The Team Structure for Professional Discovery Engagements
Core Team Composition
Standard 6-Week Discovery Engagement Team
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│ DISCOVERY TEAM STRUCTURE │
│ (Typical Engagement) │
└─────────────────────────────────────────────────────────────┘
CORE DELIVERY TEAM (Billable to Client):
├─ 1 Senior Consultant (Engagement Lead)
├─ 1 Analyst/Associate (Support)
└─ 1 Partner/Director (Oversight)
SUPPORT TEAM (Firm Overhead):
├─ 1 Project Coordinator
├─ Design/Production Support (as needed)
└─ Quality Review Team
SPECIALIST CONSULTANTS (Episodic):
├─ Technical Architects (as needed)
├─ Industry Specialists (as needed)
└─ Change Management Experts (as needed)
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Detailed Role Descriptions
ROLE 1: Senior Consultant / Engagement Lead
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SENIOR CONSULTANT (ENGAGEMENT LEAD)
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RESPONSIBILITY:
Day-to-day leadership and delivery of the entire discovery engagement.
This is the "face" of the engagement—the person the client sees daily.
ALLOCATION: 100% dedicated (40 hours/week × 6 weeks = 240 hours)
BILL RATE: $175-$225/hour (varies by experience and market)
EXPERIENCE REQUIRED:
├─ 8-15 years consulting experience
├─ 3-5 years specifically in AI/automation implementations
├─ 10-15 similar discovery engagements completed
├─ Deep expertise in process analysis and improvement
└─ Track record of successful client engagements
CORE SKILLS REQUIRED:
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CONSULTING SKILLS:
✓ Stakeholder management (executive to individual contributor)
✓ Workshop facilitation (groups of 15-30 people)
✓ Structured problem-solving (root cause analysis)
✓ Business case development (ROI modeling, financial analysis)
✓ Presentation skills (executive-level communication)
✓ Project management (timeline, budget, scope control)
TECHNICAL SKILLS:
✓ AI/ML fundamentals (not deep technical, but conversant)
✓ Systems integration concepts (APIs, data flows, architecture)
✓ Business process modeling (BPMN, swimlanes, workflows)
✓ Data analysis (Excel, SQL basics, statistical concepts)
✓ Technology landscape (CRM, ERP, workflow tools, AI platforms)
DOMAIN KNOWLEDGE:
✓ Business operations (how companies actually work)
✓ Change management principles (adoption, resistance)
✓ Multiple industries (SaaS, healthcare, financial services, etc.)
✓ Organizational dynamics (politics, culture, decision-making)
SOFT SKILLS:
✓ Active listening (essential for discovery)
✓ Empathy (understanding pain points genuinely)
✓ Influence without authority (not client's employee)
✓ Conflict resolution (navigate political tensions)
✓ Credibility building (earn trust quickly)
✓ Adaptability (every client is different)
DELIVERABLES OWNED:
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• Overall engagement success
• Stakeholder interview execution (personally conducts most)
• Workshop design and facilitation (leads all sessions)
• Current state analysis (synthesizes findings)
• Recommendation development (creates strategic approach)
• Executive presentation (delivers in-person)
• Client relationship management (primary contact)
TYPICAL WEEK (240 total hours over 6 weeks):
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WEEK 1: Discovery Kickoff
├─ Client meetings: 12 hours (kickoff, planning, introductions)
├─ Stakeholder interviews: 10 hours (conducting)
├─ Preparation and research: 8 hours
├─ Team coordination: 4 hours
├─ Documentation: 6 hours
└─ TOTAL: 40 hours
WEEK 2: Interviews and Observation
├─ Stakeholder interviews: 15 hours (conducting)
├─ Process observation: 8 hours (shadowing team)
├─ Data gathering: 5 hours
├─ Analysis and synthesis: 8 hours
├─ Workshop design: 4 hours
└─ TOTAL: 40 hours
WEEK 3: Hotboxing Workshops
├─ Workshop facilitation: 16 hours (2 full days)
├─ Workshop prep: 6 hours
├─ Real-time synthesis: 6 hours
├─ Stakeholder follow-ups: 6 hours
├─ Documentation: 6 hours
└─ TOTAL: 40 hours
WEEK 4: Analysis and Workshops
├─ Workshop facilitation: 8 hours (1 full day)
├─ Problem prioritization: 10 hours
├─ Quantified impact analysis: 12 hours
├─ Team coordination: 4 hours
├─ Client updates: 6 hours
└─ TOTAL: 40 hours
WEEK 5: Synthesis and Recommendation
├─ Solution approach research: 10 hours
├─ ROI modeling: 8 hours
├─ Implementation planning: 10 hours
├─ Draft report writing: 8 hours
├─ Internal reviews: 4 hours
└─ TOTAL: 40 hours
WEEK 6: Finalization and Presentation
├─ Report finalization: 10 hours
├─ Presentation creation: 8 hours
├─ Executive presentation prep: 6 hours
├─ Executive presentation delivery: 3 hours
├─ Q&A and refinement: 8 hours
├─ Handoff and wrap-up: 5 hours
└─ TOTAL: 40 hours
SALARY RANGE (If Employee):
├─ Base: $140K-$200K/year (varies by market and experience)
├─ Bonus: 20-40% (performance-based)
├─ Total comp: $170K-$280K/year
└─ Bill rate typically 2.5-3× salary (covers overhead, profit)
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ROLE 2: Analyst / Associate Consultant
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ANALYST / ASSOCIATE CONSULTANT
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RESPONSIBILITY:
Support the Senior Consultant with data analysis, documentation,
research, and tactical execution. The "analytical engine" of the team.
ALLOCATION: 50% dedicated (20 hours/week × 6 weeks = 120 hours)
BILL RATE: $100-$150/hour
EXPERIENCE REQUIRED:
├─ 2-5 years consulting or business analysis experience
├─ 1-2 years in technology/operations consulting
├─ Strong analytical and documentation skills
└─ Ability to work independently with direction
CORE SKILLS REQUIRED:
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ANALYTICAL SKILLS:
✓ Data analysis (Excel power user, basic SQL, data visualization)
✓ Quantitative modeling (financial modeling, ROI calculations)
✓ Research skills (competitive analysis, benchmarking)
✓ Pattern recognition (identifying themes from interviews)
DOCUMENTATION SKILLS:
✓ Report writing (clear, structured, professional)
✓ PowerPoint/Keynote (creating compelling presentations)
✓ Process documentation (flowcharts, diagrams)
✓ Interview note-taking and synthesis
TECHNICAL SKILLS:
✓ Microsoft Office mastery (Excel, Word, PowerPoint)
✓ Collaboration tools (Miro, Mural, Google Suite)
✓ Basic data tools (Tableau, PowerBI helpful but not required)
✓ Project management tools (Asana, Monday, etc.)
SOFT SKILLS:
✓ Detail-oriented (catches errors, ensures quality)
✓ Self-directed (works independently with minimal supervision)
✓ Responsive (quick turnaround on requests)
✓ Eager to learn (growing into senior role)
DELIVERABLES OWNED:
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• Interview notes and synthesis (detailed documentation)
• Data analysis and charts (Excel models, graphs, tables)
• Research reports (competitive analysis, best practices)
• Draft report sections (first drafts for senior review)
• Presentation materials (slide creation, formatting)
• Project tracking (timeline, budget, deliverables status)
TYPICAL ACTIVITIES:
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WEEKS 1-2: Data Collection
├─ Attend stakeholder interviews (note-taking)
├─ Document interview insights (synthesis)
├─ Research client industry and competitors
├─ Gather baseline data (metrics, reports, documentation)
├─ Create initial analysis frameworks (templates, models)
WEEKS 3-4: Analysis Support
├─ Support workshop execution (logistics, documentation)
├─ Analyze workshop outputs (theme identification)
├─ Build quantification models (cost calculations)
├─ Create visualizations (charts, graphs, diagrams)
├─ Research solution approaches (technology options)
WEEKS 5-6: Deliverable Creation
├─ Draft report sections (under senior guidance)
├─ Build presentation slides (design and content)
├─ Format final deliverables (professional polish)
├─ Create appendices (detailed supporting data)
├─ Quality check all materials (proofreading, fact-checking)
SUPERVISION REQUIRED:
├─ Daily check-ins with Senior Consultant (15-30 min)
├─ Work reviewed before client sees it
├─ Clear task assignments with deadlines
└─ Mentoring and skill development
CAREER PATH:
├─ Entry: Analyst (0-2 years)
├─ Next: Senior Analyst (2-4 years)
├─ Then: Consultant (4-6 years)
└─ Goal: Senior Consultant (6-10 years)
SALARY RANGE (If Employee):
├─ Base: $70K-$110K/year
├─ Bonus: 10-20%
├─ Total comp: $77K-$132K/year
└─ Bill rate typically 3-4× salary
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ROLE 3: Partner / Director (Oversight)
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PARTNER / DIRECTOR (ENGAGEMENT OVERSIGHT)
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RESPONSIBILITY:
Quality assurance, strategic guidance, executive relationship
management, and firm reputation stewardship. Not day-to-day delivery,
but periodic review and high-stakes moments.
ALLOCATION: 10% dedicated (4 hours/week × 6 weeks = 24 hours)
BILL RATE: $225-$350/hour (partner level)
EXPERIENCE REQUIRED:
├─ 15+ years consulting experience
├─ 5+ years at partner/director level
├─ Deep expertise in multiple industries
├─ Strong executive relationships and business development
└─ Thought leadership in AI/automation space
INVOLVEMENT POINTS:
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WEEK 0 (Pre-Engagement):
├─ Proposal development and pricing (4 hours)
├─ Sales meetings with client executives (2 hours)
├─ Contract negotiation and scoping (2 hours)
└─ Team staffing decisions (2 hours)
WEEK 1 (Kickoff):
├─ Client kickoff meeting (attendance) (2 hours)
├─ Team kickoff and approach review (1 hour)
└─ Check-in with Senior Consultant (1 hour)
WEEKS 2-3 (Mid-Point):
├─ Review draft findings and analysis (2 hours)
├─ Strategic guidance on approach (1 hour)
├─ Client executive check-in call (optional) (1 hour)
└─ Risk assessment and mitigation (1 hour)
WEEKS 4-5 (Synthesis):
├─ Review draft recommendations (3 hours)
├─ Quality assurance on financials/ROI (2 hours)
├─ Challenge assumptions and logic (2 hours)
└─ Presentation storyline review (1 hour)
WEEK 6 (Final Delivery):
├─ Final deliverable review and approval (2 hours)
├─ Executive presentation (attendance) (3 hours)
├─ Client executive meeting (strategic discussion) (2 hours)
└─ Team debrief and lessons learned (1 hour)
POST-ENGAGEMENT:
├─ Client follow-up and relationship nurturing (2 hours)
├─ Implementation phase scoping (if applicable) (2 hours)
└─ Total: 24 hours over 6 weeks + 4 hours post
DELIVERABLES OWNED:
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• Engagement quality (firm reputation on the line)
• Client relationship at executive level
• Strategic guidance (methodology application)
• Risk management (escalation resolution)
• Business development (follow-on work)
WHY THIS ROLE MATTERS:
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✓ Credibility: Partner presence at kickoff and final presentation
✓ Quality: Second set of experienced eyes catches issues
✓ Risk: Experienced judgment on complex/sensitive situations
✓ Relationships: Executive-to-executive connection
✓ Methodology: Ensures consistency with firm standards
SALARY RANGE (If Employee/Equity Partner):
├─ Base: $200K-$350K/year
├─ Bonus/Profit Share: 50-200% (significant upside)
├─ Total comp: $300K-$700K+/year
└─ Bill rate typically 2-2.5× salary (less markup at this level)
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ROLE 4: Project Coordinator (Firm Overhead)
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PROJECT COORDINATOR (NON-BILLABLE SUPPORT)
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RESPONSIBILITY:
Logistics, scheduling, document management, and administrative support
for the engagement team. Frees consultants to focus on client value.
ALLOCATION: 15% dedicated (6 hours/week × 6 weeks = 36 hours)
NOT BILLED TO CLIENT (Firm overhead, built into rates)
EXPERIENCE REQUIRED:
├─ 2-4 years project coordination or executive assistant experience
├─ Consulting firm experience preferred
├─ Strong organizational and communication skills
└─ Technology proficiency (scheduling tools, document management)
RESPONSIBILITIES:
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LOGISTICS & SCHEDULING:
├─ Schedule 25-30 stakeholder interviews (coordinate calendars)
├─ Book meeting rooms and workshop spaces
├─ Arrange travel (flights, hotels, ground transportation)
├─ Manage team calendar and availability
└─ Send meeting invites and reminders
DOCUMENT MANAGEMENT:
├─ Maintain project folder structure (organized repository)
├─ Version control on deliverables (track changes)
├─ Manage client document sharing (Box, SharePoint, etc.)
├─ Print and bind final deliverables
└─ Archive project materials post-engagement
CLIENT COORDINATION:
├─ Primary point of contact for scheduling questions
├─ Coordinate with client admin/EA for exec meetings
├─ Manage workshop attendee lists and confirmations
├─ Send pre-read materials before meetings
└─ Follow up on outstanding items (document requests, etc.)
TEAM SUPPORT:
├─ Expense report processing (consultant receipts)
├─ Invoice preparation and submission
├─ Time tracking reminders and compilation
├─ Meeting prep (agendas, materials, supplies)
└─ Team communication (status updates, reminders)
TYPICAL WEEK:
├─ Schedule coordination: 2 hours
├─ Document management: 1.5 hours
├─ Client coordination: 1 hour
├─ Team support: 1 hour
├─ Administrative tasks: 0.5 hours
└─ TOTAL: 6 hours/week
WHY THIS ROLE MATTERS:
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Without this support, Senior Consultant spends 6 hours/week on
logistics instead of client value. At $200/hour, that's $7,200
of lost billable time per engagement. Project Coordinator at
$30/hour costs $1,080. ROI = 6.7×.
SALARY RANGE:
├─ Base: $50K-$70K/year
├─ Bonus: Minimal (5-10%)
├─ Total comp: $52K-$77K/year
└─ Not billed (covered by overhead built into consultant rates)
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ROLE 5: Design & Production Support (Firm Overhead)
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DESIGN & PRODUCTION SUPPORT (NON-BILLABLE)
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RESPONSIBILITY:
Professional design and production of client deliverables—presentations,
reports, diagrams, infographics. Makes deliverables look polished and
professional, not "consultant made this in PowerPoint."
ALLOCATION: Episodic (10-20 hours total per engagement, as needed)
NOT BILLED TO CLIENT (Firm overhead)
EXPERIENCE REQUIRED:
├─ 3-5 years design experience (graphic design, presentation design)
├─ Consulting deliverable experience preferred
├─ Expert in Adobe Creative Suite, PowerPoint, Keynote
└─ Understanding of business communication (not just pretty pictures)
RESPONSIBILITIES:
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PRESENTATION DESIGN:
├─ Format executive presentation (consistent template, branding)
├─ Create custom graphics and infographics
├─ Design data visualizations (charts that actually communicate)
├─ Ensure visual hierarchy and flow
└─ Make slides compelling but professional
REPORT PRODUCTION:
├─ Format final report document (75-150 pages)
├─ Create table of contents, headers, footers
├─ Design page layouts (readable, scannable)
├─ Embed charts, tables, diagrams properly
└─ Ensure consistent formatting throughout
DIAGRAM CREATION:
├─ Process flow diagrams (Visio, Lucidchart, Draw.io)
├─ System architecture diagrams
├─ Organizational charts
├─ Data flow diagrams
└─ Visual frameworks and models
FINAL PRODUCTION:
├─ PDF creation (high-quality export)
├─ Print production (bound copies if needed)
├─ Digital distribution preparation
└─ Quality check (no errors, broken links, etc.)
TYPICAL ENGAGEMENT USAGE:
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WEEK 4: Initial Design Work (4 hours)
├─ Set up report template
├─ Create initial presentation template
└─ Design framework diagrams
WEEK 5: Interim Design (6 hours)
├─ Format draft presentation
├─ Create custom charts and graphics
└─ Design executive summary visuals
WEEK 6: Final Production (8 hours)
├─ Finalize all presentation slides
├─ Complete report formatting
├─ Create print-ready PDFs
└─ Final quality check
TOTAL: 18 hours over 3 weeks
WHY THIS ROLE MATTERS:
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Professional design:
✓ Increases perceived value (clients judge book by cover)
✓ Improves comprehension (good design aids understanding)
✓ Differentiates from competitors (looks premium)
✓ Frees consultants (they're not good at design anyway)
SALARY RANGE:
├─ Base: $60K-$90K/year (in-house designer)
├─ OR: Contract designer $50-$100/hour (as needed)
├─ Typical: Shared resource across multiple engagements
└─ Not billed separately (covered by overhead)
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ROLE 6: Specialist Consultants (Episodic)
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SPECIALIST CONSULTANTS (AS NEEDED)
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ROLE 6A: TECHNICAL ARCHITECT / AI SPECIALIST
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WHEN NEEDED:
• Complex technical architecture questions
• AI/ML feasibility assessment
• Integration architecture design
• Platform/vendor evaluation
ALLOCATION: 8-16 hours per engagement (episodic)
BILL RATE: $200-$300/hour (deep technical expertise)
ACTIVITIES:
├─ Technical discovery (system architecture review)
├─ Feasibility assessment (can we actually do this?)
├─ Integration design (how systems will connect)
├─ Platform recommendations (which AI tools fit?)
└─ Technical risk assessment
EXAMPLE USE:
"Client has legacy mainframe system. Need specialist to assess
integration feasibility before recommending AI automation."
SALARY RANGE (If Employee):
├─ Base: $150K-$220K/year
├─ Total comp: $180K-$280K/year
└─ Often contract/fractional (not full-time staff)
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ROLE 6B: INDUSTRY SPECIALIST
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WHEN NEEDED:
• Highly regulated industry (healthcare, financial services)
• Specialized domain (manufacturing, logistics, legal)
• Need deep industry expertise for credibility
ALLOCATION: 4-12 hours per engagement (episodic)
BILL RATE: $250-$400/hour (rare expertise)
ACTIVITIES:
├─ Industry context and benchmarking
├─ Regulatory/compliance guidance
├─ Domain-specific recommendations
├─ Executive credibility (25 years in healthcare)
└─ Network connections (know who to talk to)
EXAMPLE USE:
"Client is hospital system. Need healthcare IT specialist for
HIPAA compliance and clinical workflow expertise."
SALARY RANGE (If Employee):
├─ Base: $180K-$250K/year (senior, niche expertise)
├─ Total comp: $220K-$350K+/year
└─ Often fractional/advisor (maintains day job elsewhere)
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ROLE 6C: CHANGE MANAGEMENT SPECIALIST
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WHEN NEEDED:
• High organizational complexity
• Significant resistance expected
• Cultural transformation required
• Large-scale adoption challenges
ALLOCATION: 12-20 hours per engagement (episodic)
BILL RATE: $175-$250/hour
ACTIVITIES:
├─ Stakeholder analysis and mapping
├─ Change readiness assessment
├─ Communication strategy development
├─ Adoption planning
└─ Training program design
EXAMPLE USE:
"Client has failed 3 prior automation initiatives. Need change
management specialist to design adoption approach."
SALARY RANGE (If Employee):
├─ Base: $120K-$170K/year
├─ Total comp: $140K-$210K/year
└─ Often shared resource across firm
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Team Sizing by Engagement Complexity
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TEAM SIZING GUIDE
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SMALL ENGAGEMENT ($55K-$70K, 4-5 weeks):
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Core Team:
├─ 1 Senior Consultant (100%, 160-200 hours)
├─ 0.5 Analyst (50%, 80-100 hours)
└─ 0.1 Partner (10%, 16-20 hours)
Support:
├─ 0.15 Project Coordinator (6 hours/week)
└─ 0.05 Design Support (8-10 hours total)
Total: 1.8 FTE-equivalents
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STANDARD ENGAGEMENT ($75K-$90K, 6 weeks) ← MOST COMMON
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Core Team:
├─ 1 Senior Consultant (100%, 240 hours)
├─ 0.5 Analyst (50%, 120 hours)
└─ 0.1 Partner (10%, 24 hours)
Support:
├─ 0.15 Project Coordinator (6 hours/week)
├─ 0.05 Design Support (18 hours total)
└─ 0.05 Specialist (as needed, 8-12 hours)
Total: 1.85 FTE-equivalents
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LARGE ENGAGEMENT ($100K-$150K, 8-10 weeks):
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Core Team:
├─ 1 Senior Consultant (100%, 320-400 hours)
├─ 1 Analyst (75%, 240-300 hours)
├─ 0.5 Second Senior (50%, 160-200 hours) [if cross-functional]
└─ 0.15 Partner (15%, 48-60 hours)
Support:
├─ 0.2 Project Coordinator (8 hours/week)
├─ 0.1 Design Support (32-40 hours total)
└─ 0.1 Specialists (2-3 types, 20-40 hours total)
Total: 3.05 FTE-equivalents
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ENTERPRISE ENGAGEMENT ($175K-$250K, 10-12 weeks):
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Core Team:
├─ 2 Senior Consultants (100% each, 800-960 hours total)
├─ 2 Analysts (75% each, 600-720 hours total)
├─ 0.2 Partner (20%, 80-96 hours)
└─ 1 Director/Subject Matter Expert (50%, 200-240 hours)
Support:
├─ 0.3 Project Coordinator (12 hours/week)
├─ 0.15 Design Support (60-80 hours total)
└─ 0.2 Multiple Specialists (60-100 hours total)
Total: 6.85 FTE-equivalents
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Staffing Economics
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STAFFING ECONOMICS FOR $80K ENGAGEMENT
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REVENUE: $80,000 (client pays)
DIRECT COSTS (Billable Team):
├─ Senior Consultant: 240 hrs @ $200/hr = $48,000
├─ Analyst: 120 hrs @ $125/hr = $15,000
├─ Partner: 24 hrs @ $250/hr = $6,000
└─ SUBTOTAL: $69,000 (86% of revenue)
INDIRECT COSTS (Overhead):
├─ Project Coordinator: $1,080 (36 hrs @ $30/hr internal cost)
├─ Design Support: $900 (18 hrs @ $50/hr internal cost)
├─ Office/Infrastructure: $2,000 (allocated overhead)
├─ Sales & Marketing: $3,000 (allocated cost)
└─ SUBTOTAL: $6,980 (9% of revenue)
EXPENSES (Reimbursable):
├─ Travel: $3,000 (flights, hotels, meals)
├─ Software/Tools: $500
└─ SUBTOTAL: $3,500 (4% of revenue)
TOTAL COSTS: $79,480 (99% of revenue)
PROFIT: $520 (0.7% margin)
WAIT, THAT CAN'T BE RIGHT?!
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THE REAL ECONOMICS (What's Actually Happening):
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The "$200/hour" bill rate includes:
1. Consultant salary ($70/hr equivalent)
2. Overhead allocation ($50/hr)
3. Profit margin ($80/hr)
BETTER BREAKDOWN:
REVENUE: $80,000
DIRECT LABOR COSTS (Actual Salaries):
├─ Senior Consultant: 240 hrs @ $70/hr = $16,800
├─ Analyst: 120 hrs @ $40/hr = $4,800
├─ Partner: 24 hrs @ $100/hr = $2,400
└─ SUBTOTAL: $24,000 (30% of revenue)
OVERHEAD (All Indirect Costs):
├─ Support staff (coordinator, design): $2,000
├─ Office, infrastructure, tools: $6,000
├─ Sales, marketing, admin: $8,000
├─ Professional development, training: $2,000
├─ Bench time (unutilized capacity): $4,000
├─ Bad debts and write-offs: $1,000
└─ SUBTOTAL: $23,000 (29% of revenue)
EXPENSES:
├─ Travel and materials: $3,500
└─ SUBTOTAL: $3,500 (4% of revenue)
PROFIT (Before Taxes):
├─ Revenue: $80,000
├─ Less Costs: $50,500
├─ PROFIT: $29,500 (37% margin)
This is healthy consulting firm economics.
WHY 37% MARGIN?
├─ Consulting is high-margin business (intellectual property)
├─ Low capital requirements (people, not factories)
├─ Scalable (can grow without proportional costs)
└─ Risky (project-based, lumpy revenue, no guaranteed work)
INDUSTRY BENCHMARKS:
├─ Boutique consulting: 30-40% profit margin (target)
├─ Big 4 consulting: 25-35% profit margin
├─ Solo practitioner: 40-60% profit margin (lower overhead)
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Hiring Profile Summary
If you’re building a consulting practice to deliver these services, here’s what you need to hire:
Minimum Viable Team (Can deliver 1-2 engagements simultaneously):
CORE TEAM:
├─ 2 Senior Consultants (can rotate as lead)
├─ 2 Analysts (can support multiple projects)
├─ 1 Partner/Director (oversight for all)
├─ 1 Project Coordinator (supports all)
└─ Contract Design Support (as needed)
Total: 6 people (5.5 FTE if coordinator part-time)
Can deliver: 2-3 standard engagements simultaneously
Annual capacity: 10-12 engagements per year
Annual revenue: $800K-$1M
Growth Team (Can scale to 4-6 simultaneous engagements):
EXPANDED TEAM:
├─ 4 Senior Consultants
├─ 3 Analysts
├─ 2 Partners/Directors
├─ 2 Project Coordinators
├─ 1 In-house Designer
└─ Network of 3-5 Specialist Consultants (fractional)
Total: 12 full-time + specialists
Can deliver: 4-6 standard engagements simultaneously
Annual capacity: 20-25 engagements per year
Annual revenue: $1.6M-$2M
The bottom line: To deliver professional AI implementation discovery services, you need a small but mighty team combining consulting expertise, analytical horsepower, client relationship skills, and production support. The senior consultant is the linchpin—everything revolves around finding/developing people who can facilitate workshops, synthesize complex information, build business cases, and present to executives with credibility.