Indian Institute of Management Rohtak

Course Outline

Course Title : Information Technology Consulting Management

Credits :
Type : Elective
Session Duration : 75 minutes
Term : VI
Year : 2019-20
Faculty : Prof. Nakul Gupta (MDI Gurgaon)
________________________________________________________________________
Introduction
The emerging global information economy is forcing businesses to devise new strategies,
develop new capabilities, design new organizational structures, and deploy new business
models. Traditional forms of organizations can no longer respond effectively to the new
marketplace dynamics. Businesses cannot compete with inflexible infrastructures,
outmoded business models, and fixed products and services. Across the business
landscape we are witnessing the emergence of Agile Enterprise. In order to thrive
successfully, these enterprises have to adopt new ways and methods so that adaptive
infrastructures that are capable of sensing and responding can be cultivated. This course
looks at the issues, challenges and opportunities in planning for business agility and ways
to strategically exploit contemporary IT innovations to achieve value creation using in-
house capabilities and third party resources using consultancy services. The course is
designed to provide a framework for understanding the art and science of providing IT
management counsel to client organizations in the public and private sectors.

Course Objectives
The specific objectives of the course are:
1) To familiarize about IT consulting
2) To prepare students for professional IT consulting work
3) To enable the students to understand the various IT consulting environments

Pedagogy

The pedagogy would be a mix of Lecture, Discussion, Group exercises in class, Case
Analysis, Assignments, Quizzes and Project Work.

Evaluation Scheme
Assessment/Quizzes 20%
Project work & Presentation 30%
Mid Term Assignment 20%
Final Exam 30%

References
1. Text Book – None

1
 2. Reference Books
a) Block, Peter. Flawless Consulting: A Guide to Getting Your Expertise
Used. San Francisco: Jossey-Bass/Pfeiffer, 2011.
b) IT Consulting Essentials: A Professional Handbook
3. Other Materials (To be provided in or before class itself)
a) Other Selected Readings
b) Selected Cases

Cap: Cap of 60 students

Special Instructions
Please read and prepare well in advance for case presentation & discussion in the class.
Case for each session is indicated in the Session Plan. The sessions will be of 75 minutes
duration.

Session Plan

Session Topic and Sub-topics Reference (Book Case / Instructor

No. chapter / Page Exercise /
numbers from the Assignmen
book/Additional t
readings)
1 Introduction to the IT Client Co-Production Deloitte & Prof. Nakul
2 Consultancy and Management in Knowledge- Touche Gupta
• Introduction and purpose of Intensive Business Consulting,
course Services (9‐696‐
• Definition, roles, purpose of by Lance A. 096‐
this technology centric Bettencourt, Amy L. PDF‐
profession and Consulting Ostrom, Stephen W. ENG),
Terminology Brown, Robert I. HBS,
• Uses of IT consultants – Roundtree Authors:
public sector, private sector, Source: California David
and internal consulting Management Review Upton et al,
• Introduce client projects 30 pages. Publication 1996
Date: Jul 01, 2002.
Prod. #: CMR237-
PDF-ENG

Developing Services
Consumers Want

Planned Opportunism
– HBR

Elements of Value –
Bain Consulting
3 IT Strategy Consulting Article - Consulting Tata Prof. Nakul
4 Process – Entry and on the Cusp of Consultanc Gupta
Contracting Disruption y Services -

2
  Types of projects and Selling
project cycles Three Challenges of Uncertainty
 First client meetings Corporate Consulting (HBR)
understanding - MIT Sloan Review
requirements and
context
 Assignment strategy
and plan
 Proposal development
 Consulting contract
 Assign client projects
 Introduce Client
Proposal
5 Industry Analysis and Strategy Reading: IBM’s Prof. Nakul
6 Elements of Technology Industry Analysis Knowledge Gupta
Strategy Ramon Casadesus- Manageme
Masanell (HBR) nt Proposal
for
Finding Information the Ontario
for Industry Analysis Ministry of
Jan W. Rivkin; Ann Education
Cullen

Ivey Business Review

– Issues from 2014 to
2018 (HBR)
7 Creating an RFP and Finding Applications Will be Prof. Nakul
8 Technology Investment for Technologies shared in Gupta
Decisions Beyond the Core class
Business
Erwin Danneels;
Federico Frattini –
MIT Sloan Review
2018
9 GFR and Agile Consulting https://doe.gov.in/site Sapient Prof. Nakul
10 s/default/files/GFR20 Consulting: Gupta
Communications in 17_0.pdf Enriching
Consulting: Firm, Team, Experience
Client & Beyond Using
Hybrid
Agile
Approach,
(9B13E028
), Ivey,
Authors:
Aparna
Raman et
al, 2013
11 Responding to an RFP – L1 http://iica.in/images/Q Mark43 Prof. Nakul
12 basis and QCBS basis CBS-Illustration.pdf Thomas R. Gupta

3
 Eisenmann,
Mitchell B.
Weiss,
Halah
AlQahtani
13 Responding to ICBs (eg. https://www.adb.org/s SickKids in Prof. Nakul
14 Asian Development Bank ites/default/files/instit Qatar - Gupta
contracts) utional- Respondin
document/33431/pai- g to a
3-03.pdf Request for
Proposal
Anne
Snowdon,
Alexander
Smith,
Heidi
Cramm
15 Client Change Management in Will be shared in Sherif Prof. Nakul
16 IT Consulting Management class Mityas at Gupta
Projects A.T.
Kearney:
Negotiating
a Client
Service
Predicamen
t (A) , (B),
(C) AND
(D)
Ashish
Nanda;
Kelley
Morrell
17 Best Practices from Industry Will be shared in Prof. Nakul
18 Expert (Partner EY) class (if any) Gupta and
Guest
Faculty
19 Project Presentation Prof. Nakul
20 Gupta