1. May 1, 2013

2. 2
Lessons I have learned…
Understand the Problem
Understand the problem from your client’s viewpoint… both
organizational and personal.
Listen! Listen! Listen! Discuss what you heard.
Then write a clear statement of Objectives and Scope.
• Objectives: What you will accomplish.
• Scope: The boundaries/limits of what you will do, e.g. global regions.
Do the Research
The Creative Phase of Research
A.) Formulate the framework for research.
• What information is needed (not limited by what you believe you can do).
• Define terms so that all stakeholders will understand the relevance.
• Determine your sources…free and purchased.
B) Organize your findings in a standardized data base.
Definition of terms is the most common weakness.
The Critical Phase of Research
C) Establish evaluation criteria
D) Assess and rank the findings according to the criteria
The client must agree on the criteria.
Solve the Problem
Facts are derived from research.
Solution emerges from understanding the relevance of the facts.
No substitute for experience for this step.
Communicate the Solution
At least 50% of success is how well you communicate your solution.
• Presentation format
• Word selection
• Figures, Charts, and Graphs (“A picture is worth a thousand words.”)
Review Re-write! Review Re-write! Review Re-write!

3. 3
Future challenges…
Globalization
More and more clients seek global solutions that require knowledge of
global markets.
Is there a credible alternative to boots on the ground?
Networked organization
A broad network must be available to quickly plug-in to add skills as
needed… “rent not buy” to achieve a viable cost structure.
How can start-up inertia for outside assets be efficiently managed?
Evolving capabilities
What is excellent now is obsolete within a few years.
Continuous development of consulting products and services is
necessary as clients learn from us and bring capabilities in-house.
Communication without
travel
In-person communication remains the gold standard, but the associated
time and cost demands increasingly effective alternatives.
How can continuous updating of communications technologies be
accomplished cost-effectively?

4. ZENeSYS Consulting
52 Waltham Street
Lexington, MA, USA 02421
T. 781.325.1774
E. ssen@zenesysconsulting.com
www.ZenesysConsulting.com
Business Innovation Consulting LLC
15 New England Executive Park
Burlington, MA, USA 01803
T. 781.581.5700
E. ralphcolello@bicvalue.com
www.bicvalue.com
BIC and ZENeSYS have partnered on a number of assignments.