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1、Developer DaphneLi Reviewer SusanLonerganCarthaO HareJohnClarke bc HowtobeaGreatAC March1998 Copyright 1998Bain Company Inc GettingthejobdoneManagingupTheperfectclientmeetingDevelopingpersonalstyleBuildingarewardingcareerKeytakeaways Agenda GettingthejobdoneManagingupTheperfectclientmeetingDevelopin
2、gpersonalstyleBuildingarewardingcareerKeytakeaways Agenda Baincaseteamsaddressaconsiderablerangeofstrategicissues Strategyconsulting Corporatestrategy Businessunitstrategy Performanceimprovement Howshouldacompanywithmanybusinessesachieveitsgrowthobjectives Howshouldabusinessunitrespondtoitscompetito
3、rs Howmanymanufacturingplantsdoesacompanyneed Whatproductsshouldclientproduceineachplant Example TypesofStrategicIssues Compoutek Axels 4 Rent Businessproblem Answer First yearACworkstream Lengthofcase ACtravel Businessunitstrategy PCbusinessunit ExittheretailPCmarketCutcoststhroughcomplexityreducti
4、onImplementprocessandorganizationredesign PhonecompetitorstogatherdataaboutthePCmarketAnalyzeclientdatarelatingtoaccountsreceivableandinventoryturnsBuildeconomicmodel Threemonths Monthlylocalvisitstoclienttogatherdataandattendmeetings Corporatestrategy growthstrategy Targetandretainmostprofitablecus
5、tomersthroughmarketingprogramsandtravelagentcommissionstructuresFocusoncorporateaccountsthatarealreadypenetrated butarecurrentlyunderperforminginsharetargets SizerentalcarmarketbasedonsecondaryresearchandcustomersurveysSpliceanddiceclientcustomerdatabasetoestablishsegmentsResearchothercompanies rete
6、ntionprograms e g airlines frequentflyer Sixmonths WeeklytripstoNYCforclienttaskforcemeetings ExampleofCaseteamAssignments CaseteamCoordinator Vice President Manager CTL ExperiencedConsultant NewAC NewConsultant ExperiencedAC Whileyoumayfrequentlyencountervariations atypicalcaseteamstructurelookslik
7、ethefollowing CaseteamStructure Yourmixofresponsibilitieswillvaryfromcasetocase Thejob Research datagathering Analysis Communication Team MarketsizeanddynamicsCompetitorsClientdataCustomers DatabasemanipulationModelsinExcelRegressionsDataintoappropriateslideformatArrivingatthestrategicanswer Blanksl
8、idesstorylineproperformatOralcommunicationinformalteammeetingswithconsultant mangeroverheadstocaseteam CoordinatingworkstreamswithotherACs consultantsParticipatinginteambrainstormingsessionsandteammeetingsOverseeingproductionforpresentationsCaseteamevents AreasofResponsibility Flawlessexecutionwilld
9、estineACsforgreatness Theycapitalizeontheresourcesavailabletothem andshowawillingnesstodowhateverittakestogetthejobdone Getthejobdone Executeonyourworkplan Communicateup Understandthe BigPicture Deliverwithzerodefects DevelopandupdateyourworkplanKeepan80 20fallbackplanExecute focusontheassignedtaskA
10、fter6 12months takeamoreactiveroleinintellectualleadershipofyourpieceofwork CommunicateregularlyandfrequentlywithyourmanageruseAnswer Firstand80 20tag redflags seekhelpprioritizingleveragemanagertoaddadditional10 insight Always knowthewhy inthecontextofthe BigPicture Performzerodefectanalysisdocumen
11、teverythingproof proof proofrealitycheck KeySuccessFactors Always knowthewhy inthecontextofthe BigPicture Whyareyoudoingthiswork whatisthe BigPicture whereisthevalue whatistheclientexpecting Whatdoesyouranalysismeanandwhyisitimportanttotheclient Whatarelikelyquestionstobeaskedofyou byyourteambyyourc
12、lient s Whatsensitivityanalysesillustrateresponsestopotentialquestionsorclarifyissuesforyou whataboutclientsensitivityanalyses Whatrealitycheckscanyoudotodemonstrateknowledgeofthewhy useof80 20benchmarksfocusofyourqualitychecks KnowtheWhy ArecentexperienceatSACtrainingillustratestheimportanceof know
13、ingthewhy inthecontextofthe BigPicture Developpresentationonbusinessunitstrategy Assignment Theclientcanbeprofitableandshouldmilkitsbusiness Hypothesis MarketisgrowingClienthaslowcostpositionCompetitorsnotathreatnextlargestplayerhighercost Assertions WecandoaBDPtofigureoutwhereourclientcanlowercosts
14、 Costsarerelativelysimilar SACs reaction Data Whatdidtheymiss RCP Question BigPicture KnowtheWhy Example 1of2 Moreon knowingthewhy whattheACsmissed WecandoaBDPtofigureoutwhereourclientcanlowercosts Costsarerelativelysimilar SACs reaction CompetitorislowestcostCompetitorcanlowerpricetogainshare Milk
15、isnotafeasiblestrategy Whattheymissed Evaluatethecompetitivethreat notdesign milking strategy Nextstep Data ThisteamgotcaughtupinthedetailsoftheanalysisNeedtostepbackandlookat BigPicture Lessonlearned RCP BigPicture KnowtheWhy Example 2of2 Afteryouhaveperformedyouranalysis steppingbackisessentialtog
16、ettingtheBigPictureinfocus DoublecheckyouroutputAretheseresultssurprising Why Doesthisallmakesense PuttheresultsonaslideorslidesIstherea sowhat fromtheslide Whataretheimplications Whatcouldclientresponsesbe concerns threatsconfusionIsthereabetterwaytopresentthedata audiencebetterrepresentationofkeypoint s Whatdoesthismeanfortheclient HowdoesthisfitinwithBain swork Whatisthebestwaytoarticulatethekeytakeawaysoftheslide whatisyourmanagerexpecting howdoesthisanalysisfitintothelargercasequestion s Pr
