(Oh No!!! It’s Peningo……Darn it, they’re going to tell the “End Client” who we really are….)
For years we have worked with some of the more prestigious “Names” in IT Consulting and Professional Services. Through out the Peningo Web Site, we will often refer to these prestigious “Names” in IT as the “Prestigious Ones”. Our experiences and position on the “Prestigious Ones” is based on years of working with these groups in the trenches providing the talent needed to fulfill their “end client’s” requirements.
There are significant differences between the “Prestigious Ones” and Peningo’s way of doing business.
Client controls systems projects that support the client’s successful business plan.
At Peningo, we expect the client to control all systems decisions, as we feel that those decisions may impact the client’s “Business
Plan”. Systems contributions by Peningo Members should be limited to the development, enhancement and implementation of the systems that will deliver a client’s proven successful “Business Plan” intact.
There is a tendency on the part of the “Prestigious Ones” to try to control and influence the client’s “Business Plan” in order to be able to use their “package solutions”. This efforts results in priority being given to systems solutions than to the client’s “Business Plan”.
We have experience salvaging situations created by the “Prestigious Ones” in their attempts to influence the client’s “Business Plan” in order to use the “standard solution” which results in totally inadequate business solution. Again we re-state our view that systems decisions should be totally in the hands of client personnel and all systems must
bow to the needs of the client’s “Business Plan”
The “Bench” Systems
The “Prestigious Ones” maintain consultants between assignments on the “Bench” waiting for allocation to a project. We at Peningo feel that the “Bench” system is totally wrong for the following reasons:
When a client states a requirement, there is an economic incentive, on the part of the ” Prestigious Ones” to use “imperfect” matches to the client’s requirement in order to reduce the bench idle resources ,which are on their payroll, and are not billable to any client. That is how the “Prestigious Ones” finds themselves offering “Oranges” when the client’s needs requires “Apples”
We have experienced replacing such mismatched resources presented by the “Prestigious Ones” and bringing the client back into harmony by delivering excellent matches to the client’s requirement. In addition consultants are extremely unhappy to be placed on a “Bench” even when they continue to receive their pay.
We approach every client requirement without any limitations except to seek a very close match that has the pertinent skills at an expert level. As we do not support the “Bench” systems we are able to bring upon the client’s needs the best solution available in the Market at that point in time. Our consultants are compensated adequately so that should a situation developed of a gap between assignments the consultants may use their free time as they wish. It is our experience that those that have dedicated their careers to consulting prefer this method best, as they do not like to be mismatched, resulting in personal failures at the assignment.
One single hourly rate
The “Prestigious Ones” when a resource home base is away from the client they offer the resource on an hourly billing rate plus expenses. Such practices lead to extensive overhead costs in the part of the consultant, the client and the “Prestigious Ones”.
Peningo’s approach is to offer our consultant at a single hourly rate. When the Peningo consultant home base is remote to the client we would have quoted the single hourly rate as all inclusive (no expenses to be added). The client for all purposes may consider all Peningo resources as local. It is up to the consultants to decide if they want to commute on a weekly basis or relocate in close proximity to the client’s site for the duration of the assignment.
It is our experience that the consultant and the client prefer this method and for Peningo, facilitate the inclusion of a nation wide pool of resources to respond to clients requests.
It is in the nature of the “Prestigious Ones” to function with extremely high overheads that leads to the need for large Markups. As the consultants wants their earnings increased the “Prestigious Ones” finds themselves in the need to go “off shore” for resources that may fit their Markups requirements, with the consequent negative effect on quality of
By eliminating the “Prestigious Ones” Peningo will be able to share the savings with the consultant and the client. The client benefits by having a business formula that rewards the consultant, making it possible to retain the most accomplish resources available while receiving a substantial cost reduction.