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bcHowtobeaGreatConsultantMarch1998Copyright?1998Bain&Company,Inc.Developer:AlexWouterseReviewers:TonyEcock StevenTallman JohnClarke1CU7030298IMBbcHowtobeaMarch1998Copyri

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda2CU7042898MSAKeysuccessfactorsAgenda2CU7

Greatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking.Baselineanalyticalexpertise,butalso…ExcellentinterpersonalskillsandknowledgeofpeoplemanagementfacilitationmotivatingothersconflictmanagementFrankself-awarenessofstrengthsandweaknessesReceptivenesstofeedbackfromavarietyofsourcesAbilityandwillingnesstoactonfeedbacktrainingexperimentationpracticeDesiretosucceedasaconsultantFiveKeyCharacteristics3CU7042898MSAGreatconsultantsbasetheir

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda4CU7042898MSAKeysuccessfactorsAgenda4CU7

Whatpeopleexpectofyouwilldependontheirneedsandperspective.Ifindoubt,askabouttheexpectationsofthepeopleyouworkwith.NewConsultantVP/ManagerCaseteamOfficeClient“Ishesmartenoughtogetuptospeedrapidly?”“Issheexperiencedenoughtohelpussolveourproblemssuccessfully?”“Isshecooperativeenoughtointegrateintotheteamandtoaddownvaluequickly?”“Isheopenenoughtoadapttotheofficecultureandinfluenceitpositively?”“Whatdoesshebringtotheparty?”“Isheateamplayer?”“IshearrogantorcanIworkwithhim?”ExpectationsandDifferingPerspectives5CU7042898MSAWhatpeopleexpectofyouwil

BainVPsonwhatittakestobeasuccessfulconsultant...“Fewconsultantshavethetotalpackagewhentheyarrive.Thebestconsultantsleverageeitherextraordinaryanalyticalorclientskillsandthendeveloptherestovertime.”“Paradoxically,teamskillsarenotawaythatconsultantsdistinguishthemselves.Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit.”“Overtime,thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem/analysisanddesign/executeanefficientpathforgatheringthedatatobackitup.Thisiswhatwedodayinanddayout.Itcreatesclientsuccessstoriesandsmoothteamoperations.”SuccessfulConsultants:BainVPs’Perspectives6CU7042898MSABainVPsonwhatittakesto

“Unsuccessfulconsultants...…arearrogantandunreceptivetofeedback.Theystopthree-quartersofthewaythroughtheanalysisbecausetheyareconfidentit’srightanddon’tconvinceskepticalclientstochange.”…donotbecomeexpertinthefunctionalorindustryareatheyareworkingin.Theclientsquestiontheirvalue-added-oftenfromtheirfirstinteraction.”…donotgetoutinfrontoftheirmanagers.Theyareexecutinganotherperson’s‘todo’s’ratherthandesigningtheirownpath.Theydon’tliveupto,letaloneexceed,expectations.Theirlifestyleistotallyreactive.Andtheirmoraleisunderstandablylow.”…treattheBainjobasanextensionofschool.Likecoursesandprofessors,casesandteamleadersaregoodorbad.Caseworkisanassignment,notapersonalmission.Also,theythinkintermsof‘us/them’ratherthanjoiningtheteamandpullingforthejointcause.Asaresult,theydonotaddasmuchvalueastheythinktheydo,orthey’recapableof,andtheyaretiresometomanage.”UnsuccessfulConsultants:BainVPs’Perspectives7CU7042898MSA“Unsuccessfulconsultants...…

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda8CU7042898MSAKeysuccessfactorsAgenda8CU7

Whenyoustartworking,youheardifferentthingsaboutBainandwhatothersexpectofyou.“Yousignup.Then,theytellyouwhatyouarereallyupto.”“Getonagoodcase.Workforagoodmanager/mentor.”“Ifyouarenotinvolvedinrecruiting,that’sabadsign.”“Thefirstyearyouwillprobablydospreadsheets,spreadsheets,spreadsheets.”“Agreatanalystcangetawaywithlousyteamscores.”“MakeagoodimpressionontheVPsyouareworkingwith.That’sallthatcounts.”Thismoduleaimstotellyouwhatyoureallycanexpectandwhatisexpectedofyou.Start-UpExpectations9CU7042898MSAWhenyoustartworking,youh

ConsultantexpectationsandrolesaregroundedintheBainmission.Bain&Company’smissionistohelpourclientscreatesuchhighlevelsofeconomicvaluethattogetherwesetnewstandardsofexcellenceinourrespectiveindustries.ThismissiondemandsMissionStatementWebelievethataccomplishingourmissionwillredefinethemanagementconsultingbusiness,andwillprovidenewlevelsofrewardsforourclientsandforourorganization.TheBainvisionofthemostproductiveclientrelationshipandsingle-minded dedicationtoachievingitwitheachclientTheBaincommunityofextraordinaryteamsTheBainapproachtocreatingvalue,basedonasharpcompetitiveandcustomerfocus,themosteffectiveanalytictechniques,andourprocessforcollaborationwiththeclientMissionandExpectations10CU7042898MSAConsultantexpectationsandr

TheBainvisionofclientrelationshipsisrealizedbydeliveringresults,notreports.YourroleasaconsultantisafunctionofBain’svisionforeachclientrelationship.RelationshiptoClientValueAddedResults“Fee-for-serviceAdviser”(Billinghoursofadvice)“DedicatedPartner”(Sellingprofitsatadiscount)“ProfitParticipator”(Buyingprofitsatabargain)“EmpoweredEntrepreneur”(Takingfullownershipposition)Consultantrole:IndependentandobjectiveIndustryexpertsServeaclientforafeeStrongalignmentwithdedicationtoclient’sdestinyExpertsontheclient’sindustryandkeystrategicchallengesLong-termrelationshipsValue-sharingwheneverpossibleControllingroletowardsclientmanagementExclusivity,noconflictofinterestFocusonresultsActivededicationtosuccessbyfullrisksharingEntrepreneurialrolebasedonexperiencein“resultsthroughstrategy”ClientRelationshipsandConsultantRole11CU7042898MSATheBainvisionofclientrel

TheBainmissionandvisioncanbetranslatedintoconcreteexpectationsforanewconsultant.Yourultimatesuccesswillrestuponyourabilitytomeettheseexpectations.WhatwillmakeyouagreatconsultantatBain?ValueAdditionClientRelationshipsCommunicationExtraordinaryTeamsExpectationsareintegratedintoabusinesssystem(recruiting,training,professionaldevelopment,performancemanagement)ExpectationsarelinkedwithmarketpositioningandBainbrand(“resultsthroughstrategy”)SuccessFactorsandExpectations12CU7042898MSATheBainmissionandvisionc

Whatdoweexpectfromyouasanewconsultantintheareaofvalueaddition?Identifytheaction/answerthatwillleadtoclientvaluePyramidtheproblemPlantheworkExecutetheworkInterprettheanalysisIdentifykeyissuesofworkstreamHelptoformulatespecifichypotheseslogicalmutuallyexclusive/collectivelyexhaustive(MECE)DevelopblankslidesDesignanalysistocompletetheslidesDesigntemplatestogatherdataIdentifycheckpointsDevelopatimelineGatherrepresentative,primarydatainthemostefficientwayPerformzerodefectanalysisAvoidcrunchesRealitycheckAnticipateclientreactionDeliverexpectedresultsBaseline:OverseeinterdependencieswithwholecaseHelpstructurethe“bigpicture”CreateacompletelyMECEpyramidoftheclient’sproblemmotivatetheclienttotakeaction,orprovetheanswerGettotheheartofthematterquicklyBuilduprealisticHIT-basedplanningandAnswer-FirstconsistentlyMastermostcomplexanalyticaltoolkitCoachotherteammembersDevelopbreakthroughinsightsandsignificanttangibleresultsonyourspecificmoduleDistinguishing:Expectations:ValueAddition13CU7042898MSAWhatdoweexpectfromyouas

Whatdoweexpectfromyouasanewconsultantintheareaofclientrelationships?EvaluateclientneedsManageclientsituationBuildrelationshipGenerateimpactSensitivetoclientneeds,constraints,andcultureConductprofessionalandcontrolledinteractionsAlwaysrunwell-preparedmeetingsViewedasexpertbyclientWorkwithclientonrelevantissuesHelptosupportchangeinindividualinteractionsBaseline:Cultivateacuteawarenessofothers’attitudesandvaluesFollowupallclientcommitmentsBuildpersonalrelationshipbasedonoutstandingexpertiseandempathywithclientTurnaroundclientteammembersintorealchangeagentsand“Bainfriends”Distinguishing:Expectations:ClientRelationships14CU7042898MSAWhatdoweexpectfromyouas

Whatdoweexpectfromyouasanewconsultantintheareaofcommunication?InteractparallelwithclientDevelopapresentationPresentEnsureconsensus,followup,andactionLeaveatrailAdoptacandidandprecisecommunicationstyleHelptocreateawell-structured,logicalpresentationGenerateflawless,succinct“Bainstandard”slidesRehearsesufficientlyPrewireassignedclientemployeesPresentownworkwithflawlessexecutionNotekeyclientquestionsandobservationsinmeetingsandpresentationsProvideback-upFileBaseline:UsecommunicationtoconvinceandmotivateclientstotakedesiredactionIndependentlypreparea“crisp”presentationcompellingstorylinehighimpactslidesBeproficientandconvincinginlarger,formalpresentationsGuaranteeachievementofdesiredresultsMakeexcellentBRAVAandpracticeareacontributionsDistinguishing:Expectations:Communication15CU7042898MSAWhatdoweexpectfromyouasWhatdoweexpectfromyouasanewconsultantintheareaofextraordinaryteams?SelfTeamOfficeBereceptivetofeedbackSustaincommitmenttoBainBeatrueteamplayer100%oftimeContributepositivelytomoraleManager(upward)BereliableBesupportiveActasanacceptedandresponsiblememberofofficecommunityDemonstrateprofessionalbehaviortoalladministrativestaffSystematicallysolicitandusefeedbackfromotherstoimproveownperformanceSuccessfullymotivateandintegrateothernewconsultantsintoteamLeveragemanager’stimeandvalueaddedManageproactivecontributiontooverallofficemoraleNetworkEarnrespectEngageininformalofficeactivitiesBaseline:Distinguishing:Expectations:ExtraordinaryTeams16CU7042898MSAWhatdoweexpectfromyouas

AccordingtoVPs,successfulconsultantsdonotignorethebasics.YoucanneveroverdoprewiresSendfaxeswellinadvanceofteleconferencesnumberyourpagesOnlyproduceslidesafterthestoryorexecutivesummaryiswritteninthebestpresentations,taglinescorrespondtotheexecutivesummaryverbatimproducingslidesandthentryingtomakeastoryoutofthemisthesinglegreatestcauseofyieldlossatBainCreatefewer,betterslidesreducerework-create“clientready”slidesforthefirsttimeusegraphicstechnologytoleverageyourwork,notexpanditusefewerwords,biggertextDevelopabiasforfact-basedslides-avoidstoplightchartsorsubjectivewordslideslabelappropriatelyincludesourcesRehearsepresentationssufficientlytomakeadequateeyecontactwiththeaudiencedon’treadslidestopeoplewhocanreadslidesforthemselvesslidessupportthestoryandarenosubstituteforreal-timecommentaryStartwiththeendinmindiftheendproductisaboardpresentation,blankoutaboardpresentation-don’ttrytostartwithamanagementlevelpresentationandconvertitTipsfromVPs17CU7042898MSAAccordingtoVPs,successful

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda18CU7042898MSAKeysuccessfactorsAgenda18CU

Expectationsevolveforanexperiencedconsultant.Greatconsultantsare“caseteamleadersandmanagers-in-training.”Consultant:PointofarrivalforthecaseteamleaderroleValueadditionClientrelationshipCommunicationExtraordinaryteamsCarriesoutanalyticvalue-creationprocessformajorpieceofworkMastersanalyticaltoolkitrelevanttolargepartsofthecaseCrackstoughestbusinessproblemsIsfullyacceptedasexpertandbusinesspartnerbyclientmiddle/uppermanagementUsescommunicationtoconvinceandmotivateclientstotakedesiredactionIsaneffectiveandrespectedteamintegratorandcontributortoofficemoraleShowspotentialtogrowintocaseteamleader/managerpositionEvolvingExpectations19CU7042898MSAExpectationsevolveforanex

State-of-the-artproblem-solvingknow-howandclientprocessskillsOvertimeinaconsultant’scareer,basicvaluesremainthesamebutdifferinemphasis.JuniorconsultingstaffSeniorconsultingstaffTimeAllocationAnalysis/problem-solvingCaseteam/clientmanagementSales/marketingKnow-howcreationandexperiencesharingRole:Keysuccessfactors:Topanalyst/problemsolverChangeagentLeadershipineffectingchange(processskills)“PerformancePartner”fortopmanagementSales/marketing,productdevelopmentRoleDevelopment20CU7042898MSAState-of-the-artproblem-solv

Expectationsaboutyourrolewillincreaseinlinewithyourbroadeningskilllevels.ValueadditionClientrelationshipsCommunicationExtraordinaryteamsFocusonassignedworkstreamBecomeexpertincertaintools,functions,tasksFocusonbigpictureGatherandshareexpertiseinmajorrelevantbusiness/industryissuesEstablishrelationshipwithspecificclientteammembersBecomearespectedprojectteammemberEstablishlong-termrelationshipswithkeyclientdecisionmakersEarnpersonalrespectbeyondmereproject/businessissuesCommunicateproactivelyandprofessionallyCreatewell-preparedpartsofpresentationsUsecommunicationskillsconsciouslyandsystematicallytomotivateotherstotakeactionCreateandsupervisethecreationofcompletepresentationsthatconvincetheclientBeagreatteamplayerEngageininformalofficeactivitiesHelpotherstointegratesmoothlyintotheteamActivelycontributetooffice/firmdevelopment-manageamajoractivity(recruiting,training,etc.)JuniorSeniorExpectationandSkillDevelopment21CU7042898MSAExpectationsaboutyourrole

Nomatterwhatpathyoumayeventuallytake,thereissignificantoverlapbetweenBainandcareerkeysuccessfactors.BainCareerBuildapersonaltrackrecordofvalueadditionBulletsonyourresumeDevelopalistofteammembersandclientswholikeandrespectyouPersonalnetworkBain&Beyond22CU7042898MSANomatterwhatpathyoumaye

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda23CU7042898MSAKeysuccessfactorsAgenda23CU

Greatconsultants...executeonmorethangoodanalysisdevelopexcellentinterpersonalandpeoplemanagementskillsself-assessforareasofpotentialgrowthusefeedbacktoachievefullpotentialproactivelymanagecaseteamwork,managers,andclientsareawareofcareermilestonesandtheirshiftingroles,andactivelymanagetransitionscapitalizeonopportunitiestogobeyondbaselineperformancetoachievedistinguishingresultsinvalueaddition,clientrelationships,communication,andextraordinaryteamsintegratecaseteamworkandfirmasset-buildingintopersonalandprofessionalaspirationsTakeaways24CU7042898MSAGreatconsultants...executeo

bcHowtobeaGreatConsultantMarch1998Copyright?1998Bain&Company,Inc.Developer:AlexWouterseReviewers:TonyEcock StevenTallman JohnClarke25CU7030298IMBbcHowtobeaMarch1998Copyri

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda26CU7042898MSAKeysuccessfactorsAgenda2CU7

Greatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking.Baselineanalyticalexpertise,butalso…ExcellentinterpersonalskillsandknowledgeofpeoplemanagementfacilitationmotivatingothersconflictmanagementFrankself-awarenessofstrengthsandweaknessesReceptivenesstofeedbackfromavarietyofsourcesAbilityandwillingnesstoactonfeedbacktrainingexperimentationpracticeDesiretosucceedasaconsultantFiveKeyCharacteristics27CU7042898MSAGreatconsultantsbasetheir

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda28CU7042898MSAKeysuccessfactorsAgenda4CU7

Whatpeopleexpectofyouwilldependontheirneedsandperspective.Ifindoubt,askabouttheexpectationsofthepeopleyouworkwith.NewConsultantVP/ManagerCaseteamOfficeClient“Ishesmartenoughtogetuptospeedrapidly?”“Issheexperiencedenoughtohelpussolveourproblemssuccessfully?”“Isshecooperativeenoughtointegrateintotheteamandtoaddownvaluequickly?”“Isheopenenoughtoadapttotheofficecultureandinfluenceitpositively?”“Whatdoesshebringtotheparty?”“Isheateamplayer?”“IshearrogantorcanIworkwithhim?”ExpectationsandDifferingPerspectives29CU7042898MSAWhatpeopleexpectofyouwil

BainVPsonwhatittakestobeasuccessfulconsultant...“Fewconsultantshavethetotalpackagewhentheyarrive.Thebestconsultantsleverageeitherextraordinaryanalyticalorclientskillsandthendeveloptherestovertime.”“Paradoxically,teamskillsarenotawaythatconsultantsdistinguishthemselves.Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit.”“Overtime,thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem/analysisanddesign/executeanefficientpathforgatheringthedatatobackitup.Thisiswhatwedodayinanddayout.Itcreatesclientsuccessstoriesandsmoothteamoperations.”SuccessfulConsultants:BainVPs’Perspectives30CU7042898MSABainVPsonwhatittakesto

“Unsuccessfulconsultants...…arearrogantandunreceptivetofeedback.Theystopthree-quartersofthewaythroughtheanalysisbecausetheyareconfidentit’srightanddon’tconvinceskepticalclientstochange.”…donotbecomeexpertinthefunctionalorindustryareatheyareworkingin.Theclientsquestiontheirvalue-added-oftenfromtheirfirstinteraction.”…donotgetoutinfrontoftheirmanagers.Theyareexecutinganotherperson’s‘todo’s’ratherthandesigningtheirownpath.Theydon’tliveupto,letaloneexceed,expectations.Theirlifestyleistotallyreactive.Andtheirmoraleisunderstandablylow.”…treattheBainjobasanextensionofschool.Likecoursesandprofessors,casesandteamleadersaregoodorbad.Caseworkisanassignment,notapersonalmission.Also,theythinkintermsof‘us/them’ratherthanjoiningtheteamandpullingforthejointcause.Asaresult,theydonotaddasmuchvalueastheythinktheydo,orthey’recapableof,andtheyaretiresometomanage.”UnsuccessfulConsultants:BainVPs’Perspectives31CU7042898MSA“Unsuccessfulconsultants...…

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda32CU7042898MSAKeysuccessfactorsAgenda8CU7

Whenyoustartworking,youheardifferentthingsaboutBainandwhatothersexpectofyou.“Yousignup.Then,theytellyouwhatyouarereallyupto.”“Getonagoodcase.Workforagoodmanager/mentor.”“Ifyouarenotinvolvedinrecruiting,that’sabadsign.”“Thefirstyearyouwillprobablydospreadsheets,spreadsheets,spreadsheets.”“Agreatanalystcangetawaywithlousyteamscores.”“MakeagoodimpressionontheVPsyouareworkingwith.That’sallthatcounts.”Thismoduleaimstotellyouwhatyoureallycanexpectandwhatisexpectedofyou.Start-UpExpectations33CU7042898MSAWhenyoustartworking,youh

ConsultantexpectationsandrolesaregroundedintheBainmission.Bain&Company’smissionistohelpourclientscreatesuchhighlevelsofeconomicvaluethattogetherwesetnewstandardsofexcellenceinourrespectiveindustries.ThismissiondemandsMissionStatementWebelievethataccomplishingourmissionwillredefinethemanagementconsultingbusiness,andwillprovidenewlevelsofrewardsforourclientsandforourorganization.TheBainvisionofthemostproductiveclientrelationshipandsingle-minded dedicationtoachievingitwitheachclientTheBaincommunityofextraordinaryteamsTheBainapproachtocreatingvalue,basedonasharpcompetitiveandcustomerfocus,themosteffectiveanalytictechniques,andourprocessforcollaborationwiththeclientMissionandExpectations34CU7042898MSAConsultantexpectationsandr

TheBainvisionofclientrelationshipsisrealizedbydeliveringresults,notreports.YourroleasaconsultantisafunctionofBain’svisionforeachclientrelationship.RelationshiptoClientValueAddedResults“Fee-for-serviceAdviser”(Billinghoursofadvice)“DedicatedPartner”(Sellingprofitsatadiscount)“ProfitParticipator”(Buyingprofitsatabargain)“EmpoweredEntrepreneur”(Takingfullownershipposition)Consultantrole:IndependentandobjectiveIndustryexpertsServeaclientforafeeStrongalignmentwithdedicationtoclient’sdestinyExpertsontheclient’sindustryandkeystrategicchallengesLong-termrelationshipsValue-sharingwheneverpossibleControllingroletowardsclientmanagementExclusivity,noconflictofinterestFocusonresultsActivededicationtosuccessbyfullrisksharingEntrepreneurialrolebasedonexperiencein“resultsthroughstrategy”ClientRelationshipsandConsultantRole35CU7042898MSATheBainvisionofclientrel

TheBainmissionandvisioncanbetranslatedintoconcreteexpectationsforanewconsultant.Yourultimatesuccesswillrestuponyourabilitytomeettheseexpectations.WhatwillmakeyouagreatconsultantatBain?ValueAdditionClientRelationshipsCommunicationExtraordinaryTeamsExpectationsareintegratedintoabusinesssystem(recruiting,training,professionaldevelopment,performancemanagement)ExpectationsarelinkedwithmarketpositioningandBainbrand(“resultsthroughstrategy”)SuccessFactorsandExpectations36CU7042898MSATheBainmissionandvisionc

Whatdoweexpectfromyouasanewconsultantintheareaofvalueaddition?Identifytheaction/answerthatwillleadtoclientvaluePyramidtheproblemPlantheworkExecutetheworkInterprettheanalysisIdentifykeyissuesofworkstreamHelptoformulatespecifichypotheseslogicalmutuallyexclusive/collectivelyexhaustive(MECE)DevelopblankslidesDesignanalysistocompletetheslidesDesigntemplatestogatherdataIdentifycheckpointsDevelopatimelineGatherrepresentative,primarydatainthemostefficientwayPerformzerodefectanalysisAvoidcrunchesRealitycheckAnticipateclientreactionDeliverexpectedresultsBaseline:OverseeinterdependencieswithwholecaseHelpstructurethe“bigpicture”CreateacompletelyMECEpyramidoftheclient’sproblemmotivatetheclienttotakeaction,orprovetheanswerGettotheheartofthematterquicklyBuilduprealisticHIT-basedplanningandAnswer-FirstconsistentlyMastermostcomplexanalyticaltoolkitCoachotherteammembersDevelopbreakthroughinsightsandsignificanttangibleresultsonyourspecificmoduleDistinguishing:Expectations:ValueAddition37CU7042898MSAWhatdoweexpectfromyouas

Whatdoweexpectfromyouasanewconsultantintheareaofclientrelationships?EvaluateclientneedsManageclientsituationBuildrelationshipGenerateimpactSensitivetoclientneeds,constraints,andcultureConductprofessionalandcontrolledinteractionsAlwaysrunwell-preparedmeetingsViewedasexpertbyclientWorkwithclientonrelevantissuesHelptosupportchangeinindividualinteractionsBaseline:Cultivateacuteawarenessofothers’attitudesandvaluesFollowupallclientcommitmentsBuildpersonalrelationshipbasedonoutstandingexpertiseandempathywithclientTurnaroundclientteammembersintorealchangeagentsand“Bainfriends”Distinguishing:Expectations:ClientRelationships38CU7042898MSAWhatdoweexpectfromyouas

Whatdoweexpectfromyouasanewconsultantintheareaofcommunication?InteractparallelwithclientDevelopapresentationPresentEnsureconsensus,followup,andactionLeaveatrailAdoptacandidandprecisecommunicationstyleHelptocreateawell-structured,logicalpresentationGenerateflawless,succinct“Bainstandard”slidesRehearsesufficientlyPrewireassignedclientemployeesPresentownworkwithflawlessexecutionNotekeyclientquestionsandobservationsinmeetingsandpresentationsProvideback-upFileBaseline:UsecommunicationtoconvinceandmotivateclientstotakedesiredactionIndependentlypreparea“crisp”presentationcompellingstorylinehighimpactslidesBeproficientandconvincinginlarger,formalpresentationsGuaranteeachievementofdesiredresultsMakeexcellentBRAVAandpracticeareacontributionsDistinguishing:Expectations:Communication39CU7042898MSAWhatdoweexpectfromyouasWhatdoweexpectfromyouasanewconsultantintheareaofextraordinaryteams?SelfTeamOfficeBereceptivetofeedbackSustaincommitmenttoBainBeatrueteamplayer100%oftimeContributepositivelytomoraleManager(upward)BereliableBesupportiveActasanacceptedandresponsiblememberofofficecommunityDemonstrateprofessionalbehaviortoalladministrativestaffSystematicallysolicitandusefeedbackfromotherstoimproveownperformanceSuccessfullymotivateandintegrateothernewconsultantsintoteamLeveragemanager’stimeandvalueaddedManageproactivecontributiontooverallofficemoraleNetworkEarnrespectEngageininformalofficeactivitiesBaseline:Distinguishing:Expectations:ExtraordinaryTeams40CU7042898MSAWha

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