Scribd
Upload
80 views13 pages

5C Framework Case Study

The document discusses the lifecycle of an IT consulting project and provides personas for different roles involved. It then presents a 5C's framework for formulating hypotheses to address a business problem of high revenue returns. Under this framework, the document lists potential hypotheses related to the customer, company, collaboration, competitor, and external context that could explain the problem.

Uploaded by

sudeepvmenon
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
80 views13 pages

5C Framework Case Study

The document discusses the lifecycle of an IT consulting project and provides personas for different roles involved. It then presents a 5C's framework for formulating hypotheses to address a business problem of high revenue returns. Under this framework, the document lists potential hypotheses related to the customer, company, collaboration, competitor, and external context that could explain the problem.

Uploaded by

sudeepvmenon
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
You are on page 1/ 13

DEMONSTRATION

FORMULATION OF
HYPOTHESIS
PROBLEM STATEMENT

You work at an IT consulting firm which


has been operating over a period of 4
years now.

The company has a revenue returns of


20% annually.

You have been asked to reduce the


revenue returns to 10% or lesser.

What do you do?


WHAT SHOULD YOU DO
ONCE YOU
UNDERSTAND THE
BUSINESS PROBLEM?
FORMULATE A
HYPOTHESIS
LIFECYCLE OF THE PROJECT

• Sales team meets client and pursues an

1 opportunity

• Pre-Sales Team helps sales team convince client

2 on a potential solution

• Sales team negotiates with client on the final

3 project price, milestones, scope

• Client relationship team works with client to set

4 framework for delivery and continues the


relationship till the end of the project delivery

• Delivery team starts delivery for the client and

5 the IT consulting firm bills the client based on


milestones accomplished.
PERSONAS

• Sales Team
• Client facing group
• Sets the expectation in terms of deliverables
• Has incentives tied in with the sale made

• Pre-Sales Team
• Assists the Sales team to land the deal by helping build
prototypes, demos etc.
• Log effort for the work in creating prototypes (paid)

• Client Relationship Team


• Team of project managers, engagement relationship
managers with the customer till the end
• Help the IT consulting firm realize the revenue.

• Delivery Team
• Executes on the project to ensure delivery on time
• Responsible for the quality of the deliverables to realize
the revenue per the agreement with the client.
5C’s FRAMEWORK
5 C’s FRAMEWORK

1. Customer

2. Company

3. Collaboration

4. Context

5. Competitor
List of Hypotheses - 5 C’s
Customer

1. Repeated negotiations with the customer on the price and


timelines

2. Gap between the expectations set and actual deliverables

3. Customer was pushed to sign a contract due to time


pressures with option to bail out late

4. Wrong estimation of the time or resources required to


complete the project

5. The client defaults in payments beyond acceptable


timeframe on most milestones

6. The client has organizational changes (M&A, CXO changes)


[macro-economic, not documented]

7. The business solution is no longer required


i. The leadership decides to change priorities of focus
ii. The client’s business priorities change
List of Hypotheses - 5 C’s
Company

1. Unrealistic targets were set for the internal team to


complete the task

2. The quality of delivery is not as per the expected standards

3. Internal inefficiencies leading to slower than expected


timelines

4. Mismatch of expectations based on pre-sales versus actual


delivery

5. Seasoned personnel used for pre-sales, but rookie delivery


resources used.

6. Delivery with available expertise isn’t possible and


additional staffing will escalate costs

7. Feedback from the client was not collected or considered

8. Gamification of the sales process to meet revenue targets


(closure seasonality, price versus scope etc.)
List of Hypotheses - 5 C’s
Collaboration

1. Clients have started an in-house department for similar


services

2. The promoters are favoring other competitors due to which


the client trust is being affected
List of Hypotheses - 5 C’s
Competitor

1. The products and services of the competitors are of higher


quality

2. Competitors charge a lower fee for similar products

3. Competitors have an advantage in terms of solution


delivery (skilled labor / experience)
List of Hypotheses - 5 C’s
Context / Climate

1. Regulations in the market provide freedom to the client to


default on payments

2. Introduction of a new technology has reduced the demand


for some deliverables

You might also like