Interviews
- »Consulting One on One with Romil Bahl
In the January/February edition of Consulting, we examined how American Express is formalizing a consulting business around the data mining and analytics it is performing based on its unique access to aggregated consumer credit card usage information. In a similar vain, PRGX (formerly PRGX-Schultz) is looking to expand its consulting offerings by data mining the aggregated data it has collected on the business-to-business transactions in the retail and healthcare markets as part of its profit recovery audit business. To learn more, Consulting’s One on One sat down with PRGX CEO Romil Bahl. Bahl joined the firm a year ago. He previously co- founded Infosys and was recognized by Consulting as one of the Top 25 consultants in 2007.
- »One on One with OMNI's Frank Bernhard
The merger and acquisition market is way down from its peak a few years ago, but there are still significant consulting opportunities for well-positioned firms. To better understand the upside to the down M&A market, Consulting’s One-on-One sat down with Frank Bernhard, OMNI Consulting Group’s managing principal for its telecommunications, media and technology practice. His 20 year-old M&A firm grew by 7.8 percent in 2009, far outpacing the sluggish market.
- »Out of Office: Roz Savage
After 11 years as an IT consultant, Roz Savage knew she wanted to take her life in a new direction. But little did she realize she’d be charting a new course in a kayak.
- »Ingenix CEO Says He’s Bullish On Healthcare Opportunities
In November, John Nackel was named CEO and executive vice president of Ingenix Consulting, a 1,000-person firm providing services focused on hospitals, health plans, physicians, employers, government agencies and pharmaceutical companies. Consulting sat down with him to discuss the healthcare marketplace.
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2009
»Top 25 Consultants, 2009: Leslie Moeller
 Leslie Moeller
Senior Partner
Booz & Company
Excellence in Retail
Given that low consumer confidence in the United States has led to significant cutbacks across the media and retail industries, you might assume that Booz & Company’s North American Consumer, Media and Retail practice might be horribly positioned in this economy. But you’d be wrong.
“We’re as healthy as we were a year-and-a-half ago, if not healthier,” says Les Moeller, a senior partner with the firm and the practice’s leader. “And we’ve got a number of self-funding projects that will set us up even better when the economy recovers.”
A significant reason for the practice’s success is Moeller’s approach to helping clients measure the ROI on their marketing investments. He stresses that clients should:
• Understand, classify, and choose specific analytics to monitor the success of their marketing efforts;
• Build a decision-support system to put the analytics to work;
• Establish processes that integrate the analytics and tools into
operations; and,
• Use organizational alignment to assure company-wide acceptance and execution of the system.
“I’ve visited tons of clients and have found that most have one or two, but you really need all four. After explaining the process, I’ve never had a client say anything other than ‘yes, I need it,’ ” he says. Moeller’s ROI Marketing strategy is detailed in his recently-published book, The Four Pillars of Profit-Driven Marketing.
Nailing the ROI on marketing achieves two goals: it prevents wasting money on unsuccessful efforts, and it helps to focus dollars on the biggest revenue generating opportunities. This fits Moeller’s approach of investing in the future while reducing costs today.
“Everyone’s P&L looks tough. Everyone is reducing costs. Even for companies that are growing and remarkably healthy, this is a good time to tighten their belts. That being said, a lot of companies are fundamentally healthy and are making money. They are looking at the future. This downturn presents a great acquisition opportunity,” Moeller says. “I think it is imminently rational to do both at the same time.”
—Jess Scheer
>> Full list of Top 25 Consultants 2009
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