Management Consulting: Driving Corporate Performance Category Name

Venue : IIMB Campus
Last date for registration: 27 Feb, 17
Start Date : 09 Mar, 17
End Date : 11 Mar, 17
Early Bird Cut-Off Date : 16 Feb, 17
Residential Fee(excluding Service Tax) : Rs. 69,000
Residential Early Bird Fee(excluding Service Tax) : Rs. 65,550
Non-Residential Fee(excluding Service Tax) : Rs. 63,000
Non-residential Early Bird Fee(excluding Service Tax) : Rs. 59,850

Most of us beginning to develop our practice in management consulting may be convinced of the depth of our expertise that we have to offer and that it can make a difference to the clients. However the challenge is, to get the clients to buy into this. When closure is challenging or client relationship management becomes discomforting, we may feel lost and may seek ways to reverse the trend. It is against this backdrop of acquiring clients and more importantly retaining them is what sets the men apart from the boys! This programme provides the conceptual understanding and practical insights for all those who are new to the field of management consulting or are in the process of changing their role and orientation from line managers to consultants.

The programme theme includes:

• Trends in consulting

• Range of management consultants’ work

• The Practitioner Vs Manager dilemma

• Internal consulting

• Skills required in management consultants

• Roles consultants choose

• Customer engagement cycle

• CRM- best practices

• Assessing the balance of responsibility between consultant and client

• The Contracting Process- pay offs and pitfalls

• Organizing and managing client engagement

• Project management

• Understanding and dealing with resistance

• Diagnosis concepts

• Getting data and preparing for feedback

• Managing the feedback meeting

• Recommending solutions

• Developing competencies as a management consultant

• Understanding how to attract client

• Developing practical insights in the consulting process

• Initiating practices on retaining clients

The programme is specifically designed for all those who are beginning a life of a consultant and line managers who are now moving into consulting roles

Dr. S Raghunath is a professor of corporate strategy and policy at IIMB. He is an experienced, widely known business advisor and speaker. He has been offering professional services to a number of companies such as Cisco, General Electric, General Motors, IBM, Essar, HP, Metro Cash & Carry, Satyam, Wipro, SAIL, Tata Steel, Volvo and Ashok Leyland.

Dr. Raghunath is known for practical and real world approach to professional engagements. His consulting assignments have been in several areas: Business Strategy, Market Entry Strategy, Turnaround Strategy, Business Case for New Product Development, M&A Strategy, MNC Subsidiary strategy, competitive positioning, business growth and transformation of consulting organizations.

Dr. Raghunath has published several papers, case studies and book chapters. He has been quoted in publications such as Economic Times, Business World and Computer Today. He was also writing the strategy column for Business Outlook.

Dr. Raghunath is a Director on the board of several hi -tech companies, National Venture Capital Fund and chairperson India Board of Academy of International Business.


D Ashok is the CEO of Gossamer Solutions, Bangalore. He is also a guest faculty at the Indian Institute of Management Bangalore, in the areas of Business Process, Quantitative Methods & Information Systems. Immediately before this, he was an Executive VP at SISL and started up and headed a new division called Select Vertical Markets, addressing the needs of Manufacturing, Utilities, BFSI & Government verticals. Previously, he was a Partner in the Business Consulting Services of IBM Global Services, Bangalore and during his tenure led their CRM & Supply Chain Management practices and the Manufacturing & CPG Vertical. Prior to the merger with IBM, he was the Office Managing Partner, PwC and C&L - Bangalore.


Programme Charges*

Residential: Rs.69,000/-(subject to availability of rooms on campus)

Non-residential: Rs. 63,000/-

Early bird cut-off date: 16-Feb-2017

Residential: Rs.65,550/-

Non-residential: Rs. 59,850/-

Please Note * Please add service tax at prevailing rates to the programme fee. Group discount (10%) may be availed for a group of 5 or more participants from an organization for a programme, on upfront payment before the start of the programme.

All enrolments are subject to review and approval by the programme director. Joining Instructions will be sent to the selected candidates 10 days prior the start of the programme. Kindly do not make your travel plans unless you receive the letter from IIMB.

A certificate of participation will be awarded to the participants by IIMB.


Please logon to IIMB website for registering online. Do feel free to get back to us if you should have any clarification.

Executive Education Programmes

Indian Institute of Management Bangalore

Bannerghatta Road, Bangalore 560 076

Phone: +91 - 80 - 2699 3264 / 3475

Fax: +91 - 80 - 2658 4004 / 4050