《《精编》How to be a Great Consultant》由会员分享，可在线阅读，更多相关《《精编》How to be a Great Consultant（24页珍藏版）》请在金锄头文库上搜索。
1、bc HowtobeaGreatConsultant March1998 Copyright 1998Bain Company Inc Developer AlexWouterseReviewers TonyEcockStevenTallmanJohnClarke KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeaways A
2、genda Greatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking Baselineanalyticalexpertise butalso ExcellentinterpersonalskillsandknowledgeofpeoplemanagementfacilitationmotivatingothersconflictmanagementFrankself awarenessofstrengthsandweaknessesReceptivenesstofeedback
3、fromavarietyofsourcesAbilityandwillingnesstoactonfeedbacktrainingexperimentationpracticeDesiretosucceedasaconsultant FiveKeyCharacteristics KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytake
4、aways Agenda Whatpeopleexpectofyouwilldependontheirneedsandperspective Ifindoubt askabouttheexpectationsofthepeopleyouworkwith ExpectationsandDifferingPerspectives BainVPsonwhatittakestobeasuccessfulconsultant Fewconsultantshavethetotalpackagewhentheyarrive Thebestconsultantsleverageeitherextraordin
5、aryanalyticalorclientskillsandthendeveloptherestovertime Paradoxically teamskillsarenotawaythatconsultantsdistinguishthemselves Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit Overtime thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem analysisanddesign execute
6、anefficientpathforgatheringthedatatobackitup Thisiswhatwedodayinanddayout Itcreatesclientsuccessstoriesandsmoothteamoperations SuccessfulConsultants BainVPs Perspectives Unsuccessfulconsultants arearrogantandunreceptivetofeedback Theystopthree quartersofthewaythroughtheanalysisbecausetheyareconfiden
7、tit srightanddon tconvinceskepticalclientstochange donotbecomeexpertinthefunctionalorindustryareatheyareworkingin Theclientsquestiontheirvalue added oftenfromtheirfirstinteraction donotgetoutinfrontoftheirmanagers Theyareexecutinganotherperson s todo s ratherthandesigningtheirownpath Theydon tliveup
8、to letaloneexceed expectations Theirlifestyleistotallyreactive Andtheirmoraleisunderstandablylow treattheBainjobasanextensionofschool Likecoursesandprofessors casesandteamleadersaregoodorbad Caseworkisanassignment notapersonalmission Also theythinkintermsof us them ratherthanjoiningtheteamandpulling
9、forthejointcause Asaresult theydonotaddasmuchvalueastheythinktheydo orthey recapableof andtheyaretiresometomanage UnsuccessfulConsultants BainVPs Perspectives KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperience
10、dconsultantsKeytakeaways Agenda Whenyoustartworking youheardifferentthingsaboutBainandwhatothersexpectofyou Yousignup Then theytellyouwhatyouarereallyupto Getonagoodcase Workforagoodmanager mentor Ifyouarenotinvolvedinrecruiting that sabadsign Thefirstyearyouwillprobablydospreadsheets spreadsheets s
11、preadsheets Agreatanalystcangetawaywithlousyteamscores MakeagoodimpressionontheVPsyouareworkingwith That sallthatcounts Thismoduleaimstotellyouwhatyoureallycanexpectandwhatisexpectedofyou Start UpExpectations ConsultantexpectationsandrolesaregroundedintheBainmission Bain Company smissionistohelpourc
12、lientscreatesuchhighlevelsofeconomicvaluethattogetherwesetnewstandardsofexcellenceinourrespectiveindustries Thismissiondemands MissionStatement Webelievethataccomplishingourmissionwillredefinethemanagementconsultingbusiness andwillprovidenewlevelsofrewardsforourclientsandforourorganization TheBainvi
13、sionofthemostproductiveclientrelationshipandsingle mindeddedicationtoachievingitwitheachclientTheBaincommunityofextraordinaryteamsTheBainapproachtocreatingvalue basedonasharpcompetitiveandcustomerfocus themosteffectiveanalytictechniques andourprocessforcollaborationwiththeclient MissionandExpectatio
14、ns TheBainvisionofclientrelationshipsisrealizedbydeliveringresults notreports YourroleasaconsultantisafunctionofBain svisionforeachclientrelationship RelationshiptoClient ValueAddedResults Fee for serviceAdviser Billinghoursofadvice DedicatedPartner Sellingprofitsatadiscount ProfitParticipator Buyin
15、gprofitsatabargain EmpoweredEntrepreneur Takingfullownershipposition Consultantrole IndependentandobjectiveIndustryexpertsServeaclientforafee Strongalignmentwithdedicationtoclient sdestinyExpertsontheclient sindustryandkeystrategicchallengesLong termrelationshipsValue sharingwheneverpossible Control
16、lingroletowardsclientmanagementExclusivity noconflictofinterestFocusonresults ActivededicationtosuccessbyfullrisksharingEntrepreneurialrolebasedonexperiencein resultsthroughstrategy ClientRelationshipsandConsultantRole TheBainmissionandvisioncanbetranslatedintoconcreteexpectationsforanewconsultant Yourultimatesuccesswillrestuponyourabilitytomeettheseexpectations WhatwillmakeyouagreatconsultantatBain ValueAddition ClientRelationships Communication ExtraordinaryTeams Expectationsareintegratedintoa
