The Monadnock Research Member Network is a community of professionals at the world's largest organizations that are responsible for engaging management and IT consultants and advisory services firms. Community members include consulting procurement category managers, CPO's, internal consultants, project leaders, firm executive contacts, and engagement decision makers. Our mission is to ensure that our members are well informed about consulting industry trends and developments, and that they have the information and resources necessary to maximize value from engagements and strategic firm relationships. Clients responsible for over 40 percent of global management consulting. IT consulting, and advisory services spending read our Consulting Industry NewsWatch weekly!
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Fair and Reasonable Prices for Services More Difficult to Determine; Enhanced Competition at Contract and Order Stages Recommended
Monadnock Research (VIII N10) - 17 March 2010
MR - This Research Note summarizes the key findings and recommendations of a two year study conducted by the U.S. GSA's Multiple Award Schedule Advisory panel into procurement policy regulations, solicitations, and contract provisions, which highlights distinctions between services, solutions, and products. Some key study findings include: (1) It is more difficult to determine fair and reasonable prices for services than for products; (2) Meaningful competition occurs at the contract schedule (MSA) and order levels; (3) The value of a price reduction clause as an effective procurement tool is questionable; (4) Order data is not systematically collected as it should be to leverage client purchasing power; and (5) the best method for determining a fair and reasonable price for services and products is to enhance competition at the contract and order levels, and to ensure that the process of contract and order formation is transparent to both procurement and all authorized ordering activities. Report makes 20 key recommendations to re-architect inter-agency procurement policies, processes, and workflow to increase competition and transparency, and to set the stage for transformation to strategic sourcing within the world's largest organization. (1,653 words) . . . More

Caliburn Partnership to be Acquired by Greenhill & Co.
Monadnock Research - 16 March 2010
MR - Greenhill & Co. has signed a definitive $91 million agreement (not including earn-out provisions) to acquire Caliburn Partnership Pty Ltd. (Caliburn), a leading independent financial advisor serving the Australasian market. The firms say the acquisition advances their common goal to create the leading independent global financial advisory firm, with capabilities to advise clients across industry sectors on mergers, acquisition, restructurings, financing, and capital-raising in all regions. Caliburn says it has advised on more than $170 billion (AUS) of transactions since its inception in 1999. The deal is expected to close in early April. (1,395 words) . . . More

Drivers Jonas Deloitte Launches after Acquisition Closes
Monadnock Research - 16 March 2010
MR - Deloitte has completed the creation of Drivers Jonas Deloitte, a specialist real estate advisory subsidiary that launches with approximately 700 staff. This follows the completion of Deloitte LLP's merger with property advisory Drivers Jonas, which was founded in 1725 and was the UK's oldest property advisory firm. The transaction closed as planned when the deal was announced in late January. The combined Real Estate Group will have estimated annual revenues over £110m, and it will operate within Deloitte's £200m UK Real Estate industry practice. (560 words) . . . More

2010 US Public Sector Business Consulting Services Rates Increase by 3.5 Percent
Monadnock Research (VIII N9) - 12 March 2010
Rates for business consulting services provided to US public service organizations in 2010 increased by 3.5 percent over 2009 levels. The mean hourly rate for services across all categories was a little under $200. But less than one-fifth of business consulting services firms included executive-level positions in their negotiated rate schedules. This Research Note summarizes our analysis of rates for the business consulting services category under the US GSA's Schedule 874, Mission Oriented Business Integrated Services (MOBIS). It also analyzes the consolidated hourly rates of each firm within MR's 8 labor rate categories, including details on the categories themselves, for the top 5 percent of the 2,000 firms providing related services. Over the next eight weeks we will publish our analysis of rates for financial and business advisory services, human resources and administrative services, advertising and integrated marketing services, and information technology professional services. (1,850 words, 4 Charts) . . . More

LECG Completes Merger with Smart Business Advisory & Consulting
Monadnock Research - 10 March 2010
LECG Corporation has completed its merger with SMART Business Advisory & Consulting. The deal was announced in August 2009 and was approved by LECG shareholders in December. But its anticipated February closing had to be extended to allow more time to finalize negotiations on a new credit facility for the merged company. LECG issued around 10.9 million shares of common stock to acquire SMART's shares, and another 6.3 million newly created Series A convertible redeemable preferred shares at $3.96 each to Green Hill Partners for $24.95 million in cash. . . . More

U.S. Bonus Payments for 2010 Remain Strong; Salary Levels to Increase Slightly
Buck Consultants - 10 March 2010
Buck - The majority of U.S. employers report their bonus payments in 2010 will be similar to what they paid in 2009, according to the results of a recent survey by Buck Consultants. Buck's survey found that pay increases for 2010 will average 2.2 percent, which exceeds 2009 levels but is slightly less than the 2010 projections made by companies in a July 2009 Buck study. One-third report making changes to the way they measure or reward employee performance. Thirty percent indicate they plan to use market-based salary adjustments to retain top performers. And more than 95 percent of participants have no plans to expand or implement bonuses for attracting and retaining employees, despite growing worker dissatisfaction. (685 words) . . . More

Deloitte Acquires Carbon and Sustainability Consultancy, dcarbon8
Monadnock Research - 8 March 2010
MR - Deloitte has acquired dcarbon8, a leading carbon and sustainability consultancy, as the firm expands its environmental and sustainability consulting practice. dcarbon8's founder, Guy Battle, joins Deloitte as a partner. The firm focuses on incorporating carbon within client products and complex supply chains. This news follows the January announcement of the acquisition of property advisory Drivers Jonas, creating a new real estate advisory business within Deloitte, and the acquisition of business performance and information management consultancy, ReportSource. (450 words) . . . More

Boston Consulting Group Opens Three New Offices
Monadnock Research - 8 March 2010
MR - The Boston Consulting Group (BCG) has opened three new offices, including its first on the African continent. The new office locations are in Casablanca, Morocco; Canberra, Australia; and Istanbul, Turkey, bringing the firm's total number of offices to 69 in 40 countries. BCG says the office openings follow strong 2009 financial results, where the firm posted a 3 percent increase in global revenues at constant exchange rates, and increased global consultant headcount by 2 percent. (320 words) . . . More

Arrow ECS Establishes Consulting and IT Services Organization
Monadnock Research - 4 March 2010
MR - Arrow Enterprise Computing Solutions (Arrow ECS) has launched a new professional services business unit in North America. Arrow ECS now provides technical, engineering, and educational services for the company's full portfolio of software, hardware, and storage offerings, as well as proprietary services and select cloud computing and managed services for Arrow resellers and clients. Arrow ECS reported $4.9 billion in global revenues in fiscal 2009. (436 words) . . . More

CEO Study Indicates Human Capital Strategies Will Become a Priority Post-Recession
PricewaterhouseCoopers - 28 February 2010
PwC - While some large employer brands were tarnished in the last few years in terms of their human capital strategies, PricewaterhouseCoopers' recent 13th Annual CEO Survey suggests that CEOs are prioritizing their HR agendas as a means to recover and grow. Seventy-nine of CEOs expect to overhaul the way their organizations manage people during change as a consequence of the economic crisis. Addressing staff morale was highlighted by three-quarters of CEOs as an area in need of reform and investment. Fifty-nine percent said they will make changes to flexible working, with 55 percent intent on revising global mobility of staff. Forty-eight percent said they had reduced headcount over the last year, and 77 percent plan to increase investment in training and development. (705 words) . . . More

2010 Global Consulting Firm Rate Study Launches - Free to Participants
Monadnock Research - 25 February 2010
Monadnock Research announces its comprehensive research program for 2010 consulting firm rates. The study will be the largest negotiated client rate study ever conducted. Participation is free and confidential. Statistical results will be aggregated and reported in a final series of 500+ page reports by industry that will be made available only to participants. . . . More

Hewitt Spins-Off Part of Its Executive Compensation Consulting Business as Meridian Compensation Partners
Monadnock Research (VIII N8) - 25 February 2010
MR - Hewitt Associates has divested a portion of its North American executive compensation consulting business, forming Meridian Compensation Partners LLC. Under the agreement, a number of principals and consultants will be leaving Hewitt to form Meridian. Staff departures will be staged between February and October 2010. The move addresses regulatory changes in the U.S. related to transparency and objectivity of advisory relationships, and conflicts they may pose. Hewitt and Meridian say the firm will operate as an independent executive compensation advisor. There will be no cross-ownership interest held by principals of either entity, according to Meridian sources. Hewitt says it will continue to serve board clients that are comfortable with its current controls in place to ensure independence of executive compensation advice, or where fee disclosure is not a material issue. (732 words) . . . More

Former Deloitte Consultant Settles Insider Trading Allegations
Monadnock Research (VIII N7) - 25 February 2010
MR - A former Deloitte employee benefits consultant and three co-defendants have settled SEC insider trading charges, agreeing to pay around $145,000 without admitting or denying the allegations. The case involved insider trading in securities of Crocs, YRC Worldwide, Spectralink Corporation, and SigmaTel. Crocs was a Deloitte audit client. (Includes copies of settlement documents - 300 words) . . . More

Consulting Leadership News: L.E.K., A.T. Kearney, CSC, KPMG, Deloitte, PwC, EquaTerra, and FTI Consulting
Monadnock Research - 25 February 2010
MR - L.E.K. Consulting appoints 13 new Partners across Europe, North America, and Asia Pacific. A.T. Kearney appoints Director of firm's Global Business Policy Council. CSC appoints President of Global Sales and Marketing; Vice President of Cyber Technology and Services. EquaTerra appoints Real Estate & Facilities Management Advisory practice leader. Former CFO of National Science Foundation joins Deloitte; Firm appoints new leader of the U.S. automotive practice. KPMG Appoints U.S. National Managing Partner of university relations and recruiting. PricewaterhouseCoopers appoints principal and leader of Capital Projects & Infrastructure practice. FTI Consulting appoints Senior Vice President and Chief Marketing Officer; Segment leader for FTI Technology. . . . More

Fraudulent Transfer Claims on the Rise
Navigant & the Economist (EIU) - 24 February 2010
Navigant and EIU - Signals about the pace of economic recovery continue to be mixed and there has been a dramatic uptick in the number of fraudulent transfer claims filed as a result of the financial crisis, according to the results of a new study by Navigant Consulting and the Economist Intelligence Unit (EIU). According to the findings, more than half of respondents saw an increase in fraudulent transfer cases in the past year, while only two percent saw a decrease. Lenders are increasingly being found by courts to have negotiated unfair advantages in their dealings with distressed borrowers over the interests of other parties. (465 words) . . . More


2010 US Public Sector Business Consulting Services Rates Increase by 3.5 Percent
Monadnock Research (VIII N9) - 12 March 2010
Rates for business consulting services provided to US public service organizations in 2010 increased by 3.5 percent over 2009 levels. The mean hourly rate for services across all categories was a little under $200. But less than one-fifth of business consulting services firms included executive-level positions in their negotiated rate schedules. This Research Note summarizes our analysis of rates for the business consulting services category under the US GSA's Schedule 874, Mission Oriented Business Integrated Services (MOBIS). It also analyzes the consolidated hourly rates of each firm within MR's 8 labor rate categories, including details on the categories themselves, for the top 5 percent of the 2,000 firms providing related services. Over the next eight weeks we will publish our analysis of rates for financial and business advisory services, human resources and administrative services, advertising and integrated marketing services, and information technology professional services. (1,850 words, 4 Charts) . . . More

2010 Global Consulting Firm Rate Study Launches - Free to Participants
Monadnock Research - 25 February 2010
Monadnock Research announces its comprehensive research program for 2010 consulting firm rates. The study will be the largest negotiated client rate study ever conducted. Participation is free and confidential. Statistical results will be aggregated and reported in a final series of 500+ page reports by industry that will be made available only to participants. . . . More

Strategic Diversification of Mid-Market Companies the Top Priority for Engaging Consultants and Advisors
Clemente Comm. (VII N55) - 9 December 2009
Clemente - Forty-five percent of U.S. middle-market companies say the process of "strategic diversification" is a main driver for retaining consultants and other professional services firms, according to the findings of a recent study by Clemente Communications. More than 36 percent rank complications in R&D/new product development as a primary concern, and nearly 33 percent voice fear about delays in new product launches. More than 72 percent of client organizations plan to evaluate three or more firms before making an engagement decision (455 words). Purchase 80 page report here: http://www.monadnockresearch.net/products/item34.cfm . . . More

Consulting Category Management 2009: Trends & Best Practices
Monadnock Research (VII N52) - 16 November 2009
Monadnock Research conducted a number of interviews with consulting category management executives at leading organizations during 2009. This 60 page report provides details on the trends, best practices, and strategic priorities at 7 organizations with leading consulting category management practices. The report also provides details on the Monadnock Research Value Leadership Framework for consulting category management. Purchase report here: http://www.monadnockresearch.net/products/item32.cfm . . . More

US Public Services: 2010 Large Firm Consulting Rates
Monadnock Research (V2 N49) - 6 November 2009
The US General Services Administration (GSA) is the world's largest consulting services procurement organization. This 500 page report provides consulting rate details for all professional levels and consulting categories for more that 125 of the largest providers of management and IT consulting services to U.S. Federal, State, and Local government clients. Purchase report: http://www.monadnockresearch.net/products/item30.cfm . . . More

Insurance & Financial Services: Consulting Services Procurement Profile
Monadnock Research (V2, N42) - 21 August 2009
Monadnock Research (MR) recently interviewed the Vice President of Global Procurement, the Director of Professional Services, and the Consulting Category Lead of a Fortune 100 international provider of insurance and financial services to discuss their perspectives on the sourcing and procurement of consulting services. Based in the US, these individuals have responsibility for global management consulting services spend. . . . More

Consulting Trends, Stats, and Insights: IBM
Monadnock Research (VII N39) - 25 July 2009
IBM's consulting revenues were hit hard in its most recent fiscal quarter. While profitability has increased, those increases have been driven largely by expense reductions as a result of changes in IBM's global delivery model; and the company has no plan to pass those savings along to clients in reduced fees. This Research Note explores the impact of IBM's strategic transformation and shifts in consulting resources on the company's ability to deliver on its promise to provide higher quality services to clients, while simultaneously providing higher margins to investors. Our Note offers perspective on IBM's Q2-2009 financial results for services, along with recommendations on what clients should do to assess the ongoing transformation at IBM and potential impacts on strategic sourcing initiatives for consulting, IT services, and outsourcing. . . . More

Financial Services II: Consulting Services Procurement Profile
Monadnock Research (V2, N37) - 10 July 2009
Monadnock Research (MR) recently interviewed the Vice President of Global Strategic Sourcing at one of the largest providers of financial services globally, where we discussed their consulting services sourcing and procurement practices. This client organization White Paper summary offers perspective on current trends; analysis of competitive bids; consulting category management; contracting strategies and getting more value from engagements; demand management; vendor rationalization; firm performance management; consulting spend analysis and analytics; common errors made by sourcing professionals; procurement challenges; reigning-in maverick spend; changes in the way firms market services; procurement group structure; and internal consulting organization. (subscription required) . . . More

Pharmaceuticals and Biomedicine: Consulting Services Procurement Profile Summary
Monadnock Research (V2, N34) - 19 June 2009
Monadnock Research recently interviewed the senior director responsible for sourcing and procurement of consulting and professional services at one of the world's largest biomedical and pharmaceutical companies. The interview provides perspective on the company's current demand for consulting services globally, discounting, services spending, practice area trends, maverick spend, contracting best practices, firm compensation schemes, demand management, organization structure, value objectives, consulting alternatives, challenges, and internal category management strategy, maturity and best practices. (subscription required) . . . More

Consumer Goods: Consulting Services Procurement Profile Summary
Monadnock Research (V2 N29) - 5 June 2009
Monadnock Research (MR) recently interviewed the Sourcing and Procurement Manager for Consulting Services at a Fortune 500 multinational consumer goods company, a leader in virtually every category it serves. The interview provides perspective on the company's current demand for consulting services globally, practice area trends, contracting best practices, firm compensation arrangements, services spending, organization structure, engagement value objectives, consulting alternatives, sourcing and procurement challenges, and internal category management strategy, maturity and practices. (subscription required) . . . More

Financial Services: Consulting Services Procurement Profile Summary
Monadnock Research (V2N26) - 22 May 2009
Monadnock Research (MR) recently interviewed the Global Head of Category Management for one of the world's largest financial institutions, currently operating in more than 170 countries globally. This Research Note provides a summary of that interview, and provides perspective on the company's current worldwide demand for consulting services, practice area trends, contracting best practices, firm compensation arrangements, services spending, organization structure, engagement value objectives, consulting alternatives, sourcing and procurement challenges, and internal category management strategy, maturity and practices. (subscription required) . . . More

High Technology: Consulting Services Procurement Profile Summary
Monadnock Research (V2N24) - 15 May 2009
Monadnock Research (MR) interviewed the category leader for management and IT consulting services at one of the world's largest software companies in March 2009 to discuss procurement of consulting services at this software giant that controls more than $1 billion in annual consulting spending. This Research Note provides a summary of the white paper, and covers trends in demand for consulting services internally, consulting project value, alternatives to consultants, consulting agreements, consulting category management challenges, changes in consulting services sales techniques, emerging service opportunities, and procurement organization structure. (subscription required) . . . More

Communications: Consulting Services Procurement Profile Summary
Monadnock Research (V2N23) - 8 May 2009
This Research Note provides a summary of a Monadnock Research white paper on Alcatel-Lucent's consulting category management practices. Alcatel-Lucent is a $22 billion Paris-based provider of communication technologies, applications, and services, with approximately 78,000 employees globally. Topics that are covered include trends in consulting services demand, category management practices and maturity, project value objectives and policies, consulting alternatives, contracting terms, category management challenges and opportunities, fee and compensation scheme trends, high demand service areas, and global procurement group structure and organization. (subscription required) . . . More
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