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Deloitte Case

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First, Maria should acknowledge the foreman’s abundant floor experience because foreman has spent most of his working hours on the production line. Maintain ongoing communication with clients will help the consulting team better understanding the environment and the situation. Second, Maria should educate the client that even though she does not have the relevant experience in automotive manufacturing, her team does have a senior consultant, who had prior experience in the field and had been on three different engagements. Moreover, Maria should mention their team would use the larger resource from Deloitte to serve the client and provide the best suitable solution for SKS. Finally, Maria should point-out that her team’s goal is to help the foreman and SKS to achieve their goals. By aligning their goals, the Foreman will recognize he is also part of the consulting team and solidify their trust.

Here is a script I come up for Maria Chen.

“I recognize the fact that I do not have the hands-on experience like you do on the shop floor, and I will take any information and advice you give us into our project consideration. In addition, my team does have professionals with relevant experiences in the manufacturing industry and more resources from Deloitte Consulting Group ready to support the project. With our training and experiences, my team will have a big picture analysis and provide you and the rest of SKS a “re-engineered” production process that will allow your job to be better accomplished and reduce inventory cost at the same time.

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