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High-Value IT Consulting: 12 Keys to a Thriving Practice
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2 Identify and evaluate different solution alternatives 3 Choose a specific solution, or a class of solutions 4 Contact vendors and consultants qualified to offer the type of solution the organization has in mind, or solicit bids through the RFP or quote process 5 Evaluate the consultants contacted, or the proposals from those who have chosen to respond to an RFP or submit a quote or proposal 6 Select a consultant to supply the solution, negotiate the agreement, and implement the solution The more people involved, and the greater the scale and scope of the project, the more ritualized the process by which the organization arrives at a decision Figure 6-1 shows schematically that information flows to the project s ultimate decision-maker through a series of screens, represented by one or more individuals in the client organization who perform a ritualized role in making a project decision
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The decision-making roles and information flow in the client organization
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The Client Decision-Making Process
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It would be a stretch to think that a company might post a detailed document called How We Make Decisions on its web site for open and free download Even to extend the chapter s opening anecdote, it would be incomplete to say that a mere reading of Rommel s book is what enabled Patton to deploy his troops to first blunt and then counterattack the Germans at El Guettar To know what to do with what Rommel wrote, Patton first had to know how armies in general, and the German army in particular, operated It was this deeper insight, born of years of constant study of the patterns in how a body of armed men trains, supplies itself, moves, and fights that allowed Patton to draw from Rommel s book an accurate th insight into how the 10 Panzer might deploy against his less-experienced American troops It is a similar scale study of the decision-making patterns in organizations in which a consultant performs project work that leads a consultant to know what to expect, and how to get the knowledge needed for a decision to the right decision-maker at the right time and in the right format In the armed forces, they call it logistics Let s look at the different decision-making roles to understand their role in an organization s ultimate decision
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The Gatekeeper s Role: Is It Right
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As stated earlier, a decision normally is made by one person However, that person is influenced by the opinions and needs of others As well, information provided to the decision-maker flows through other people, who screen it against their particular needs and roles These other people can seldom say yes to a proposal, but they can and do have the ability to say no One such role is that filled by an individual who screens information or vendors, thus acting as an access point in the organization Such an individual can be the person whose name is on the RFP document, or a purchasing officer, or a line manager There may be more than one person with whom you are dealing who fills this role, and someone who acts as a gatekeeper can fill other roles as well, including that of decision-maker Gatekeepers can say no, but seldom yes to your proposal In other words, gatekeepers can recommend or prefer, but rarely decide or act Often, your first contact in a client organization is a gatekeeper Gatekeepers can also be IT architects, IT analysts, database administrators, other IT consultants, financial officers,
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High-Value IT Consulting: 12 Keys to a Thriving Practice
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human resources people, lenders, funders, regulatory authorities, elected officials, analysts, and lawyers A gatekeeper will evaluate a proposal based on whether it meets specifications, policies, or criteria Consultants often find gatekeepers among accountants, engineers, and lawyers acting for their clients, managers responsible for risk assessment, and municipal or corporate administrators receiving bids or proposals Gatekeepers have to sign off on detail, and do so primarily on the basis of facts, figures, and specifications Passing the value of your proposal through a gatekeeper in order to meet a person deeper in the decision process, or to get that portion of your agenda on the table, means building a rational case, and checking off the items on the gatekeeper s list of criteria There can be more than one such person, and indeed, the ultimate decision-maker can sometimes fill this role as well, especially in small companies
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