最新岗位职责-Great+ACPPT课件.ppt

《最新岗位职责-Great+ACPPT课件.ppt》由会员分享，可在线阅读，更多相关《最新岗位职责-Great+ACPPT课件.ppt（53页珍藏版）》请在淘文阁 - 分享文档赚钱的网站上搜索。

1、岗位职责-Great+ACCopyright 1998 Bain&Company,Inc.How to be a Great AC Getting the job doneManaging upThe perfect client meetingDeveloping personal styleBuilding a rewarding careerKey takeawaysAgenda2GreatACCopyright 1998 Bain&Company,Inc.How to be a Great ACCopyright 1998 Bain&Company,Inc.How to be a Gr

2、eat ACCopyright 1998 Bain&Company,Inc.How to be a Great ACCopyright 1998 Bain&Company,Inc.How to be a Great ACCopyright 1998 Bain&Company,Inc.How to be a Great ACCopyright 1998 Bain&Company,Inc.How to be a Great ACCopyright 1998 Bain&Company,Inc.How to be a Great ACAlways“know the why”in the context

3、 of the“Big Picture”.Why are you doing this work?what is the Big Picture?where is the value?what is the client expecting?What does your analysis mean and why is it important to the client?What are likely questions to be asked of you?by your teamby your client(s)What sensitivity analyses illustrate r

4、esponses to potential questions or clarify issues for you?what about client sensitivity analyses?What reality checks can you do to demonstrate knowledge of the why?use of 80/20benchmarksfocus of your quality checks“Know the Why”9GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC A recent ex

5、perience at SAC training illustrates the importance of“knowing the why”in the context of the“Big Picture”.Develop presentation on business unit strategyAssignment:The client can be profitable and should milk its businessHypothesis:Market is growingClient has low cost positionCompetitors not a threat

6、next largest player higher costAssertions:“We can do a BDP to figure out where our client can lower costs”“Costs are relatively similar”SACs reaction:Data:What did they miss?RCPQuestion:ClientCompetitor4.804.905.604.500246Big Picture-“Know the Why”:Example(1 of 2)10GreatACCopyright 1998 Bain&Company

7、,Inc.How to be a Great AC More on“knowing the why”-what the ACs missed.“We can do a BDP to figure out where our client can lower costs”“Costs are relatively similar”SACs reaction:Competitor is lowest costCompetitor can lower price to gain share“Milk”is not a feasible strategyWhat they missed:Evaluat

8、e the competitive threat,not design“milking”strategyNext step:Data:This team got caught up in the details of the analysisNeed to step back and look at“Big Picture”Lesson learned:RCPClientCompetitor4.804.905.604.500246Big Picture-“Know the Why”:Example(2 of 2)11GreatACCopyright 1998 Bain&Company,Inc.

9、How to be a Great AC After you have performed your analysis,stepping back is essential to getting the Big Picture in focus.Double check your outputAre these results surprising?Why?Does this all make sense?Put the results on a slide or slidesIs there a so what from the slide?What are the implications

10、?What could client responses be?concerns/threatsconfusionIs there a better way to present the data?audiencebetter representation of key point(s)What does this mean for the client?How does this fit in with Bains work?What is the best way to articulate the key takeaways of the slide:what is your manag

11、er expecting?how does this analysis fit into the larger case question(s)?Presenting your data well can be more difficult than performing analysisStepping Back12GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Getting the job doneManaging upThe perfect client meetingDeveloping personal sty

12、leBuilding a rewarding careerKey takeawaysAgenda13GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Hi,Manager,What do youwant to talkabout today?Im sorry but Icant give you that info for your update todaytheclient hasnt given me the data.I had to stay upall night becausemy manager keptadd

13、ing to my listof things to do!I think the answeris$650M,but cant rememberbut dont worry,I have it atmy desk!I dont know how Im going to do this market map.None of these companies are public.Whats Wrong With This Picture?(1 of 6)14GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Problem:BD

14、P:No agendaCome with objectives and agendaHi,Manager,What do youwant to talkabout today?Im sorry but Icant give you that info for your update todaytheclient hasnt given me the data.I had to stay upall night becausemy manager keptadding to my listof things to do!I think the answeris$650M,but cant rem

15、emberbut dont worry,I have it atmy desk!I dont know how Im going to do this market map.None of these companies are public.Whats Wrong With This Picture?(2 of 6)15GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Problem:BDP:Did not inform manager of roadblocksProvide your manager with freq

16、uent updatesHi,Manager,What do youwant to talkabout today?Im sorry but I cant give you that info for your update today the client hasnt given me the data.I had to stay upall night becausemy manager keptadding to my listof things to do!I think the answeris$650M,but cant rememberbut dont worry,I have

17、it atmy desk!I dont know how Im going to do this market map.None of these companies are public.Whats Wrong With This Picture?(3 of 6)16GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Problem:BDP:Did not ask for prioritizationAsk manager to reprioritize whenever new work is added to the w

18、orkplanLet manager know if work is taking longer than anticipatedHi,Manager,What do youwant to talkabout today?Im sorry but I cant give you that info for your update today the client hasnt given me the data.I had to stay upall night becausemy manager keptadding to my listof things to do!I think the

19、answeris$650M,but cant rememberbut dont worry,I have it atmy desk!I dont know how Im going to do this market map.None of these companies are public.Whats Wrong With This Picture?(4 of 6)17GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Problem:BDP:No back upAlways bring backupHi,Manager,

20、What do youwant to talkabout today?Im sorry but I cant give you that info for your update today the client hasnt given me the data.I had to stay upall night becausemy manager keptadding to my listof things to do!I think the answeris$650M,but cant rememberbut dont worry,I have it atmy desk!I dont kno

21、w how Im going to do this market map.None of these companies are public.Whats Wrong With This Picture?(5 of 6)18GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Problem:BDP:Not pushing issues to recommendationsIf you run into roadblocks,brainstorm and offer alternativesHi,Manager,What do

22、youwant to talkabout today?Im sorry but I cant give you that info for your update today the client hasnt given me the data.I had to stay upall night becausemy manager keptadding to my listof things to do!I think the answeris$650M,but cant rememberbut dont worry,I have it atmy desk!I dont know how Im

23、 going to do this market map.None of these companies are public.Whats Wrong With This Picture?(6 of 6)19GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC“Push back”are words you will hear often.When Pushing Back May Be AppropriateWhen Pushing Back May Not Be AppropriateYou did the same ana

24、lysis last week(and the week before)You have a good relationship with your consultant/CTL/manager and believe this analysis is unnecessaryYouve been nonstop,without sleep working on this case for 72 hoursSome people on your team have been complaining about too much free time and youve been crunching

25、 past midnight for the last two weeksYoure on vacationIt is unclear to you how the analysis fits into the greater picture/overall case objectivesYour supervisor is being unnecessarily demandingIts your first week on the caseYou dont know how to do the analysis(ask)You really want to ski/go to the be

26、ach tomorrowYouve been devoting most of your time to your other sideYou just got back from vacationYoure sick of this caseYou dont like the consultant youre working withThe work is/appears boring or mundaneThere are no other resources available to complete piece of workYou believe youre too smart fo

27、r the type of work requiredYou told your roommate you would meet her for drinks at 6:30Advice on Pushing Back20GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC You know theres a preez on Monday,but you have plans to go skiing for the weekendIts time to be a team player-especially if this

28、preez has been on the calendar for a whileSituationSolutionOffer to(1)return after your dinner and(2)come in earlier than the rest of the team to compensateLet your manager know that your aerobics is important to you,but also show some flexibilityGo to your doctors appointment.As a rule,let your man

29、ager know if you will be out of the office for a considerable length of timeYou know the rest of the team is here crunching,but you would really like to have dinner with a friend whos in town just for todayYou want to go to my morning aerobics class,but your manager calls a last minute a caseteam me

30、eting for that timeYou have an important doctors appointment,but your manager just scheduled a client meeting that you need to attend with herPushing Back:Examples21GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Getting the job doneManaging upThe perfect client meetingDeveloping persona

31、l styleBuilding a rewarding careerKey takeawaysAgenda22GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC PreparationpackingThe AC roleEnsuring the perfect client meetingPreparation:back up&logisticsEnsuring the Perfect Client Meeting23GreatACCopyright 1998 Bain&Company,Inc.How to be a Grea

32、t AC Maintain back-up book and leave audit trail at all times(dont wait until presentation is over!)make back-up user-friendlyinclude sensitivity analyses and other analyses beyond material shownanticipate questions have a cheat sheetMake copies(when appropriate)let your team take notescan use copie

33、s to make changesnumber pages(blue pencils dont copy)Carry necessary supplies to make corrections,calculations,measurementsAnticipate problems(client copiers,broken staplers,etc.)Bring relevant case work outside of presentationolder workannual reports,financialssample surveys,modelstable of contents

34、Keep desk/files organized so team members can find needed materials when you are out of the officeGood preparation for client meetings is an investment with astronomical returns.Preparation(Back-up)24GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Know logisticstravel plans and optionsme

35、eting times and locationsdirectionsphone numbers and contactsKnow your position:be prepared topay for petty cash itemsoffer to drive rental carscoordinate last-minute emergencies/travel changesNever make anyone wait for youtravel tip:dont check baggage8slows you down in airports8leaves you at risk f

36、or lost baggagePrepare to be the logistics point person for client meetings.Assuming that“someone”has taken care of logistics is a prelude to disaster.Preparation(Logistics)25GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Open your briefcase-list its contentsWhat would you add if you we

37、re traveling to a client presentation tomorrow?Compare your answer to“The Ultimate Travel Package,”which followsPreparation Packaging(Exercise)26GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Pack your briefcase to cover a wide range of contingencies.Dont make assumptions about what oth

38、er team members“should”be carrying.And remember:a hand-drawn slide of last-minute insights is better than a fully-produced slide of errors.“The Ultimate Travel Package”Contact informationToolsOffice suppliesBain and client phone listsBusiness cardsDaily calendarCalculatorPCpower cordphone plugfiles

39、downloadedClear blank acetatesGraph paperWriting paper/note padSoft lead mechanical pencilsRulerWhite-out tape(thick and thin)Paper clipsBinder clipsRubber eraserManila foldersBlack slide pens(fineline and thickline)“The Ultimate Travel Package”27GreatACCopyright 1998 Bain&Company,Inc.How to be a Gr

40、eat AC Review and prepare appropriately to meet the objectives of the client visitunderstand expectations of your participation(what are you supposed to gain from/contribute to the meeting)Gauge your degree of participation to the meetings make-upas a rule of thumb,the higher the level of clients in

41、volved,the less you will talkIf your analysis/area of expertise is being discussed,offerinsightsrelevant discoveriesquestionsAsk your manager or CTL what role you ought to play at the very least,play the role of engaged observerIf you have client maps attendingtake the opportunity to build the relat

42、ionshipmake sure you prewireget reaction/feedbackAlways take notes(preparing a summary may be helpful)Always carefully think about what you say and doage is frequently a liabilityAlways be attentive/engaged(dont fall asleep or daydream)Your involvement at the client will depend on your teams style,b

43、ut in general:Your Role in the Client Meeting28GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Getting the job doneManaging upThe perfect client meetingDeveloping personal styleBuilding a rewarding careerKey takeawaysAgenda29GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Sty

44、le(self-projection)Self presentationPreparationSelf-managementCommunicationDeveloping Personal Style30GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Bains culture and relative youth make it easy to forget the importance of self presentation,especially in non-office setting.Convey confid

45、ence,not arrogancemake eye contactenunciate clearlyproject a can-do attitudechallenge constructively-ask questionsCreate a presenceremember that professional does not equal no personality interact with others around youMake yourself available during reasonable hoursdont abuse the no face time policy

46、Dress professionally in line with office and client normsSelf Presentation31GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Successful ACs regard self-preparation as fundamental to projecting an image of competence,engagement and professionalism.When you meet with others bringcalendarHP1

47、2Cnotepadyour brainFor caseteam meetingsunderstand what issues will be coveredtalk with supervisor about what you should coverbring relevant materials8determine appropriate levels of detail8be able to talk about implications of your analysis,next steps,etc.For client meetingslook and be organized:ma

48、ke sure you have the relevant pieces of analysisbe prepared to answer questions about sources/methodologiesknow how to explain your slides8presentation layout(e.g.,marimekko,growth share matrix)8how analysis was done(if asked)8key takeaway/insightPreparation32GreatACCopyright 1998 Bain&Company,Inc.H

49、ow to be a Great AC From the start,one of the most visible images you will project is your ability to meet deadlines.Be on time for calls and meetingsMake sure you clearly understand your deliverables and when they are neededIf you anticipate problems in meeting a deadline,let people know before you

50、re lateNever keep anyone waitingSelf Management:Time and Timelines33GreatACCopyright 1998 Bain&Company,Inc.How to be a Great AC Since we are a culture dependent on voicemails,mastering the art of leaving voicemails is vital.Keep them brief and to the pointuse Answer-Firstif you need to cover a lot o