Comment établissez-vous et surveillez-vous la portée et les objectifs d’un projet de conseil en entreprise familiale?

Identify Root Causes: Delve deep to understand underlying issues rather than just addressing surface symptoms, involving data or feedback from stakeholders. Use Analytical Tools: Employ tools like SWOT analysis for strengths and weaknesses, or fishbone diagrams for causal mapping. Engage Stakeholders: Include family members, employees, and customers to gather diverse perspectives on the impact of the problem. Set Specific Goals: Define clear, measurable objectives that align with the business's long-term vision and values. Documentation: Document the problem and desired outcomes clearly to guide the consultancy process and track progress.

Establishing and monitoring the scope and objectives of a family business consulting project begins with a clear understanding of the problem at hand. Before diving into solutions, it's essential to identify and define the core issues. Engage in detailed discussions with family members and key stakeholders to uncover the underlying challenges. Ask probing questions and listen actively to grasp their perspectives fully. Creating a comprehensive problem statement sets the foundation for the entire project. It should articulate the issues clearly, detailing their impact on the business and the desired outcomes.

The consultant's role in scope definition is principal. Take, for example, a family business owner (a family office), seeking help in wealth preservation. Scope definition involves empathetic discussions to understand the family's financial objectives, risk tolerances, and multigenerational goals. This thorough exploration not only uncovers hidden needs but also identifies potential opportunities that may have been overlooked. Collaboratively defining the problem ensures a comprehensive understanding, laying the foundation for tailored solutions aligned with the client's unique circumstances. This systematic approach enhances the consulting experience and establishes the groundwork for a more effective client-consultant partnership.

In the complex world of family businesses, dissecting problems demands more than just technical expertise; it requires a delicate touch and a deep understanding of the family dynamics at play. Before diving headfirst into any consulting engagement, it's crucial to take the time to peel back the layers and diagnose the core problems beneath the surface. Without this vital step, well-meaning advisor risks unconsciously worsening existing tensions or innocently stirring up a hornet's nest of unresolved conflicts. Having navigated the nuanced landscape of family enterprises firsthand, I've come to recognize that while technical solutions have their place, they pale compared to the significance of grasping the familial context.

For most family businesses it starts in a similar spot, which is 1 to 1 interviews with all of the major players within the family and the business. It's from here, that a family advisor can begin to glean the underlying themes and issues that are of importance to the project. These interviews are anonymous but not confidential in that themes will become apparent across interviews and it's these themes that will be the basis of the report back to the family. These themes then really identify the 'problems' that the family is facing.

Define Objectives and Deliverables: Clearly articulate the project's goals and expected outcomes to ensure alignment between all parties. Set a Realistic Timeline: Utilize a Gantt chart for detailed scheduling and phase completion tracking. Establish Budget Parameters: Agree on a budget that aligns with the project's scope and available resources. Assign Roles and Responsibilities: Clearly define who is responsible for each task to ensure accountability and prevent task overlap. Plan Communication: Set up regular updates and preferred communication channels to keep everyone informed and engaged. Flexible Evaluation Methods: Include adaptable evaluation techniques to allow for adjustments based on ongoing feedback and results.

Once the problem is defined, the next step is to agree on the project's scope. This involves outlining what will and won't be covered in the consulting engagement. Scope definition prevents scope creep, which can derail the project and strain resources. Collaboratively establish the project's boundaries with the family business stakeholders. Determine specific deliverables, timelines, and milestones. Clarify the roles and responsibilities of each party involved. Having a well-documented scope helps manage expectations and provides a clear roadmap. It also serves as a reference point throughout the project, ensuring everyone remains aligned with the original objectives.

While initiating the consulting project, it is also important to have alignment among all family leaders and stakeholders with the goals and expectations. Many times, there has been misalignment among stakeholders regarding expectations and executions after the project has started, which would create conflicts, making the consulting engagement ineffective. Hence, it is essential to have open communication and ask for their feedback or concerns to ensure productive results from the consulting project.

Detail Scope and Fees: Clearly outline scope and associated fees to prevent misunderstandings about deliverables and financial obligations. Payment Schedule: Define a payment schedule tied to project milestones, ensuring clarity and regularity in financial transactions. Confidentiality and IP Rights: Establish strict confidentiality terms and clear intellectual property ownership to protect both parties' interests. Liability Clauses: Include liability limitations to minimize legal exposure for both parties. Dispute Resolution: Detail methods for resolving disputes, such as arbitration, to avoid court proceedings. Termination Conditions: Specify conditions under which the contract can be terminated, both parties have a clear exit strategy.

With the problem defined and the scope agreed upon, it's time to formalize the arrangement through a contract. The contract should detail all aspects of the project, including objectives, deliverables, timelines, and payment terms. It's not just a legal formality but a vital document that guides the project's execution. A well-crafted contract ensures accountability and reduces misunderstandings. It should be comprehensive yet flexible enough to accommodate necessary adjustments. In family businesses, where personal relationships intertwine with professional ones, having a clear contract helps in maintaining professionalism and focus. It safeguards the interests of all parties and lays the groundwork for a successful collaboration.

Family businesses often blur the lines between personal relationships and professional roles. By explicitly stating each family member's roles and responsibilities in relation to the project, the contract helps mitigate potential conflicts. This clarity ensures that personal dynamics do not overshadow or hinder the professional and project-oriented objectives. It delineates who has the authority to make decisions, provide information, or approve changes, thus streamlining communication and decision-making processes.

Collect and Analyze: Use data visualization tools to ensure accurate analysis, forming the basis for informed decisions. Develop & Test Solutions: Create & rigorously test solutions to confirm their effectiveness and business alignment. Implement Recommendations: Systematically introduce recommendations, ensuring seamless integration into existing operations. Provide Training & Support: Deliver comprehensive training and ongoing support to facilitate smooth adoption and sustainability. Use Project Management Tools: Employ project management software to track progress, manage tasks, and maintain communication. Ensure Ethical Practices: Adhere to ethical standards throughout the project, building trust and adding long-term value to FB.

Executing the project involves putting the plan into action. At this stage, effective communication and collaboration are crucial. Regularly update family members and stakeholders on progress, challenges, and successes. Use the agreed-upon scope and objectives as your guide, but be prepared to adapt to unforeseen circumstances. Employ project management tools and techniques to keep everything on track. Encourage active participation from the family business team to maintain a sense of ownership and commitment. Celebrate small victories along the way to maintain momentum and morale. The execution phase is where plans transform into reality, so stay focused, organized, and communicative.

Set KPI: Establish clear KPIs that reflect the project's objectives to accurately measure progress and impact. Use Monitoring Tools: Implement dashboards and regular reports for real-time tracking of progress against goals. Regular Reviews: Hold frequent review meetings with stakeholders to assess progress, discuss challenges, and plan next steps. Adjust as Needed: Remain flexible to adapt strategies based on monitoring outcomes to address unforeseen challenges effectively. Collaborative Approach: Maintain open communication between the consultant and the family business to facilitate a collaborative environment. Document Changes and Outcomes: Keep detailed records of all progress, adjustments, and results for analysis and future reference.

Monitoring progress is an ongoing process that ensures the project stays aligned with its objectives. Regular check-ins, status reports, and review meetings are essential. Use key performance indicators (KPIs) to measure success and identify areas needing attention. Adjust strategies as needed based on feedback and performance data. Effective monitoring helps in identifying potential issues before they escalate. It allows for timely interventions and course corrections. Keeping the family business stakeholders informed and involved throughout this phase fosters transparency and trust. Monitoring is not just about tracking; it's about ensuring the project delivers the intended results and adds value to the family business.

More important than establishing scope and getting the contract signed is finding the right advisor to work with. You know your family best. Work with someone you have confidence will work well with you. That will be able to fit your family well and connect with them. Ultimately, family advising is an intimate process. You're going to be inviting a third-party into the inner workings of your family. Choose someone you trust and feel good about.

Es absolutamente importante que la empresa familiar, TODOS sus miembros, crean y apoyen el proyecto de consultoría. En el caso de no ser así, mi experiencia me confirma que es contraproducente tanto para la empresa como para el consultor. Se pone foco en el boicot y el trabajo de vuelve insostenible e inaplicable.