Charting a Course The Kelley Consulting Academy

Charting a Course – The Kelley Consulting Academy Admitted Students Weekend 2007 1

The Kelley Consulting Academy • What is consulting? • What is the Kelley Consulting Academy? • What is the outlook for 2007? 2

The Kelley Consulting Academy • What is consulting? • What is the Kelley Consulting Academy? • What is the outlook for 2007? 3

What do consultants do? • Assist the largest companies in the world (and • • some smaller ones) solve problems The projects cover any aspect of business and directly utilizes many of the core concepts taught in the top MBA programs Many graduates enter consulting for the wealth of experience, resume boost, additional training, exposure to top talent in Fortune 100 companies and to secure a nice salary, often for a period of only 2 -3 years before securing nice positions in industry 4

The project work is quite varied and most firms play in all areas • Strategy – M&A, new products, market • • • expansion, exit of businesses, organizational redesign, turnaround management, etc. Operations – cost cutting programs, supplier consolidation, process flow analysis, merger integration, etc. Marketing – customer profitability analysis, overall campaign design, segmentation, conjoint analysis, etc. Financial – company valuations, risk assessment, cash flow forecasting, litigation support, etc. 5

The consulting industry is quite large (over $125 B and growing) • Mercer HR Consulting • Deloitte Human Capital • Watson Wyatt Worldwide • Melton HR (Buck Consultants) • Towers Perrin H. R. $7 B • Hewitt • Towers • Mercer (WM) • Wyatt • Aon BENEFITS $5 B • Deloitte • Mc. Kinsey • IBM • CGE&Y • BCG • Bain Strategy Firms to Watch • Navigant Consulting • Diamond Consultants • Tata • Aon Consulting IT $61 B Strategy $20 B Operations $27 B • IBM • Mc. Kinsey • Deloitte • CSC • EDS/ATK • Booz Allen BAS $40 B • CSC • TSC • First Consulting • EDS • IBM • CGE&Y • Deloitte • HP • Accenture IT Firms to Watch • Sierra Systems Group • Hitachi Consulting • Diamond Consultants • Infosys Consulting • KPMG • PWC • Ernst & Young • Deloitte • Huron • FTI 6

The industry snapshot statistics • The top 50 consulting firms account for • • approximately 70% of the revenue but only 40% of the employees There are over 600 consulting firms in the U. S. alone (many are small, niche firms) – and we maintain a database of all of these firms and their websites Average starting salaries are near $110 -130 K and average partner starting salaries (normally about 7 -8 years post MBA) are near $350 -400 K. Average partner salaries are normally between $500 K-$1 million+ 7

Kelley MBAs have placed in top consulting firms and done well… Representative firms recruiting & top alumnus level • Accenture - Partner Over 300 current • AT Kearney - Partner alumni in the world’s largest consulting • Bearing. Point - Director firms • Boston Consulting Group - Partner • Booz Allen Hamilton - Partner • CGE&Y - Partner • Deloitte - Partner • Huron Consulting – V. P. and Managing Director • IBM Consulting - Partner • Mc. Kinsey – Partner 8 • Pricewaterhouse. Coopers - Partner

Kelley graduates entering consulting historically garner the highest salaries In 2006, 12 Kelley students entered consulting at over $125 K Source: GCS Website (includes signing bonus) Note: 2006 is preliminary data 9

Consulting is not for everyone – there are specific skill requirements • Analytical horsepower – can handle ambiguity; • • comfortable solving problems; overall high intellect Interpersonal skills – enjoys working in teams; seeks to develop others through process Commitment – willing to work hard to have high impact for clients; not a “complainer” 10

Even a short career in consulting has benefits • Become an expert problem solver • Make a good salary • Meet incredible people (network for life) • Build your resume (credibility for life) It is a great stepping stone for any career! 11

The Kelley Consulting Academy • What is consulting? • What is the Kelley Consulting Academy? • What is the outlook for 2007? 12

Mission and Vision of the KCA • Mission – to prepare, promote and place top students in consulting • Vision – to be the #1 source of consulting talent of all the public universities and place over 25 outstanding students in consulting firms every year 13

The origins of the KCA date back over 10 years • Created in 1994 -1995 by John Boquist; Idie Kesner and Tom Lenz took over in 1996 and Mike Metzger replaced Tom Lenz in 1999. Paul Friga came on board in 2002 and Shari Rogge-Fidler in 2003 -4. • Originally called the Management Consulting Academy and The Management Consulting Club • Averaged 15 consulting placements a year with a peak of 30 in 1999 (preburst) and 24 in 2005, 26 in 2006, and estimated 25 for 2007 14

Backgrounds of the leadership team • Dr. Paul Friga – Clinical Associate Professor – Mc. Kinsey & Pricewaterhouse. Coopers – MBA and Ph. D, The Kenan-Flagler School of Business at the University of North Carolina – Author of The Mc. Kinsey Mind and consultant to many top consulting firms and Fortune 100 companies • Other faculty involvement: Dr. Idie Kesner, Shari Rogge-Fidler (BCG and Harvard MBA) and Joel Rubin (Mc. Kinsey) 15

We have a stellar Board of Advisors Accenture Consulting Todd Blake, Partner Recruiting Visits Mentoring Programs Host Project Teams Alvarez & Marsal David Carlson, Managing Director A. T. Kearney Inc. Mike Hales, Principal Bearing. Point David Mustin, Director Boston Consulting Group Thorsten Schuett, Vice President Booz Allen Hamilton Peter Sullivan, Director Aon Consulting Piyush Chaudhari, Senior Vice President Deloitte Janet Foutty, Partner Diamond Cluster Bill Abbott, Partner Huron Consulting David Hanfland, V. P. & Managing Director IBM Consulting Bruce Anderson, Partner Infosys Tony Gerth, Practice Leader Pricewaterhouse. Coopers David Pittman, Partner Mc. Kinsey & Company Roland H. John, Principal Grant Thornton Marti Kopacz, Managing Principal 16

We offer more consulting specific courses than any other Top 20 business school AIW 3 Consulting Practicum W 551 Managing a Client Engagement W 550 Overview of Management Consulting Academy Intensive Week (AIW) 2 Interpersonal Skills and High Impact Pro-bono Project Academy Intensive Week (AIW) 1 – “Special Forces Boot Camp” 17

The new consulting minor allows for tailoring of service areas MANAGEMENT MAJOR Students select 2 of 3 Minors Strategic Management Minor Consulting Minor 11 Electives 16 Electives Developing Strategic Capabilities (J 501)* Service Mgmt Strategies (J 503) Strategic Mgmt of Tech & Innovation (J 522) Venture Strategy (W 511) Org Develop & Change (W 516 ) Turnaround Management (W 520) Org Design Alternatives (W 532) Strategic Competitive Analysis (W 576) High Performance Org (W 577) Managing M&A Process (W 578) Align Bus & HR Strategy (Z 519) Management Consulting (W 550)* Managing Client Engagement (W 551)* Strategic Client Practicum (X 577 ) Developing Strategic Capabilities (J 501 ) Game Theory (G 570 ) Statistics With Large Datasets (G 552 ) Applied Marketing Research (M 503 ) Marketing Performance (M 511 ) Power, Persuasion & Negotiations (W 505 ) Managing M & A Process (W 578 ) Basic Decision Models (K 507 ) Crisis Management (W 513 ) Strategic Choices in Operations (P 540 ) Supply Chain Management (P 561 ) International Business Minor 6 Electives D 503* Int’l Bus Environments D 504* Int’l Bus Operations D 594 Int’l Comp Strategy D 595 Int’l Management Z 594 Int’l Org Behavior X 576 Kelley Int’l Perspectives * Required Courses 18

AIWs (Academy Intensive Weeks) AIW 1 – Oct Y 1 AIW 2 – Feb Y 1 • Intense introduction to the industry • Deep dive into consulting skills development with focus on interpersonal impact and teamwork • Consulting skills toolkit • Team competition on the consulting industry • High Impact Pro-Bono project • Trips to visit consulting firms • Guest speakers AIW 3 – Sep Y 2 • Actual projects with top firms • Hired as “mini interns” • All expenses included for visits to different cities for 1 week 19

AIW 3 Consulting Project “Mini Internships” - 2006 Firm Project Team Location Deloitte Consulting Indiana Health Industry Forum Chris Cannon, Mangesh Ingle, Jatin Karani, Ashok Tyagi, Rahul Uppal Indianapolis, IN Diamond Consulting Internal Strategy Todd Gritton, Abhisek Hazarika, Aaron Jaynes, Manoj Nimbalkar, Josh Surething Indianapolis, IN Huron Consulting United Way Shilpi Gupta, Amit Pathania, Akhilesh Sah, Ziming Wu Chicago, IL IBM GBS Internal Strategy Eric Kurdziel, Choky Sarwoadhi, Andrew Thompson Chicago, IL Pw. C Change Management Hailin Guan, Prakash Lenka, Karthik Palaniappan, Josh Poelstra Chicago, IL Pw. C Competitive Landscape Hans Singh, Charlie Veers, Ken Yamamoto San Francisco, CA Pw. C Internal Strategy Neeraj Jaisingh, Han-Lin Kuo 20 San Francisco, CA

The Consulting Academy maintains a highly rated website and marketing strategy: http: //kelley. iu. edu/kci Facebooks Christmas Cards www. kelley. iu. edu/kci 21

The Kelley Consulting Academy • What is consulting? • What is the Kelley Consulting Academy? • What is the outlook for 2007? 22

The overall consulting recruiting market is strong “MBA Recruiting Nears Record Levels” Consulting firms returned to American business schools in a big way this academic year, some recruiting at record levels. Expect competition to intensify next year as firms prepare to hire even more MBAs in 2005 -2006. The result is a battle not seen in years for on-campus talent. - Consultants News 23

The following firms will be visiting campus and interviewing students 1. ABG Consulting 2. Aon Strategy Consulting 3. A. T. Kearney 4. Alvarez and Marsal 5. Bearing. Point 6. Deloitte Consulting 7. Design Forum 8. Diamond Management and Technology Consultants 9. Huron Consulting 10. IBM BCS 11. Pricewaterhouse. Coopers 12. Wipro Technology • Other top firms review resumes, visit campus and do phone interviews for • the first round (Mc. Kinsey, Bain, Booz Allen, Accenture, CMD, etc. ) And others in discussions and planning as we speak…watch for updates on GCS and KCA websites 24

Key Activities – Fall 2007 • Happy Hour – August • AIW 3 “Mini Internships” – August 27 -31 • Consulting Day – September 6 -7 • Consulting Golf Outing – September 7 • First Year “Case Off” – October • Case Crackers – ongoing • AIW 1 – October 15 -19 • Trip to Chicago/Alumni Reception – October 18 • Tailgate - November 25

What are the rewards of actively participating in KCA? 1. Greater degree of preparation & skill development A. Enhanced performance on case interviews B. Enhanced performance in case classes C. Enhanced performance after the MBA program (improved analytical skills applicable to any job) D. Special access to state-of-the-art resources (e. g. $3 K library) 2. Greater interaction with the Academy Directors, GCS & case coach A. Paul Friga (KCA Director) B. Shari Rogge-Fidler (Director of Interview Preparation) C. Carolyn Wiethoff (KCA Advisor) D. Idie Kesner (KCA Advisor) E. Mike Metzger (KCA Advisor) F. Tom Lenz (KCA Advisor) G. Joel Rubin (k. CA Advisor) 3. Improved chance of being listed on the internally generated “pref lists” 4. Trips to visit the firms 5. Full web site privileges (resume placement, alumni database, on-line directory, etc. ) 26

Work hard, play hard… 27

What are your questions? 28

Thank you… Charting a Course – The Kelley Consulting Academy The Kelley School of Business Dr. Paul Friga – pfriga@indiana. edu 29