Examining the success factors required in managing a sustainable one-man consulting business in the telecoms sector Harvard Case Solution & Analysis

Although the consulting industry currently operates in a mature phase there is evidence that small firms better respond to the new economic challenges and adapt their business and processes to survive any business cycle that place pressure on an industry that is vulnerable to economic fluctuations.

Finally, it is recommended that further evaluations of the one-man consulting industry be done to measure the change of success over time in order to understand the next stage in the life cycle of this small industry. To gain further insight into new success factors that will contribute to the relative attractiveness of this industry over time. And to provide and guide small business consultants with future strategies in shaping their survival in this competitive space.

Key words:

One-man consulting

Factors for Success

Management Consulting

Resources

Personal Attributes

Competencies

Sole-practitioners

Business Resources

 

Examining the success factors required in managing a sustainable one-man consulting business in the telecoms sector Harvard Case Solution & Analysis

 

 

 

 

 

 

 

 

 

 

Table of content

Declaration  ii

Acknowledgements  iii

Abstract iv

List of Figures  1

Abbreviations and Definitions  2

CHAPTER ONE: INTRODUCTION AND BACKGROUND   3

1.1            INTRODUCTION   3

1.2            AIM OF RESEARCH   6

1.3            ASSUMPTIONS AND DELIMITATIONS   6

1.4            PROBLEM STATEMENT  6

1.5            Research questions   6

CHAPTER 2 LITERATURE REVIEW    8

2.1            What is Consulting?  8

2.2            What is Management consulting?  9

2.3            Cunsultancy demand in ORAGNZATION   10

2.4            Types of Consultancies   11

2.5            The role of the consultant  11

2.6            Business Consulting World   12

2.7            Career characteristics   14

2.8            Factors for success   14

Chapter: 3 Research Methodology  21

3.1            RESEARCH DESIGN and Methodology   21

3.2            Population and sample   21

3.3            DESIGN OF DISCUSSION FRAMEWORK   22

3.4            DATA COLLECTION AND ANALYSIS   22

3.5 Questionaire   23

CHAPTER 4- Discussion of the Findings  25

4.1            PROFILE OF INTERVIEWEES   25

  26

4.2            CONCEPTUAL PICTURE OF FINDINGS   27

4.3            INDUSTRY aNALYSIS   28

4.3.1        Success factors   29

4.3.1.1    PERSONAL BRAND   29

4.3.1.2    KNOWLEDGE AND EXPERIENCE   30

4.3.1.3    sPECIALISATION   32

4.3.1.4    SKILLS   34

4.3.1.5    PERSONALISED AND FLEXIBLE APPROACH   36

4.3.2        RESOurce factors   37

4.3.2.1    NETWORKING   37

4.3.2.2    MARKETING OF SERVICES   40

4.3.2.3    ACCESS TO INFORMATION   43

4.3.2.4    TRAINING   43

4.3.3        CHALLENGES IN THE INDUSTRY   44

4.3.3.1    Time Management  44

4.3.3.2    Fees   45

4.3.3.3    Credibility   45

4.3.3.4    Business Acumen   46

4.3.4        route to a successful business   47

4.3.4.1    The Market  47

4.3.4.2    The business   47

4.3.4.3    One-man consulting vs Global Companies   49

CHAPTER 5 CONCLUSIONS AND RECOMMENDATIONS   51

5.1            limitations   53

5.2            Summary of the rESEARCH   53

REFERENCES   55

APPENDIX A: INTERVIEW PROFILES   63

APPENDIX A: QUESTIONNAIRE   64

APPENDIX B: PARTICIPANT CONSENT FORM   66

 

 

 

 

 

 

List of Figures

 

 

                                                                                                                       Page

 

Figure 1:         Specialisation Groups                                                                     21

 

Figure 2:         Network Groups                                                                   24

 

Figure 3:         Framework of key success factors                                                37

 


 

Abbreviations and Definitions

 

 

ICT                              Information, Communication and Technology

Information Communication Technology (ICT) is an umbrella term used to encompass all rapidly emerging, evolving and converging computer, software, networking, telecommunications, Internet, programming and information systems technologies.

 

ITU                              International Telecommunications Union

ITU is the United Nations specialized agency for information and communication technologies.

 

EIU                              Economic Intelligence Unit

      The Economist Intelligence Unit (EIU) is the research and analysis division of The Economist Group and the world leader in global business intelligence.

 

 

 

 

CHAPTER ONE:
INTRODUCTION AND BACKGROUND

 

1.1  INTRODUCTION

(Timmons and Spinelli, 2008), notes that more than twenty percent of new business ventures fail within the first year of operation, and sixty-six percent fail within six years. The contribution of small business to an economy is an important factor and it is an important source of innovation where newest inventions find their way into the market. Small businesses are big contributors of jobs and they thrivevirtually in every industry. It can be seen over the last ten years that large businesses specifically in South Africa continue to downsize and small businesses accounted for virtually all of the job growth.

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