Strategic IT Advisory

Services
Discussion document

Oct 2013
 Agenda
ON TARGET

• The document summarizes some key discussion points related to <ABC

Consulting> providing Strategic IT and Information Risk Management Advisory
Services.

• Key topics addressed in this presentation are

Consulting Services Vision

Understanding Target Market

Advisory Services Portfolio

Advisory Services Model & Capabilities

Key Next Steps

 Executive Summary
ON TARGET

• Increasing dependence on key Public and private Enterprises in GCC region and
Pakistan on Information Systems.

• Customer challenges in getting value from IT & Info Security investments and
aligning it with Business Strategy.

• Market Need for Business Focused Strategic Information Systems Planning,

Governance, Program management and information risk management services.

• Leading consulting brands offer similar services in GCC. Market penetration via
offering services via middle tier brands.
ON TARGET

CONSULTING SERVICES VISION

ON TARGET
Vision (Tentative)

To be the Trusted Partner for major enterprises in ensuring business/IT

alignment, maximizing value of their IT investment, and minimizing related
risks.
ON TARGET
Mission (Tentative)

To provide quality services to major enterprises in Planning, Governing,

Managing and Reviewing their enterprise information systems.
ON TARGET

UNDERSTANDING TARGET MARKET

ON TARGET
Target Market & Key trends
• Major Oil Based Economies with KSA & Qatar.
• Major Government Spending (Qatar, KSA).
• Vibrant Private Sector with Oil & Gas,
Telecom, Banking, Insurance and Capital
Market Sector leading in technology usage and
risk management.
• Increasing role of Governing/ regulatory
Bodies e.g. in establishing market discipline.
• Strong growth in Advisory and Training
Services needs-
• Strong competition from Established Advisory
Companies of International repute as well as
Indian companies. However, opportunities for
small and new entrants based on
specializations e.g. EA, IRM etc.
• Major Economic Challenges
• Issues in Corruption, Payment cycle, Perceived
value of Advisory Services.
• Financial Challenges likely to lead to constraints in
Government spending on Advisory Services,
However, focused Transformation programs ( in
Federal, Punjab and KPK) expected to generate
growth.
• Private Sector under pressure- However, Advisory
Services driven by regulatory requirements e.g. IT
risks – expected to grow - largely in Telco and
Financial Sector.
• Training Services requirements expected to
continue – driven by population size and
competitive environment.
ON TARGET
GCC & KSA–Biggest Market in the Region for Advisory
Services
Key KSA Sectors and their indicative demand for advisory services

Banks , Oil &

• Major Oil based Economy Government Petrochemicals
Telcom Insurance,
Agencies
• Increasing dependence on e- Brokerage
Services / Information Systems
across public and private Airline &
Utilities Education
sector- Transportation

• Major programs in place to rollout out e-Government Services Private

and enabling Infrastructure. Groups/ Manufacturing
• Challenges being faced in effective visualization, planning, Conglomerates
implementation and operation of major Transformation
programs.
SME
• Increasing specialization of desired advisory services.
• While at infancy, however, increasing realization of importance
of Enterprise Architecture & Technology risk management-
supported by regulatory forces. Very High
• Emerging role of regulatory bodies resulting in advisory
opportunities. High

• Increasing corruption issues in Government sector projects Medium to Low

ON TARGET
Target Market - Quick Comments

• Fast growing demand of Strategic IT Services in ME.

• Tough competition in GCC from leading International Strategic Consulting
companies.
• Lack of understanding and appreciation of Strategic IT Services in Pakistan,
while the need exist due to increasing technology dependence.
• Opportunity to tap GCC market via potential Partners in selected services.
• Opportunity to availing selected opportunity as part of awareness activities for
Business/IT Executives in Pakistan .
• Challenges expected in hiring and retaining quality human resources in
Pakistan.
ON TARGET

ADVISORY SERVICES PORTFOLIO

ON TARGET
A Range of Advisory Services are Applicable to Target Markets
MARKET SERVICE NEEDS CLIENT TYPE

1. Strategy

8. Audit &
2. Architecture
Assurance

Business/ National / Provincial

Functional
level Governance
,
Specialized
IT
/ Industry
Specific
3.Governance
7. Training & National/ (Op Model, Enterprise level
Certification Enterprise Policies,
Standards)
Private
Gov Multinati
Entities
Continuity Risk Agencies onals

6. Info Sec
Service/System 4.Progamme
Monitoring, Management &
Management & Assurance
Operation
5. Service/
System Design,
Develop &
Implement
ON TARGET
Breadth and Depth of Advisory Services Market Requires
Careful selection of right Services to Offer
POTENTIAL SERVICE TO BE PROVIDED CONSIDERATIONS

1. Strategy
• Selected Services within
each area need to be
8. Audit & pursued considering Target
2. Architecture
Assurance
market needs,
Business/ competitive situation,
Functional
Firms strategy and
, capabilities and related
Specialized
/ Industry
IT aspects.
Specific
3.Governance
7. Training & (Op Model, • Focus should be on
National/
Certification Enterprise Policies, specialization in offered
Standards)
services and capabilities
Continuity Risk
rather then generic skills.

• Effective HR Management
6. Info Sec is critical considering
Service/System 4.Progamme challenges in developing
Monitoring, Management &
Management & Assurance and retaining capabilities
Operation required to deliver range
5. Service/ of services.
System Design,
Develop &
Implement
ON TARGET
Competitive Landscape Analysis Sample - KSA IT & Risk
Advisory Market
Increasing competitive environment with more and more international and local companies jumping
on the Bandwagon. <ABC Consulting> service capabilities to be aligned based on desired positioning

# Service Sector
Top Strategy Big 4 International Local Advisory International Local System <ABC
Houses (Mckinsey, Advisory Firms System Integrators Consulting>
BCG, Booz etc) Consulting Firms Integrators Desired
e.g Accenture, CG Position
1 Strategy

2 Architecture

3 Governance (Ops Model,

Policies , Standards etc)

4 Program Management &

Assurance
5 Service/System Design &
Implementation
6 Service System Monitoring
& Operation
7 Training & Certification

8 Audit & Assurance

Market Key Limited Player or do not offer

Leader Player
 To get Competitive Advantage, services can be offered as
ON TARGET

integrated portfolio rather then individual services

Sample Enterprise Information Security Services at National and Enterprise Level

Indicative Program Appraoch for National Cyber/I.S. Security

B.
Develop National I.S. Establish National I.S. Implement Initiatives as
Establish National I.S. Strategy, Framework, & per Strategy
A.
Strategy, & Governance Governance Structure
C.
Perform Develop & Rollout Develop National I.S. Awareness, Training & Implementation
Strategic Health National I.S. Policies, and Policies, Standards, Communication Assistance
Check of Standards Regulations
National
Cyber/I.S.
D. Identify & Classify Prepare Conduct Cyber/ Overall National
Status and
Define I.S. Perform Nation Wide . Agencies/ Agencies/ I.S Assessment Cyber/ I.S. Risk
Transformation Risk Assessment & Organizations Organizations Status Reporting
Program Reporting Assessment Plan

Indicative Program Approach for Agency level Cyber/I.S. Security

B. Define Agency I.S. Function

Develop Agency I.S. Develop Agency I.S.
Develop I.S. Strategy, Strategy Framework Governance Structure and
A. Staffing Requirement
Framework & Function

Perform C.
Develop I.S. Policies, Develop Awareness, Implement Awareness
Strategic Health Develop & Rollout I.S.
Procedures and Training and Plan
Check of Policies, Procedures and
Standards Implementation Plan
Agency’s Standards
Cyber/I.S.
D. Identify & Classify Prepare I.S. Conduct I.S Implement
Status and
Define I.S. Perform I.S. Risk Agency Services/ Assessment Plan Assessment and Mitigation Plan
Transformation Assessment & Information Prepare
Program Mitigation Assistance Assets Mitigation Plan
 To get Competitive Advantage, services can be offered as
ON TARGET

integrated portfolio rather then individual services

Sample Enterprise Architecture Program Services

Program Part A: EA Scoping, Part B: EA development, Operations and

Definition Strategy & Enhancement
Foundation
0 1 3
Develop EA Scope , Develop Enterprise
Vision & World Class Architecture
EA Strategy
4
Program Provide Ongoing EA Development
Definition 2 Services
Establish Basic EA
Capabilities ( EA 5
process, Governance, Rollout World Class EA Strategy
Tool, Training etc.)

Ongoing Program Management

ON TARGET
Advisory services Portfolio- Quick Comments

• Define and offer selected Advisory Services portfolio

• Focus on specialization rather then generalization.
• Sales and Delivery capabilities to be aligned based on that
ON TARGET

ADVISORY SERVICE MODEL & CAPABILITIES

ON TARGET Indicative Advisory Business Model
Advisory is a complex business. The illustration below presents a simplified view of its key
components

Target Markets
& Customers
Needs Individuals Corporate Customers Government / National

Training Services Consulting Services

Services

Desired Customer
Goals Value Delivery Market Share Profitability Brand Reputation
Satisfaction

Delivery Client facing -Direct Client Facing-Via Partners Web based (not Available now)
Channels

Marketing & Sales Service Planning & Design Service Delivery & Support
Enterprise
Capabilities
Financial Management Human Asset Management
Strategy & Governance

Partners &
Suppliers Accreditation Partners Service Suppliers Service Channel Partner
ON TARGET Focus of this presentation
Selected Sample of the Model (marked by below ) shall be discussed in subsequent slides of this
Presentation

Target Markets
& Customers
Needs Individuals Corporate Customers Government / National

Training Services Consulting Services

Services

Desired Value Delivery Customer Market Share Profitability Brand Reputation

Goals Satisfaction

Delivery Client facing -Direct Client Facing-Via Partners Web based (not Available now)
Channels

Marketing & Sales Service Planning & Design Service Delivery & Support
Enterprise
Capabilities
(Selected) Financial Management Human Asset Management
Strategy & Governance

Partners &
Suppliers Accreditation Partners Service Suppliers Service Channel Partner
ON TARGET
The section shall focus on selected capabilities related to
Planning & Delivery of Advisory Services

Marketing & Sales Service Planning & Design Service Delivery & Support

Financial Management Human Asset Management

Strategy & Governance

Accreditation Partners Service Suppliers Service Channel Partner

ON TARGET

Key Capabilities - Advisory Services Planning & Design

• Service Planning & Design Capabilities shall assist in providing effective support for
pursuits management as well as new services development

Pursuit Specific Capabilities

Pursuit Specific Pre-Sales Support & Pursuit Quality & Risk Pursuit Partners
processes Proposal Development Management Management

Pursuit Specific
Pursuit Team Service & Industry Lead Pursuit Partners
Resources SME

Overall Service Planning & Design Capabilities

Overall Services Pursuit Management Pursuits Pipeline Overall Pursuits Quality &
Portfolio Guidelines Management Risk Management
Management

New Service Services Performance New Services Definition New Services Prototyping
Definition Review
ON TARGET

Key Capabilities - Advisory Services Delivery & Support

• The below capabilities are key to effective Services Delivery & Support
Project Specific Delivery & Support Capabilities
Project Management Engagement Specific Deliverables Quality
Approach/ Methodology Assurance

Project Specific Engagement Knowledge Engagement Time & Cost Resources Performance
Processes Management Management Assessment

Engagement Billing Engagement Customer New Opportunities

Feedback Definition

Project Specific
Project Management Core Delivery Team SME & Delivery Partners
Resources Resources

Overall Delivery & Support Capabilities

Knowledge Service & Industry Specific Projects Knowledge Center International Knowledge
Center Methodologies Sources

Engagement Delivery Engagement Delivery Portfolios Financial

Overall Services Guidelines Compliance Audit Management
Portfolio
Management Clients Relationship Portfolio Monitoring & Advisory Human Resources
Management Reporting Scheduling
ON TARGET

Key Capabilities - Human Asset Management

• Effective Human Asset Management is critical for Advisory Services. Firm’s human
assets need to effectively support its strategy and services portfolio.

Competencies Matrix
Competencies
Types to be Program/ Project Mgmt & Service Specific Industry Specific
defined based on Strategic
service portfolio

Key Capabilities

Selection & Skills /Competencies Resources Induction Process Performance based

Induction Profile Definition forecasting Remuneration

Career Career Path Career Coaching & Performance based Leadership

Management Definition Planning Placements Development

Performance Project Performance Periodic Performance Financial Recognition Soft Recognition

Management Appraisal Appraisal

Trainings & Service Specific Industry Specific Soft Skills Trainings Certification
Development Trainings Trainings Assistance
ON TARGET

Key Capabilities - Conclusion

• Effective delivery of advisory services require establishment of key capabilities
across various dimensions.
• Next steps for capabilities development at the firm shall depend on firms strategy
and current status of capabilities.
ON TARGET

KEY NEXT STEPS

ON TARGET
Key Next Steps ( Under Development)
• Key Major steps to be taken for launching IT Advisory Services are summarized below