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1、bc,Managing Upward,December 1998,Copyright 1998 Bain assigning work Day-to-day client issues Day-to-day PD,Top of client pyramid Overall answer/implications Overall cause at client Exceptional (up or down) performance issues,CTL Role,VP Role,3,ManagingUpward,Mutual Dependence,The relationship betwee
2、n a VP and a CTL is one of mutual dependence.,Information Analysis/output Insights Proactive approach to work Commitment Dependability Trust, honesty, and open communication,Feedback and coaching Information on the client and the industry Priorities Resources Influence with client and within Bain In
3、creasing responsibilities, challenging work Trust, honesty, and open communication,What Your Supervisor Needs from You,What You Need from Your Supervisor,4,ManagingUpward,Mutual Success,The CTLs success will depend in part on his/her VPs success.,Your VP must succeed if you are to succeed Your VP wi
4、ll want you to succeed (as long as you want him/her to succeed) Your current VP has more input into your career than anyone else (more than you last VP, the senior management of the firm, the client, and former or current team members),5,ManagingUpward,CTL Objectives,Help Your VP Win,Make Your VP Re
5、dundant,and,As a CTL, your objectives are twofold:,6,ManagingUpward,Agenda,Understanding the CTLs Role Key Success Factors Taking a Proactive Approach Key Takeaways,7,ManagingUpward,Key Success Factors,VPs cite four key success factors for managing upward.,Assume full responsibility for driving the
6、value addition process Find the right role for the VP Collaborate with the VP to improve the output Communicate progress and issues in a clear and structured way,8,ManagingUpward,Drive the Value Addition (1 of 2),The best way for a caseteam leader to control a case is to drive the value addition pro
7、cess.,“I dont expect my team leaders to be out ahead of me in terms of intellectual leadership, yet I do want them to continuously identify the broad set of issues to be addressed and explicitly test their importance.”,Think about the big picture.,“If I write the workplan, its bound to be more robus
8、t and cover non-critical path issues, because I wont put the thought into focusing it.”,Develop a hypothesis and a workplan to test it. Dont expect (or let) the VP do it.,“Caseteam leaders seem to think that I have all the answers. Id like them to come to me and tell me what should be done.”,“Search
9、 out feedback from the manager/VP, but drive the process yourself.”,Comments from VPs,Strategies,9,ManagingUpward,Drive the Value Addition (2 of 2),“When given an assignment, CTLs mistakenly take it as a commandment, instead of asking, How does it add value? or Why are we doing this?”,Filter out bad
10、 ideas and prioritize good ones.,“Caseteam leaders say yes to everything, even stupid creative ideas.”,“The CTL needs to keep in mind whats possible. If I ask for too much, he/she should be creative in prioritizing and redefining work to get to the answer efficiently.”,“Dont knowingly over commit -
11、you are in a better position to assess what is doable.”,Comments from VPs,Strategies,10,ManagingUpward,Find the Right Role for the VP (1 of 2),“Caseteam leaders on the edge of promotion try too hard to demonstrate they dont need help.”,Dont try to do all the work yourself.,“CTLs, driven by promotion
12、 angst, over-assume what their job is. They try to make everyone redundant.”,“Youll get no credit for trying to be a hero and doing it all yourselffind the right ways to fully involve your boss on the most important issues collaboration will optimize the end product for everyone.”,Comments from VPs,
13、Strategies,As the driver of the value addition process, the caseteam leader is in a good position to suggest an appropriate role for the VP.,11,ManagingUpward,Find the Right Role for the VP (2 of 2),“Define my role. You cant do everything yourself. Part of the CTLs job is to figure out how to get ma
14、ximum effectiveness out of the resources to crack the case.”,Leverage the VPs expertise.,“CTLs consistently dont consider how to use and leverage me, particularly in handling clients and reviewing material. I might not help with detailed analysis, but I know the overall client situation.”,“CTLs do w
15、orkplans well, but I can add value with the ultimate outputs (what we want the client to do).”,Comments from VPs,Strategies,12,ManagingUpward,Collaborate,“Offer a point of view but be a sponge for coaching Put forth your perspective (its important since youve had more time with the data and are pres
16、umably closer to the issues), but then accept input Do not unfailingly defend your point of view - put it our there and then collaborate with your boss to optimize Assume that your work will be improved, if it isnt youre not collaborating.”,Be open to ideas.,“My challenge to team leaders and managers is put yourself in your VPs shoes - think about how to help solve their issues (as you would a clients). Too many people I work with are looking to me to solve their own problems
