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1、Structured Problem Solving but both can workThe “theres a pony in here somewhere” approachThe structured analytic approachPotential for rich powerful solutionsScurry around analyzing tons of data to see if you can find something usefulGet the dataPotential for good (and mixed) solutionsDefine proble
2、m and hypothesesCapgemini - All rights reservedConsulting Skills WorkshopDefining the issue is the first step in the journey to final recommendationsDevelop Conclusions and Make Recommendations to ImplementFind InsightsAnalyse DataGather DataForm HypothesesSo what? aha, new thoughtWhat you should do
3、 and howDefine the IssuesWhat are the questions keeping you awake at night?Factual information gathered to prove or disprove hypothesesAnalyse what the data tells usStatements that provide direction and structure for the analysisCapgemini - All rights reservedConsulting Skills WorkshopHypothesis for
4、mation ensures that our analysis is focused on our clients problemForm HypothesesDefine the IssuesGather DataAnalyse DataFind InsightsDevelop Conclusions and Make Recommendations to ImplementSo what? aha, new thoughtWhat you should do and howWhat are the questions keeping you awake at night?Factual
5、information gathered to prove or disprove hypothesesAnalyse what the data tells usStatements that provide direction and structure for the analysisCapgemini - All rights reservedConsulting Skills WorkshopHypotheses are developed in three steps What are the real strategic issues? What is the impact on
6、 the organisation? What are the priorities? We think . . . It looks like . . . The right answer may be . . . The options could be . . . We believe this to be true . . . A series of statements, not yet backed by data Based on initial data search or expert opinionsA number of assertions need to be tru
7、e for a hypothesis to be valid.Is there a market for white label insurance products? Direct channels are growing Retailers have a strong channel and brand There are existing productsChubb Insurance can access new business by using the brand strength of Tesco resulting Is low cost of acquisition and
8、profitable businessDefine the questionReview and Describe Multiple AssertionsForm the hypothesis123Consulting Skills WorkshopA hypothesis should identify not only the issue but also the cause and the impactThink through these three stages as you create a hypothesis to help you plan out how you will
9、test it:What is the issue?What is the underlying opportunity? Where is the advantage?What do you think causes the issue?What are the key drivers of the process?What is the impact of the issue?How can we tell there is an opportunity?Why do we care?“x is an opportunity .”“due to.”“resulting in.”Consul
10、ting Skills WorkshopThe Structured Problem Solving Process covers the life cycle of a consulting engagement Define the Problem Structure the Problem Develop a Hypothesis Execute the Analysis Develop a Recommendation Create the Communication Deliver Communication Follow Up with ClientCovered in curre
11、nt moduleCovered later in the weekCapgemini - All rights reservedConsulting Skills WorkshopThe Basics - Problem Solving ApproachCapgemini - All rights reservedConsulting Skills WorkshopDEFINE THE PROBLEMSTRUCTURE THE ANALYSISFIND THE SOLUTIONOur problem solving approach produces results through answ
12、ering a simple series of questions Is there a problem or opportunity? If so where does it lie? Why does it exist? What could we do about it? What should we do about it?Fine, but IWIK H2 do this.Capgemini - All rights reservedConsulting Skills WorkshopSource: Barbara Minto, “The Pyramid Principle”.Al
13、ways ask: “Are they Mutually Exclusive and Comprehensively Exhaustive (MECE)?”Logical pyramids are basic tools for this approach, helping you to define, structure and solve the clients problem 1. Ideas at any level in the pyramid must always be summaries of the ideas grouped below them2. Ideas in ea
14、ch grouping must always be the same kind of idea, and they must answer the same question implied by their summary3. Ideas in each grouping must always be in a logical order:Main AssertionKey LineDeductively or inductively Trace course or time orderDivide or structural order (e.g., Sales, Marketing,
15、Manufacturing, etc.)Classify or degree order (e.g., most important, 2nd most important, etc.)Capgemini - All rights reservedConsulting Skills WorkshopLogical pyramids increase the effectiveness of problem solving, results delivery and communicationVertical structure Horizontal structure Key line / n
16、arrativebut help ensure thorough analysiswhile decreasing complexityand increasing the power of presentations Logical pyramids have simple rules The effectiveness of our work depends heavily on how compellingly we can argue that the solution we put forward serves the client best The reasoning we have to apply to come to our solution
