confirmed through diferent sources, including cues
received during initial interactions with the Client

Consultants should over invest time in internal organization

analysis

Detailed data collection should be done to increase Client

confidence in the proposed solution