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Agenda
 Discussion: Management Reports
 Discussion: Project Reports
 Discussion: Engagement Proposal
 Upcoming Events Review
 Project Planning/Management
 Questions
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Management Reports
Progress Report
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Submitted each week at a time TBD.
Purpose: Helps me address the needs of you and
your client.
Non-Disclosure Agreement
Engagement Proposal
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Management Reports
Client Weekly Update
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Purpose: Helps keep your client in the loop.
This is a template for your convenience. A
substitute can be used.
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Management Reports
Weekly Time Sheet
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Kept daily.
Submitted Weekly to the professor via email.
Purposes:
1. Helps track budgeted cost vs. actual cost.
2. Trains you to monitor your time.
(attorneys, consultants, accountants do it).
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Project Documents
Non-Disclosure Agreement
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Present to Client at First Meeting
Return to me after signing (no later than 2-24/25)
Purpose: Gives the client some assurance of
confidentiality which will help you get better
information.
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Project Documents
Initial Client Survey = Tool
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Use it to help you through the first meeting
nervousness.
Edit the survey to eliminate unnecessary items.
Probe…listen…probe…listen
If you don’t understand, say so. Don’t assume!
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Project Documents
Fact Finding Report
Due on 2-26-10
Purposes:
• Part of the Engagement Letter.
• Confirms your knowledge of the Client and the
Client’s Industry.
• Ultimately, forms the initial part of the Final
Report.
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Project Documents
Engagement Proposal
Purpose:
 Begins the project negotiation
 Ultimate objective: Define the terms of the
engagement.
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Project Documents
Engagement Proposal
Will describe:
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Preliminary Problem Definition
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Project Objectives
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Scope
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Data & Resources you’ll need
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Your Role
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Client’s Role
 Assumptions and Constraints
•
Work Products and Final
Deliverables
• Deadlines and Milestones
• Status Report Cycle
• Reviews and Sign-offs
• Reimbursement of Fees and
Expenses
• Engagement Proposal
Synopsis
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Project Documents
Engagement Proposal
Scope:
• Define exactly what aspects are included.
• Define exactly what aspects are NOT included.
This avoids unmet expectations of the client and
protects you from “Scope Creep”
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Project Documents
Engagement Proposal
Assumptions and Constraints
• “We assume XYZ will be able to scale up
production.”
• “To stay within budget constraints we will not
conduct interviews.”
Do the assumptions and constraints prevent you
from achieving the objectives? What then?
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Project Documents
Engagement Proposal
Work Products & Final Deliverables:
• Tell your client exactly what they will receive
as a result of your work.
• For example: “Oral and written reports that
discuss the feasibility of your new product by
analyzing the target market size, the price
points and your production capabilities.”
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Project Documents
Engagement Proposal
Deadlines and Milestones:
• The final report will be delivered on “X, 2010”
Project milestones include:
• Initial market report on “X + 15, 2010”
• Results of survey on price points “X + 22, 2010”
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Project Documents
Engagement Proposal
Status Report Cycle:
• An agreed upon period for updates to your client
• An agreed upon format for those updates
• This depends to a large degree on your client’s
wishes
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Project Documents
Engagement Proposal
Fees and Expenses:
• Detail what the client will pay for.
 Mileage, printing, research, etc.
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Detail how the client will be billed.
 Expense list presented prior to final report.
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Detail when the client pays you.
 At the oral presentation or before
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Project Event
Entry/Contracting Meeting
Objectives:
1. Establish Rapport
2. Get your Client’s Commitment
3. Set the Tone of your Relationship
4. Understand your Client’s Business
5. Establish Preliminary Problem Definition
6. Establish Preliminary Objectives
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What Will it be Like for your Client?
YOUR CLIENT WILL:
• Be nervous
• Feel uncomfortable
• Feel uncertain
COMPENSATE BY:
• Talking a lot
• Not talking enough
 You should take
control of the
conversation by asking
open-ended questions.
 Probing the client’s
answers.
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What Will it be Like for You?
YOU WILL:
 be nervous
 feel uncomfortable
 feel uncertain
COMPENSATE BY:
 Dress professionally
 Know your objectives
 Develop a discussion
outline
 Do industry &
environment research
 Remember-your client
wants you to succeed
 Practice
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Upcoming Events Review
• Client Presentations to class next Wednesday and Thursday.
• Arrange first client meeting ASAP after client selection.
• Fact Finding Report due: February 26th
• Executed Non-Disclosure Agreement due immediately after
1st Client meeting.
• Problem Definition & Issue Tree due: ENG 26th / BA 25th
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Getting it to Work –
Timelines & Project Work Plan
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Remember the objective!
Define tasks
Determine Skill Requirements
Assign Resources
Estimate Effort
Implement
Project Management Tools
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Excel GANTT chart
Define Tasks
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Develop issue lists
Determine work approach
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Hypothesis driven
Implementation driven
Deliverable timing
Task interdependencies
Milestones
Prioritization
Determine Skill Requirements
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Assess skill/competency requirement by
activity task -- Analysis
 Data collection
 Management
 Technical
 Administration
Assign Resources
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Match skill sets and experience
Consultants versus client staff
Availability
Workload issues
Development needs
Estimate Effort
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Task complexity
Task dependencies
Related milestones
Data availability and quality
Previous consultant experience
Resource skills and availability
Implement
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Final reviews
Team
Instructor
Client
Communicate work plan to all relevant
parties
Monitor performance
Update
GANTT Chart
The Key to:
 Project
flow
 Accountability
 Time Budgeting
 Resource Budgeting
 Progress Analysis
GANTT Chart
Feb. 9
Activity/Task
Get Non-disclosure agreement
signed by team and client
Client Meeting Team
Fact Finding Report
Research industry competitors
Research industry outlook
Write industry competitors section
Write Industry outlook section
Edit FFR
Submit FFR to Mr. Kurtz
Progress Report To Mr. Kurtz
Feb.10
Feb. 11
Feb. 12
Feb. 13
Feb. 14
Feb. 15
Feb. 16
Mike
Tami
Mike
Tami
Sue
Sue
Sue
Questions?
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