Blog: William McKnight

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Avoiding wishisms in consulting relationships

What is the difference between an outsourcer, a partner and a group of people from a common third-party source? Sorry, no joke here.

Let me explain:

Data warehousing, business intelligence, master data management, or other programs are only useful when they produce ROI, either directly or, more likely, indirectly. Knowing and enabling the chain of business events that must occur to produce that ROI requires business knowledge. The direction of the program and the future business and architecture targets are business functions, most likely rightfully maintained by end-client personnel – though augmented, and often stimulated, by a consulting partner.

It is important for end clients to define precisely the roles and responsibilities of their vendors. It is more than simply labeling a vendor as your outsourcer or partner. In fact, that label is nearly meaningless without an apportionment of roles. Those terms do not carry universal definition. To think that any vendor will take care of everything your program needs is fallacious, and for the end client (employees) to not seek education on the technology and the processes involved in the program is neglectful.

Over time, consulting partners prove their ability to lead, plan and do the necessary DW/BI work for their clients. The key to success for a program manager is making sure all required tasks, including the strategic ones, are done in an efficient manner (i.e., by those competent to do so) within time expectations. The tasks should add up to the program that meets the longevity requirements and deadline constraints. DW/BI programs, with or without consulting partners, spend a lot of time handing off expectations for the strategic tasks involved. To the degree that a consulting partner can participate in the strategic tasks, great. To the degree they can’t, augment those functions and scale the consultancy back to the delivery tasks. Expect to do this unless you are working with those select consultancies with real strategists (on your account!).

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