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Module 3.1: LEADERSHIP

OBJECTIVES

The objective of the course is to provide students with the essence of leadership. The focus is on leadership principles and the behavioural aspects of the leadership function. The specific context of guiding consulting teams will be considered.

CONTENT

• Principles of leadership in a global world
• Leadership styles
• The situational context of leadership
• Leadership behaviour
• Leadership of project teams
• Leadership in consulting projects

Module 3.2: PSYCHOLOGY

OBJECTIVES

The objective of this module is to clarify for the students the extent to which psychological aspects influence the consultant-client relationship in the stages of the consulting process as well as the way in which a contribution can be made towards an effective consultant-client relationship from the psychological point of view. In this regard the students are trained in how to handle critical situations in the consultant-client relationship.

CONTENTS

• Relevant psychological aspects during the client-consultant relationship in an international setting
• Psychological approach to handling typical critical situations in the various individual stages of the consulting process
• Psychological concepts for consultants
• The psychology of the consulting team

Module 4.1: ORGANIZATIONAL BEHAVIOUR AND IT’S APPLICATION IN CONSULTING

OBJECTIVES

The participants understand personnel leadership as a task-related interaction in the context of work and organizational dynamics. In particular, they are able to explain the principles of the regulation of human behaviour, identify different social patterns of perception, recognise reasons for the failure of a group and propose concrete improvements, and explain how supervisors gain and lose confidence in their employees and why this is critical for the success of consulting assignment. The international dimensions of organizational behaviour get special attention.

CONTENTS

• Basics of Organizational Behaviour
• The internal and external context of organizations
• International dimensions of organizational behaviour
• Personalities and attitudes
• Motivational needs and processes
• Stress and conflict
• Power and politics
• Groups and teams
• Managing behavioural performance in international consulting assignments

Module 4.2: CHANGE MANAGEMENT AND KNOWLEDGE MANAGEMENT 

OBJECTIVES

The objectives of this module are:

• Understanding the theoretical-empirical foundations of change management and their relevance for international management consulting
• Discovering the approaches and instruments of the corporate culture analysis
• Understanding the theoretical-empirical foundations of knowledge management and their relevance for management consulting
• Encountering examples of typical projects

CONTENTS

• Definition and concepts of change management
• Change Management in international management consulting projects
• The cycle of change
• Change management tools and interventions
• Knowledge Capturing
• Knowledge Creating
• Knowledge Sharing
• Knowledge Management in consulting assignments

Module 5.1: INTERNATIONAL GOOD PRATICES IN CONSULTING FIRM MANAGEMENT

OBJECTIVES

As a result of the specific kind of service offered the management of consulting firms is distinguished by particular characteristics. A method of comparison with the management of other types of companies is used to demonstrate to the students the strategic, organisational, financial, social and operative running of a consulting firm. The objective is that students understood the basic features, concepts and tools of consulting firms in line with international good practise.

CONTENTS

• Strategic management
  • Corporate cultures and corporate philosophies of consulting firms
  • Alternative strategic concepts and their implementation
• Organisational management
  • Alternative organisational structures
  • Procedural regulation of in-house processes (not: consulting process/project management)
  • Organisation of administration and support
• Financial management
  • Budget planning and control
  • Fees and costs
  • Profit sharing systems in partnerships and international consulting firms
• Social management and human resources management
  • Systems of incentives and motivation
  • Personnel selection

Personnel training and development models

Module 5.2: INTERNATIONAL ETHICALS STANDARDS FOR CONSULTING COMPANIES

OBJECTIVES

The objective is first to use a general approach to the term “ethics” for the purpose of creating a link to business subjects. Areas of conflict in the field of business ethics are demonstrated. Understanding of the ethically relevant environment of the consultant is conveyed. Case studies are used to analyse ethical problems in international management consultancy and the independent development of approaches towards solutions by the students is facilitated.

CONTENTS

• Ethics in business
• The ethically relevant environment in consultancy
• International ethical standards and local application
• The positioning of the consultant
• Ethical problem complexes in management consultancy as well as possible approaches towards a solution
• Corporate Social Responsibility
• Sustainability in management and consulting

Module 5.3: LAW OF MANAGEMENT CONSULTING

OBJECTIVES

The objective of this module is to provide an overview of the various legal implications of management consulting. Particular emphasis will be given to negotiating and drafting management consulting agreements with (potential) clients and alternative dispute resolution mechanisms. During workshops, students will have the opportunity to analyse various sample contracts and present their results for group discussion, as well as resolve a dispute over an international management consulting agreement in mediation.

CONTENTS

• International legal aspects, e.g. legal framework for providing cross-border consulting services (e.g. WTO -GATS)
• Legal frameworks for consulting firms in Vietnam
• Relationship with employees and independent contractors
• General guidelines for contract drafting
• Negotiating and drafting consulting agreements with clients
• Critical contractual terms in consulting agreements
• Alternative dispute resolution methods (mediation and arbitration).

Module 6.1

OBJECTIVES

Learning to diagnose the situation, analyse the problem and develop concepts for the identified problems (results orientation). The students learn specific consulting process knowledge in management consultancy, including the application of standard tools and procedures

CONTENTS

• To learn techniques about the process to develop concepts for the identified problems
• Drawing up nominal to-be-concepts (results orientation)
• Distinction of tools with functional focus, consulting products, methods to find creative solutions
• To learn about implementing the developed concepts in the consulting process with specific, detailed tools for the management of the consulting process, reference to combination of hard and soft factors in the implementation process 
• Overview of tools for various analysis areas (strategy, org, technical)
• Content focus on tools for diagnostics (As-Is analysis) and analysis (To-Be concept development)
  • Presentation and learning of situation definition tools
  • Presentation and learning of information gathering tools
  • Presentation and learning of creativity and information consolidation tools
  • Presentation and learning of goal setting tools
  • Presentation and learning of analysis tools

Presentation and learning of decision making tools.

Module 6.2: PROJECT MANAGEMENT

OBJECTIVES

The objective of this teaching module is to demonstrate best-practice procedures to draw up the project management process of management consultancy, beginning with the establishing of contact to the potential client, over the implementation of the project up to the analysis of client satisfaction. The students learn specific project management knowledge in management consultancy in line with international best practices. This will also imply the application of standard tools and procedures.

CONTENTS

• Management of consulting projects
• Strategic and multi project management.
• General techniques of as-is-analysis and diagnosis
• Drawing up a nominal to-be-concept
• Implementation planning
• Implementation
• Conclusion of project and evaluation
• Quality assurance
• Client care and development
• Establishing contact and acquiring consultancy projects

Module 7.1: FOUNDATIONS OF STRATEGY CONSULTING 

OBJECTIVES

Learning to diagnose the situation, analyse the problem and develop concepts in strategy consulting. The students learn specific strategy consulting skills, including the application of standard tools and procedures

CONTENTS

• Concepts and philosophies in strategy consulting in line with international standards
• Content focus on tools for as-Is analysis and to-be concept development in strategy consulting
• Case studies on strategy consulting

Module 7.2: INTERNATIONAL MERGERS AND ACQUISITIONS

OBJECTIVES

This sub-module introduces the students to Mergers & Acquisitions (M&A-) Consulting as an area of specialisation in management consulting as well as the derived standardised and non-standardised methods of problem solving. M&A is also highly relevant to general mana­gement. M&A Consulting is introduced from a holistic point of view. With the M&A process as the general guideline the objective is to provide students with a basic understanding on how to cope with M&A from different angles like strategy, finance, general management, organizational development and change management.

CONTENTS

• External growth strategies
• The M&A process and the role of consultants
• M&A strategies
• Negotiation and due diligence
• Company valuation in M&A
• M&A integration phase

Module 7.3: INTERNATIONAL STRATEGIC ALLIANCES AND COOPERATION

OBJECTIVES

This sub-module introduces the students to international strategic alliances and cooperation management as an area of specialisation in management consulting as well as the derived standardised and non-standardised methods of problem solving. These topics also are highly relevant to general mana­gement. The objective is to provide students with a basic understanding on how to include internal and external cooperation management in an approach to increase the efficiency and effectiveness in an organization.

CONTENTS

• Conceptual foundation of internal and external cooperation
• International strategic alliances
• Strategic partnerships
• Cluster development

Module 7.4: BUSINESS PROCESS REENGINEERING AND COST – REDUCTION CONSULTING, RESTRUCTURING AND TURNAROUND MANAGEMENT

OBJECTIVES

This sub-module introduces the students to Business Process Reengineering (BPR) and restructuring as areas of specialisation in management consulting as well as the derived standardised and non-standardised methods of problem solving. BPR is also highly relevant to general mana­gement, especially Organizational Design. Another objective is to provide an overview about other approaches to cost-cutting assignments and for corporate restructuring and turnaround.

CONTENTS

• BPR philosophies and concepts
• BPR process mapping
• Consulting approach to optimisation in BPR
• BPR benefit calculation
• Approaches to cost cutting, corporate restructuring and turnaround

Module 8.1: ENTREPRENEURSHIP AND INNOVATION (1): ENTREPRENEURIAL COMPETENCIES AND SKILLS 

CONTENTS

• Definition and concepts of entrepreneurship
• Characteristics of entrepreneurs
• Self-Assessment of entrepreneurial strengths and weaknesses
• Interpretation of results and recommendations for improvements
• Self-Assessment of Learning Style
• Interpretation of results and recommendations for improvements
• Inside the entrepreneurial mind (innovation, identification of opportunities, implementation)
• Startup case studies / guest speakers (local startups and/or last year’s participants)
• Group work on case studies

Module 8.2: ENTREPRENEURSHIP AND INNOVATION (1): BUILDING, MANAGING AND USING ENTREPRENEURIAL RESOURCES

CONTENTS

Module 8.3: BUSINESS CASE DEVELOPMENT

CONTENTS

• Business case development for project of a startup or established organisation
• Sources of funding
• Analysis of market, customer requirements and competition
• Risk assessment and addressing identified risks
• Market development planning
• Financial planning
• Theories and guidelines for an impactful pitch
• Pitching in practice

Module 8.4: HR CONSULTING

OBJECTIVES

This sub-module introduces the students to HR Consulting as an area of specialisation in management consulting as well as the derived standardised and non-standardised methods of problem solving. These topics also are highly relevant to general mana­gement. The objective is to provide students with a basic understanding on the areas of HR Consulting and how to align with classical management consulting.

CONTENTS

• Conceptual foundation and segments of HR Consulting
• Alignment of HR and management consulting
• Consulting in various HR functions
• Best practice case studies

OBJECTIVES

The objective of this module is to give the students an understanding of the communication methods which are later to be used in the consulting context as an aid to establishing an effective consultant-client relationship. The dynamics of the development of a consulting team as well as the preconditions for good communication within the team are clarified. Special importance is placed on the development of appropriate intercultural competences.

CONTENTS

• Basics of interpersonal communication
• Communication processes in management consulting
• Interview techniques
• Team development and team communication
• Intercultural communication
• Negotiation skills
• Conflict management
• Moderation skills
• Presentation skills and storyboarding

Module 10.1: RESEARCH METHODS

OBJECTIVES

The objective of this module is to provide the students with the necessary skills to conduct research at Master level.

CONTENTS

• Research approaches that are relevant for management
• Master Thesis writing skills
• Primary and secondary empirical research
• Quantitative and qualitative research methods

Module 10.2: MASTER THESIS

OBJECTIVES

The purpose of the Master thesis is to write an academic study about a concrete practical or theoretical project in the field of management, as a rule with a consulting focus. Students will demonstrate their ability to work on an economic or management problem, applying an academic methodology. The topic will normally be practically oriented and help the student to enlarge or deepen his or her profile, esp. with regard to a future employment.

On completion of the module students will be able to:

• Organise and conduct own investigative research in the relevant field.
• Develop and justify an appropriate thesis.
• Be aware of personal responsibility and professional codes of conduct and incorporate a critical ethical dimension into a major piece of work.
• Draw together information derived from others and from their own work in order to develop conclusions.
• Apply the relevant statistical or qualitative concepts of similarity and difference in a rigorous and intellectually disciplined way.

The colloquium will be held after the students have handed in their thesis and after the thesis has been assessed. In the colloquium, each student will have to justify his or her thesis. The colloquium consists of the student’s presentation of the major aspects of the thesis, followed by a question-and-answer-session. The overall objective of the colloquium is to check the student’s understanding of his or her thesis, the methodology the student used and the ability to interpret the outcomes of the Master thesis. Moreover, the student has to demonstrate that he or she is able to identify and present the main results of his or her thesis in a compressed manner. The student demonstrates his or her ability to present major findings of a broader research and to discuss business and economic topics on an academic level.

CONTENTS

• Master Thesis Proposal

• Master Thesis

• Master Thesis Defense (Colloquium)