安达信咨询方法与工具资料库BCIE1.DOCVIP

PAGE3 Business Process Reengineering Methodology and Practice Development Issues Checklist I. Selling A. Globally 1. Who are our competitors? 2. What are our competitors doing? 3. How do we differ from our competitors? 4. How does our price structure compare with the competition? 5. What approach do we take in selling projects? B. How do we obtain leads? 1. Business developer 2. Networking with audit partners and managers 3. Previous engagement referrals 4. Other service line referrals C. What should happen at the initial meeting with the potential client? 1. Set the objectives for the meeting 2. Who from Arthur Andersen should attend? a. partner? b. manager? c. senior? 3. Identify what is driving the need for the project? a. market conditions 1. growth 2. declining revenue stream b. upper management pushing down project c. poor or declining financial results d. project managements desire to improve e. system enhancements f. commitment to be on the leading edge 4. What is the scope of the work being requested? a. departments of company affected b. analysis phase c. redesign phase d. implementation phase 5. What does management see as the benefits of this project? a. streamlined procedures b. improved customer service c. reduced payroll costs d. better cycle times e. cash flow savings 6. How does management intend to handle these benefits? a. reduced payroll through attrition b. layoff of personnel c. savings with no personnel reduction 7. What kind of change management issues may be faced on this job? a. long-time employees b. low-skilled versus highly-skilled employees c. effects from previous consulting projects d. legal restrictions (i.e. EEOC) e. company history 7. Why does the company believe an outside consultant is needed? 8. Who are the competing firms? 9. Is our contact a decision