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Why Taxpayers Pay McKinsey $3M a Year for a Recent College Graduate Contractor

mattstoller.substack.com

11–20 of 328 posts

Re: Why Taxpayers Pay McKinsey $3M a Year for a Recent College Graduate Contractor

#11

from the article >>> "In other words, the agency of the government in charge of bulk buying isn’t paid for saving money, but for spending too much of it. The IFF also incentivizes the GSA to get the government to outsource to contractors anything it can, simply to get more budget. The IFF has been creating problems like the McKinsey over-payment for a long time."

And yet there are people refusing to accept that fact, I met one of them. And that guy also failed to realize what an immense cash flow advantage government has against private sector companies. Government wants to spend money as soon as possible. That alone is a huge lever in procuring hardware. Not sure why they don't use it.

Re: Why Taxpayers Pay McKinsey $3M a Year for a Recent College Graduate Contractor

#14

The IFF referenced in the article seems like a great example of how good-intentioned changes to incentive structures can have very warped outcomes, potentially years later. These kinds of effects keep popping up for me, even in industry contexts (e.g. stack ranking). Are there accepted mechanisms for systematically identifying these knock-on effects, and if so, what are they and how can they be more broadly applied?…

>Are there accepted mechanisms for systematically identifying these knock-on effects, and if so, what are they and how can they be more broadly applied?

Yes, look for cases where A is rewarded, but B is expected:

https://www.ou.edu/russell/UGcomp/Kerr.pdf

Re: Why Taxpayers Pay McKinsey $3M a Year for a Recent College Graduate Contractor

#15
post #2

Matt Stoller wrote a really interesting book giving a history of monopoly power in America: https://www.amazon.com/Goliath-Monopolies-Secretly-Took-Worl... On my winter reading list :)

I plan to read it at some point, but I was really turned off by Stoller's relentlessly cloying self-promotion in his newsletter. I get it, he writes well on important topics, but he could use a bit more subtlety in pushing his stuff.

Re: Why Taxpayers Pay McKinsey $3M a Year for a Recent College Graduate Contractor

#16
There's a lot to unpack here, but the general gist is that McKinsey is overpaid for mediocre services. It's hard to argue against that, and McK in particular does have some insanely unjustifiable rates, but I do think the author has a bit of a misunderstanding of why consultancies are hired in the first place.

To be clear, when a consultancy like McK puts a 23 year old analyst on a project, the $50k/week bill isn't just paying for the knowledge in the analyst's head. The analyst is really just a vehicle to deliver the expertise of the actually-experienced consultants and knowledgebase of the entire firm. The experienced consultants don't have the time to sit and write out the powerpoint deck, so instead they throw as much knowledge as they can at the analyst and the analyst is the one who synthesizes it into something digestable by the customer. Is it worth $50k/week? Fuck no. But it is at least worth recognizing that you are getting more expertise than a sole bachelor's degree.

Second, as someone who has both worked as a consultant at major companies like McK and worked on the other side of the table, and as someone who has long despised the consulting profession because of its overpriced bullshit, I think the author would be surprised at how effective even a measly 23 year old can be. As a consultant, it would drive me insane that my company was billing me out at $700/hr to help implement an IT system when all I was actually doing was reading and regurgitating the software's documentation and making sure that the client didn't ignore it. Surely the client could do this themselves and save the $700/hr, right?

It took me a long time to realize that the answer to this question was actually no. The typical HNer will probably be surprised (and saddened, if you're like me) to realize that the average corporate worker bee is in fact not competent enough to do the most basic tasks, such as refer to documentation, without hand-holding. It is an unfortunate reality that sometimes a well-educated and well-vetted 23 year old analyst can do things much better than an 20-year industry veteran. Companies do know this, and this is what they are paying for, much to the chagrin of the rest of us.

As a last note, the author mentions the possibility of just hiring an IT professional to do the work instead of hiring a consultant. This is something I also see come up a lot in consulting discussions. The reason this isn't done is because hiring an employee full-time brings on a lot of risk to the hiring company. It can take months to hire someone, many more months to train them, and then if they don't perform up to snuff, it can take years to build up a case to fire them, all the whole they are sitting on your payroll taking up budget. A consultant, on the other hand, can be hired in a day, trained in a week, and if needed, can be fired in a minute. You pay a premium for the agility to hire and fire them quickly, but that's the entire point.

Re: Why Taxpayers Pay McKinsey $3M a Year for a Recent College Graduate Contractor

#18

TL;DR organizations respond to incentives and the incentive laid out in the legislation for the organization responsible for setting prices the government pays is to spend money, not save it and McKinsey takes advantage of that. Considering that a big player like McKinsey can't systemically overcharge the government and get away with it due to how noticeable it would be in terms of sheer dollar amount there are likel…

Okay, I'll ask the next question. How do I get to be one of those smaller players. Ha!

You'd need to get your business listed on the GSA's schedule of approved contractors (see https://www.gsa.gov/buying-selling/purchasing-programs/gsa-s...).

Being "on the schedule" means you've already been pre-vetted and deemed a legitimate vendor by the GSA. For government agencies, doing business with a contractor on the GSA schedule lets them skip a whole bunch of approvals and paperwork that they'd otherwise have to do if they just pulled in a vendor off the street.

Getting on the schedule can be a long and bureaucratic process, but once you're on it you have a privileged position when it comes to winning government business. So if you want to sell to the Feds, you really want to be on that schedule.

Re: Why Taxpayers Pay McKinsey $3M a Year for a Recent College Graduate Contractor

#19

There's a lot to unpack here, but the general gist is that McKinsey is overpaid for mediocre services. It's hard to argue against that, and McK in particular does have some insanely unjustifiable rates, but I do think the author has a bit of a misunderstanding of why consultancies are hired in the first place. To be clear, when a consultancy like McK puts a 23 year old analyst on a project, the $50k/week bill isn't j…

What I took from it is that although it looks like it must be corruption, it is simply incompetence.

Re: Why Taxpayers Pay McKinsey $3M a Year for a Recent College Graduate Contractor

#20
Had a lot of experience with McKinsey doing projects at my company at different levels I’ve been in throughout it the years. When it’s highly technical things like implementing a new technology you know nothing about or a new manufacturing footprint that is tangible to perform, they do good work. Anything “Strategic” or fluffy I find a waste of time. They are excellent salespeople and do a lot to calm the C-suite but I rarely see these fluffy items driving employee happiness or the bottom line after spending millions.
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