Business Communication

Why are proposals important for consulting firms?

• They enable future business

• It's a simpler form of a statement of work (SoW).

• It gives junior consultants practice working with clients.

What is the "approach" section of a statement of work (SoW)?

• It is the tactical-level (100 ft) view of the project

• It is the higher-level (10,000 ft) view of the project

Question 3

Why is there a "joint accountabilities" portion of the proposal or SoW?

• The client may have specific requests

• The client needs to do some work too

• There may be requests that cannot be handled by the consultant

What is one of the benefits of a junior consultant working on a proposal?

• You meet new partners and learn about different projects/clients.

• It gives you client utilization and keeps you billable

onsulting firms are often organized internally by function, and externally by industry. Why?

• Clients are typically organized by industry (e.g., energy, financial services)

• Clients are typically organized by function (e.g., IT, marketing, sales)

When you are starting a presentation, why is storytelling importnat?

• You explain WHEN the story takes place

• You explain WHY the story is important

• You explain WHO the story is about

How is storytelling (in a business, or consulting context) different from storytelling in the movies or television?

• Movies and television shows have a bigger budget

• Consulting presentations should have low or no drama

• Consulting presentations do not have a protagnoist (main character)

What does it mean the the presentation should be "fit for purpose?"

• The presentation should have some ESG (environmental, social, governance) purpose, not just focused on profits

• The presentation time should be short enough that it leaves time for questions and answers

• The presentation should be specific for that use

Question 4

When creating a presentation or written document, what are the 4 metaphorical "hats" that you wear? Madman (brainstorming), _________ (structuring), carpenter (doing the work), judge (editing)

• accountant

• publisher

• architect

What the main point of the 'pyramid principle'?

• End with the executive summary

• Start with the executive summary

• Repeat the executive summary throughout the presentation