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2014/2015  BA-BHAAI1012U  International consulting - Competing in the global marketplace

English Title
International consulting - Competing in the global marketplace

Course information

Language English
Course ECTS 7.5 ECTS
Type Elective
Level Bachelor
Duration Summer
Course period Summer
Timetable Course schedule will be posted at calendar.cbs.dk
Study board
Study Board for BSc in Economics and Business Administration
Course coordinator
  • Course instructor - Dr. John Hulpke, Hong Kong University of Science and Technology
    Patricia Plackett - MPP
Main academic disciplines
  • Globalization, International Business, markets and studies
  • Communication
  • Management
  • Corporate and Business Strategy
Last updated on 12-02-2014
Learning objectives
At the end of the seminar each student should be able to:
  • Know why clients employ consultants, and what they expect consultants to do.
  • Have broad ability to identify those concepts, theories, models and frameworks relevant to a specific assignment, then to apply those tools to generate a solution for their client.
  • Analyze the interactions among management goals and the varied financial, cultural, political, and institutional regimes in which companies are embedded and operate.
  • Develop, propose, and convince clients to adopt your proposals to resolve their issues and problems.
Course prerequisites
No formal academic prerequisites, but students should have a basic understanding of business fundamentals such as accounting, economics, finance and marketing. A global perspective will be helpful.
Prerequisites for registering for the exam
Number of mandatory activities: 1
Compulsory assignments (assessed approved/not approved)
Mandatory Mid-term Assignment: This assignment will take the form of a mini-case competition, with team presentations of a case judged by visitors including professional consultants.
Home Assignsment:
Exam ECTS 7,5
Examination form Home assignment - written product
Individual or group exam Individual
Size of written product Max. 10 pages
Assignment type Written assignment
Duration Written product to be submitted on specified date and time.
Grading scale 7-step scale
Examiner(s) One internal examiner
Exam period Summer Term
Make-up exam/re-exam
Same examination form as the ordinary exam
Course content and structure

The world is changing, business is changing. This era of un-paralleled change has increased the interest in, and importance of, “a second opinion.” Business students should understand the nature of consulting, to make informed career decisions, or to become savvy consumers of consultancy services. This course aims to help both groups: those who may become consultants, and those who may use consultancy services.
Consulting is often seen as a glamorous career. Few understand what is required for a successful consulting engagement. This course will help students develop (1) an understanding of the role of the consultant or advisor in assisting stakeholders to make informed decisions; (2) the ability to identify relevant contextual issues, such as national, industry, and organizational culture; (3) the ability to analyze stakeholder expectations, competencies, and limitations; and (4) an appreciation of the need to assess governance issues, especially those related to sustainable management toward the Triple Bottom Line. Then, having walked in the shoes of “the consultant,” you will be better prepared to engage consultants, as well as to evaluate and implement their suggestions.
Participants will develop skills not only in the analysis of complex problems in contexts well beyond their personal knowledge, but also an ability to understand the points of view of the many stakeholders in a client organization, to work with others to pool their collective knowledge to develop a solution to the issues identified by the client, then to sell the solutions that they have developed.
There will be a Preliminary Assignment and a Mid-term Assignment in this course. For the Preliminary Assignment students are required to read a short case and a paper relevant to the main issue in the case, then to write and submit a brief recommendation to resolve this issue by using ideas found in the paper. These submissions will be discussed in Class 3.
During the introductory session, participants will also (1) receive briefing on course content, structure, and marking criteria, (2) participate in a case-based ice-breaking exercise, (3) commit to the course and form teams, and (4) receive a case assignment that is due in the next class.
Following this introduction, classes will be organized in pairs. During the first of these, selected teams will present their approach to fulfil the terms of reference for the assigned case, and the instructor will lead a case discussion, then provide tools and techniques that participants may use to develop advice to their “client”. For the second class in this pair, the instructor will refine the terms of reference, and a different set of teams will present their proposed solutions to the client. One team will be selected by non-presenting participants and the instructor to “win the job,” and the winning presentation will be deconstructed by participants, forming their lessons learned. All terms of reference and cases are to be posted to LEARN. This pattern repeats for five cycles
The Mandatory Mid-term Assignment will be a mini-case competition, with team presentations of a case judged by visitors including professionals who may have a voice in employing students.

Class Schedule

Class & Text readings Case Industry, context Product ID Publisher
Class 1
WW 1,2
Floundering Expat Manufacturing, global  95401X-PDF-ENG
Class 2
WW 3
Floundering Expat      
Class 3
WW 4
Ellen Moore (B) IT, global 97G029-PDF-ENG Ivey
Class 4
WW 5
Ellen Moore (B)      
Class 5
WW 6, 7
Novo Nordisk Pharmaceutical, global IMD 2-0148 IMD
Class 6
WW 8
Novo Nordisk      
Class 7
WW 9
Eric Peterson IT, management 494-005 HBS
Class 8
WW 10
Eric Peterson      
Class 9
WW 11
Robinson Mason Consumer brands, MNC WW text WW text
Class 10
WW 12, 13
Robinson Mason      
Class 11
WW 14
Comprehensive review      
Teaching methods
The course format will enable learning through case analysis, presentation, and discussion, supplemented by lectures and cooperative in-class group activities.
Further Information
Preliminary Assignment: To help students get maximum value from ISUP courses, instructors provide a reading or a small number of readings or video clips to be read or viewed before the start of classes with a related task scheduled for class 3 in order to 'jump-start' the learning process.
Expected literature

Required Textbook: Management Consulting: Delivering an Effective Project, 4/e , Wickham & Wilcock (WW below). Pearson Paperback; 352 p., 2012.

ISBN-10: 0273768743 | ISBN-13: 9780273768746

Required Readings (approximately 200 pages in total):
Ullman, D; Analysis of Alternatives – Robust Decisions, www.robustdecisions.com/​AOA.pdf (2009)
Facebook: http:/​/​www.youtube.com/​watch?v=Pj7E6Rs3Sbc
Kawasaki, Guy; Art of the Executive Summary, http:/​/​blog.guykawasaki.com/​2006/​04/​the_art_of_the_.html
TED1: http:/​/​www.youtube.com/​watch?v=iP9QF_lBOyA
Slaper, T and T. Hall, "The Triple Bottom Line: What Is It and How Does It Work?" Indiana Business Review, http:/​/​www.ibrc.indiana.edu/​ibr/​2011/​spring/​article2.html
State of Texas, Energy Calculators & Software, http:/​/​www.infinitepower.org/​calculators.htm (2012)
Hoffman, Donna L. and Marek Fodor. “Can You Measure the ROI of Your Social Media Marketing?” MIT Sloan Management Review, Massachusetts Institute of Technology. 14 Sept. 2010.
TED2:  http:/​/​www.youtube.com/​watch?v=ogXT_CI7KRU
Miller, Evonne and Buys, Laurie and Summerville, Jennifer A. “Quantifying the social dimension of triple bottom line: Development of a framework and indicators to assess the social impact of organizations” (2007). International Journal of Business Governanceand Ethics 3(3):223 -237.
Fried, J. (1997), Changing Ethical Frameworks for a Multicultural World. New Directions for Student Services, 1997: 5–22. doi: 10.1002/​ss.7701
Bain & Co, Case Interview Preparation, http:/​/​www.joinbain.com/​apply-to-bain/​interview-preparation/​

Last updated on 12-02-2014