Wisdom of Wizards: Insights From Leading Consultants

Terry Gallagher, President of Amrop Battalia Winston and The America’s Practice Leader for the Professional Services Industry Practice was interviewed and quoted several times in the newly released book on Management Consulting, Wisdom of Wizards: Insights From Leading Consultants. He was amongst the 33 senior executives in the Management Consulting Profession who were interviewed by the authors, Richard and Jon Metzler. Senior Executives were asked about how they started their career in Management Consulting, what it takes to succeed in consulting, best practices in managing client relationships, major client meetings and milestones in their careers, ethics and global consulting projects.

Testimonials regarding the context of this book from luminaries in the consulting profession include:

“An unbeatable collection of insights and lessons from the Wizards of the profession.” – David Maister, Consultant and Prolific Author of the Management Consulting Industry.

“If you are an aspiring consultant, a consulting practitioner or a purchaser of consulting services, you will want to read this always informative, mostly unvarnished and occasionally amusing insiders’ view of the multi- billion dollar consulting profession. – Carl Sloane, Professor of Business Administration, Emeritus, Harvard Business School

“The anecdotes and stories from some of the great luminaries of the consulting industry contained in this book are not only insightful but entertaining as well. Whether you are a consultant, or work closely with consultants, you’ll find something on every page that informs and deepens your understanding of why this is such a fulfilling profession.” – John F. Furth, President and CEO of Association of Management Consulting Firms

All proceeds from the purchase of this book help fund the Richard Metzler Scholarships awarded annually by the Foundation for Excellence in Management Consulting, in affiliation with the Association of Management Consulting Firms. Additional information about Wisdom of Wizards is available online at www.thewisdomofwizards.com

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WHITE PLAINS, N.Y., — In a holiday season where bows and ribbons have been replaced with bailouts and rescues, American businesses are reconsidering an honored tradition: the office holiday party. A recent survey …

Terence Gallagher – Guest Lecturer at The Business School at Duquesne University

Terence Gallagher was invited by Alan Miciak, Dean of the Business School at Duquesne University to be a guest lecturer to the graduating class of 2010 for the SMBA (Sustainability MBA) class on May 23, 2010 in Pittsburgh, Pennsylvania. Terry conducted a 1 day program focusing on effective resume writing, best practices for interviewing and customized career search strategies. He also addressed personal questions from the students regarding troubleshooting challenges and issues they were facing regarding these topics.

Terry was invited to attend the Sustainability Breakfast Reception at the Rivers Club hosted by Duquesne University’s Palumbo-Danahue School of Business and met with Corporate Sustainability executives of the 24 organizations that have utilized the SMBA students for value add sustainability consulting projects including Alcoa, CNX Corporation, Bayer Material Science, Highmark, PPG Industries, PNC Bank and Westinghouse Nuclear.

Terry commented, “The value add of the SMBA program is evidenced by the significant consulting projects that were completed for 24 organizations that positively impacted their profitability, their environment and enhanced the local community and corporate brand.”

“In my discussions with local Fortune 500 Corporate Sustainability Officers at the reception and the Duquesne SMBA program leaders it is apparent that the success of the SMBA consulting projects have laid the groundwork for more near term, higher impact sustainability projects,” added Gallagher

Gallagher summed up this event by stating, “The Green Initiative has been in the press and politics for 5 years but now global corporations are dedicating more human capital and financial resources to this area because CEO’s clearly see its positive impact on building shareholder value through increased profitability as well as enhancing their brand, by being more socially responsible corporate citizens and improving the environment.”

Going From Contract to Full Time Employee


Q: I have been under contract with a company for two months. This past week, I received a strong indication I was going to be offered a full time position very soon. How much, if any, leverage do I have in negotiating the best offer possible?

A: So far, so good. You’re one step ahead of all the other unemployed workers because you are already in the door, have completed some assignments and have proven yourself valuable. “They know your work and they like you,” says Jo Bennett, an executive recruiter with Battalia-Winston. That’s the good news.

But, there’s a downside. There are thousands of professionals “right behind you to jump at the opportunity to take your full time position if you were to decline or make it too expensive for your employer to hire you,” says Paul Gavejian, managing director at Total Compensation Solutions, LLC.

As an incoming employee, you can negotiate a few elements of the offer including the salary, bonus, time off, and other benefits. Let’s start with the base salary. “Their base salary offer is dependent on two things: your current pay and what they’re willing to pay for the job,” says Mr. Gavejian. “It would seem that they should offer your contract rate adjusted for benefits, federal and state withholdings.” But keep in mind that, in many cases, companies are limited by the description of the job or salary band the position falls under.

Try to find out what the typical salary range is before going into the negotiation. You should also ask about the market rate for this position—what’s the the typical salary range for the composite of responsibilities for the job itself, not just the title. Ask professionals in similar positions or hiring managers who are familiar with the same sort of job. “They will know the value of this job in the external market and they should at least tell you what that is within a range,” says Mr. Gavejian.

Once you arm yourself with this information, you will be better able to negotiate a fair rate for your position. Say you find out your position is worth $90,000 a year but are $75,000. In that case, you’ll be able to discuss what you know. If they can’t meet the salary now, you can discuss a six month review or other benefits to bring you up to market rate.

Bonuses can be another way to make up a gap in your expectations and the company’s offer. Bonuses are usually expressed as a percent of base salary (e.g., 10% for professional positions up to 100% for some managerial positions). You might want to request a guaranteed bonus or even a higher bonus percent in lieu of a higher salary offer. For example, the company might want to give you lower salary but a higher bonus so they reduce the fixed costs of your overall pay package, says Mr. Gavejian. To that end, a higher bonus gives you a chance to control your total cash compensation and allows the company to control other costs.

If the company is inflexible on salary and bonus, try to negotiate other perks, like extra vacation time, a commuting allowance, flextime or the ability to work remotely some days.

And remember, in any negotiation, try to be reasonable and make sure that your needs and interests don’t conflict with the potential employer’s. In other words, don’t ask for a work day at home if face time and team meetings are important for your job.

Write to Career Q&A at cjeditor@dowjones.com. Be sure to put Career Q&A in the subject line of your email.

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