Unit 1: Principles of consultancy
IT Consulting notes · PTU syllabus (MBA 945-18)
On this page
Unit summary
IT consultants help organisations choose, implement and benefit from technology. This unit covers an overview and the principles of consultancy, the role and competencies of consultants, consultancy models, and technology management and technology life cycles.
After this unit you can
- Explain the nature and principles of consultancy
- Explain the role and competencies of IT consultants
- Compare consultancy models
- Explain technology management and technology life cycles
PTU syllabus topics
- Overview and principles of consultancy
- role and competencies of consultants
- consultancy models
- technology management and technology life cycles
Expertise
Technical and industry knowledge
Diagnosis
Find the real problem
Communication
Listen, present, write
Relationship building
Trust with the client
Project management
Deliver on time
Topic 1
Overview of consultancy
- Management consulting: an independent professional advisory service that helps managers and organisations achieve their purposes by solving problems, discovering opportunities, enhancing learning and implementing changes (ILO, Milan Kubr).
- IT consulting: advising on IT strategy, architecture, systems selection, implementation, digital transformation, cybersecurity, cloud, data and AI, and managed services.
- Industry: global firms (Accenture, Deloitte, IBM), Indian IT services firms (TCS, Infosys, Wipro, HCLTech), boutiques and independent consultants.
Topic 2
Principles of consultancy
- Independence and objectivity, client focus, confidentiality, professional competence, evidence-based advice, collaboration with the client, transfer of knowledge (building client capability), accountability for results.
- Consultants advise; clients decide and remain responsible for decisions.
Topic 3
Role and competencies of consultants
Expert
Provides specialist knowledge and solutions
Advocate
Persuades the client towards a course of action
Trainer and educator
Builds client skills
Collaborator in problem solving
Works jointly with the client
Process specialist
Helps the client see and improve its own processes
Fact finder
Gathers and analyses data
Objective observer
Raises questions for reflection
Technical
Domain and technology knowledge — ERP, cloud, security, data
Analytical
Problem structuring, data analysis, business case building
Interpersonal
Listening, influencing, facilitation, negotiation
Project management
Planning, delivery, risk
Business acumen
Understanding client industry and strategy
Ethics and integrity
Topic 4
Consultancy models
Purchase of expertise (expert model)
Client buys a defined solution or analysis
Specifies the problem; receives answers
Doctor–patient model
Consultant diagnoses and prescribes
Describes symptoms; accepts prescription
Process consultation (Schein)
Consultant helps the client diagnose and solve its own problems
Active partner; builds capability
- Delivery models: project-based, retainer, staff augmentation, managed services, outcome-based contracts.
Topic 5
Technology management and technology life cycles
- Technology management: planning, acquiring, developing, deploying and retiring technologies to support business strategy.
- 1Research and development
Emerging technology
- 2Introduction
Early adopters, high cost, uncertain standards
- 3Growth
Rapid adoption, dominant design emerges
- 4Maturity
Standardised, cost-focused
- 5Decline
Replaced by new technology
- S-curve: performance of a technology improves slowly, then rapidly, then plateaus — a new S-curve may overtake it.
- Hype cycle (Gartner): innovation trigger, peak of inflated expectations, trough of disillusionment, slope of enlightenment, plateau of productivity — consultants help clients time adoption.
Key terms
- Management consulting
- Independent professional advisory service
- Process consultation
- Helping clients solve their own problems
- Technology life cycle
- Stages of a technology from emergence to decline
- S-curve
- Pattern of technology performance improvement
- Hype cycle
- Gartner's model of expectations around new technologies
Quick revision
- Consulting definition (Kubr); IT consulting services; industry players.
- Principles: independence, client focus, confidentiality, competence, knowledge transfer.
- Lippitt roles; competencies.
- Expert, doctor–patient, process models; delivery models.
- Technology management; life cycle; S-curve; hype cycle.
Important exam questions
Practice questions written to the PTU exam pattern for this unit's syllabus: short answers (Section A style) and long answers (Sections B and C style).
Short-answer questions
- Q1.Define management consulting.
- Q2.State four principles of consultancy.
- Q3.Name four roles of a consultant.
- Q4.What is process consultation?
- Q5.State the stages of the technology life cycle.
- Q6.What is the hype cycle?
Long-answer questions
- Q1.Explain the nature and principles of consultancy.
- Q2.Discuss the roles and competencies of IT consultants.
- Q3.Compare consultancy models.
- Q4.Explain technology management and the technology life cycle.
Stuck on this unit?
Message SBS on WhatsApp for help with IT Consulting, or to ask about studying MBA at Synetic.