Bain岗位职责HowtobeaGreatConsulta课件

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1、 bcHow to be aGreat ConsultantMarch 1998Copyright 1998 Bain&Company,Inc.Developer:Alex WouterseReviewers:Tony Ecock Steven Tallman John Clarke1Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant Key success factorsThe function of expectations in predicting co

2、nsultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda2Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant Great consultants base their success on characteristics that extend well beyond a

3、nalytical thinking.Baseline analytical expertise,but alsoExcellent interpersonal skills and knowledge of people managementfacilitationmotivating othersconflict managementFrank self-awareness of strengths and weaknessesReceptiveness to feedback from a variety of sourcesAbility and willingness to act

4、on feedbacktrainingexperimentationpracticeDesire to succeed as a consultantFive Key Characteristics3Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for n

5、ew consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda4Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant What people expect of you will depend on their needs and perspective.If in doubt,ask about the expectations of the people yo

6、u work with.New ConsultantVP/ManagerCaseteamOfficeClient“Is he smart enoughto get up to speedrapidly?”“Is she experiencedenough to help ussolve our problemssuccessfully?”“Is she cooperativeenough to integrateinto the team and toadd own value quickly?”“Is he open enough toadapt to the officeculture a

7、nd influenceit positively?”“What does she bringto the party?”“Is he a team player?”“Is he arrogant or can I work with him?”Expectations and Differing Perspectives5Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant Bain VPs on what it takes to be a successful

8、 consultant.“Few consultants have the total package when they arrive.The best consultants leverage either extraordinary analytical or client skills and then develop the rest over time.”“Paradoxically,team skills are not a way that consultants distinguish themselves.Almost everyone we hire has excell

9、ent team skills based on where and how we recruit.”“Over time,there is no substitute for the ability to quickly crack a tough business problem/analysis and design/execute an efficient path for gathering the data to back it up.This is what we do day in and day out.It creates client success stories an

10、d smooth team operations.”Successful Consultants:Bain VPs Perspectives6Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant“Unsuccessful consultants.are arrogant and unreceptive to feedback.They stop three-quarters of the way through the analysis because they

11、are confident its right and dont convince skeptical clients to change.”do not become expert in the functional or industry area they are working in.The clients question their value-added-often from their first interaction.”do not get out in front of their managers.They are executing another persons t

12、o dos rather than designing their own path.They dont live up to,let alone exceed,expectations.Their lifestyle is totally reactive.And their morale is understandably low.”treat the Bain job as an extension of school.Like courses and professors,cases and team leaders are good or bad.Case work is an as

13、signment,not a personal mission.Also,they think in terms of us/them rather than joining the team and pulling for the joint cause.As a result,they do not add as much value as they think they do,or theyre capable of,and they are tiresome to manage.”Unsuccessful Consultants:Bain VPs Perspectives7Bain岗位

14、职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda8Bain岗位职责HowtobeaGreatCo

15、nsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant When you start working,you hear different things about Bain and what others expect of you.“You sign up.Then,they tell you what you are really up to.”“Get on a good case.Work for a good manager/mentor.”“If you are not involved in r

16、ecruiting,thats a bad sign.”“The first year you will probably do spreadsheets,spreadsheets,spreadsheets.”“A great analyst can get away with lousy team scores.”“Make a good impression on the VPs you are working with.Thats all that counts.”This module aims to tell you what you really can expect and wh

17、at is expected of you.Start-Up Expectations9Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant Consultant expectations and roles are grounded in the Bain mission.Bain&Companys mission is to help our clients create such high levels of economic value that toge

18、ther we set new standards of excellence in our respective industries.This mission demandsMission StatementWe believe that accomplishing our mission will redefine the management consulting business,and will provide new levels of rewards for our clients and for our organization.The Bain vision of the

19、most productive client relationship and single-minded dedication to achieving it with each clientThe Bain community of extraordinary teamsThe Bain approach to creating value,based on a sharp competitive and customer focus,the most effective analytic techniques,and our process for collaboration with

20、the clientMission and Expectations10Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant The Bain vision of client relationships is realized by delivering results,not reports.Your role as a consultant is a function of Bains vision for each client relationship.

21、Relationship to ClientValue Added Results“Fee-for-service Adviser”(Billing hours of advice)“Dedicated Partner”(Selling profits at a discount)“Profit Participator”(Buying profits at a bargain)“Empowered Entrepreneur”(Taking full ownership position)Consultant role:Independent and objectiveIndustry exp

22、ertsServe a client for a feeStrong alignment with dedication to clients destinyExperts on the clients industry and key strategic challengesLong-term relationshipsValue-sharing whenever possibleControlling role towards client managementExclusivity,no conflict of interestFocus on resultsActive dedicat

23、ion to success by full risk sharingEntrepreneurial role based on experience in“results through strategy”Client Relationships and Consultant Role11Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant The Bain mission and vision can be translated into concrete e

24、xpectations for a new consultant.Your ultimate success will rest upon your ability to meet these expectations.What will make youa great consultant at Bain?Value AdditionClient RelationshipsCommunicationExtraordinaryTeamsExpectations are integrated into a business system(recruiting,training,professio

25、nal development,performance management)Expectations are linked with market positioning and Bain brand(“results through strategy”)Success Factors and Expectations12Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant What do we expect from you as a new consulta

26、nt in the area of value addition?Identify the action/answer that willlead to client valuePyramid the problemPlan the workExecute the workInterpretthe analysisIdentify key issues of workstreamHelp to formulate specific hypotheseslogicalmutually exclusive/collectively exhaustive(MECE)Develop blank sli

27、desDesign analysis to complete the slidesDesign templates to gather dataIdentify checkpointsDevelop a timelineGather representative,primary data in the most efficient wayPerform zero defect analysisAvoid crunchesReality checkAnticipate client reactionDeliver expected resultsBaseline:Oversee interdep

28、endencies with whole caseHelp structure the“big picture”Create a completely MECE pyramid of the clients problemmotivate the client to take action,orprove the answerGet to the heart of the matter quicklyBuild up realistic HIT-based planning and Answer-First consistentlyMaster most complex analytical

29、toolkitCoach other team membersDevelop breakthrough insights and significant tangible results on your specific moduleDistinguishing:Expectations:Value Addition13Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant What do we expect from you as a new consultant

30、 in the area of client relationships?Evaluate clientneedsManage clientsituationBuildrelationshipGenerateimpactSensitive to client needs,constraints,and cultureConduct professional and controlled interactionsAlways run well-prepared meetingsViewed as expert by clientWork with client on relevant issue

31、sHelp to support change in individual interactionsBaseline:Cultivate acute awareness of others attitudes and valuesFollow up all client commitmentsBuild personal relationship based on outstanding expertise and empathy with clientTurnaround client team members into real change agents and“Bain friends

32、”Distinguishing:Expectations:Client Relationships14Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant What do we expect from you as a new consultant in the area of communication?Interact parallelwith clientDevelop apresentationPresentEnsure consensus,follow

33、up,and actionLeave a trailAdopt a candid and precise communication styleHelp to create a well-structured,logical presentationGenerate flawless,succinct“Bain standard”slidesRehearse sufficientlyPrewire assigned client employeesPresent own work with flawless executionNote key client questions and obse

34、rvations in meetings and presentationsProvide back-upFileBaseline:Use communication to convince and motivate clients to take desired actionIndependently prepare a“crisp”presentationcompelling storylinehigh impact slidesBe proficient and convincing in larger,formal presentationsGuarantee achievement

35、of desired resultsMake excellent BRAVA and practice area contributionsDistinguishing:Expectations:Communication15Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great ConsultantWhat do we expect from you as a new consultant in the area of extraordinary teams?SelfTeamOffic

36、eBe receptive to feedbackSustain commitment to BainBe a true team player 100%of timeContribute positively to moraleManager(upward)Be reliableBe supportiveAct as an accepted and responsible member of office communityDemonstrate professional behavior to all administrative staffSystematically solicit a

37、nd use feedback from others to improve own performanceSuccessfully motivate and integrate other new consultants into teamLeverage managers time and value addedManage proactive contribution to overall office moraleNetworkEarn respectEngage in informal office activitiesBaseline:Distinguishing:Expectat

38、ions:Extraordinary Teams16Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant According to VPs,successful consultants do not ignore the basics.You can never overdo prewiresSend faxes well in advance of teleconferencesnumber your pagesOnly produce slides after

39、 the story or executive summary is writtenin the best presentations,taglines correspond to the executive summary verbatimproducing slides and then trying to make a story out of them is the single greatest cause of yield loss at BainCreate fewer,better slidesreduce rework-create“client ready”slides f

40、or the first timeuse graphics technology to leverage your work,not expand ituse fewer words,bigger textDevelop a bias for fact-based slides-avoid stoplight charts or subjective word slideslabel appropriatelyinclude sourcesRehearse presentations sufficiently to make adequate eye contact with the audi

41、encedont read slides to people who can read slides for themselvesslides support the story and are no substitute for real-time commentaryStart with the end in mindif the end product is a board presentation,blank out a board presentation-dont try to start with a management level presentation and conve

42、rt itTips from VPs17Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgen

43、da18Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant Expectations evolve for an experienced consultant.Great consultants are“caseteam leaders and managers-in-training.”Consultant:Point of arrival for thecaseteam leader roleValue additionClient relationship

44、CommunicationExtraordinaryteamsCarries out analytic value-creation process for major piece of workMasters analytical toolkit relevant to large parts of the caseCracks toughest business problemsIs fully accepted as expert and business partner by client middle/upper managementUses communication to con

45、vince and motivate clients to take desired actionIs an effective and respected team integrator and contributor to office moraleShows potential to grow into caseteam leader/manager positionEvolving Expectations19Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consult

46、ant State-of-the-art problem-solving know-how and client process skillsOver time in a consultants career,basic values remain the same but differ in emphasis.Junior consulting staffSenior consulting staffTime AllocationAnalysis/problem-solvingCaseteam/clientmanagementSales/marketingKnow-how creationa

47、nd experience sharingRole:Key success factors:Top analyst/problem solverChange agentLeadership in effecting change(process skills)“Performance Partner”for top managementSales/marketing,product developmentRole Development20Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Gr

48、eat Consultant Expectations about your role will increase in line with your broadening skill levels.Value additionClient relationshipsCommunicationExtraordinaryteamsFocus on assigned workstreamBecome expert in certain tools,functions,tasksFocus on big pictureGather and share expertise in major relev

49、ant business/industry issuesEstablish relationship with specific client team membersBecome a respected project team memberEstablish long-term relationships with key client decision makersEarn personal respect beyond mere project/business issuesCommunicate proactively and professionallyCreate well-pr

50、epared parts of presentationsUse communication skills consciously and systematically to motivate others to take actionCreate and supervise the creation of complete presentations that convince the clientBe a great team playerEngage in informal office activitiesHelp others to integrate smoothly into t

51、he teamActively contribute to office/firm development-manage a major activity(recruiting,training,etc.)JuniorSeniorExpectation and Skill Development21Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant No matter what path you may eventually take,there is sign

52、ificant overlap between Bain and career key success factors.BainCareerBuild a personal track record of value additionBullets on your resumeDevelop a list of team members and clients who like and respect youPersonal networkBain&Beyond22Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.H

53、ow to be a Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda23Bain岗位职责HowtobeaGreatConsulta bcCopyright 1998 Bain&Company,Inc.How to be a Great

54、 Consultant Great consultants.execute on more than good analysisdevelop excellent interpersonal and people management skillsself-assess for areas of potential growthuse feedback to achieve full potentialproactively manage caseteam work,managers,and clientsare aware of career milestones and their shi

55、fting roles,and actively manage transitionscapitalize on opportunities to go beyond baseline performance to achieve distinguishing results in value addition,client relationships,communication,and extraordinary teamsintegrate caseteam work and firm asset-building into personal and professional aspirationsTakeaways24Bain岗位职责HowtobeaGreatConsulta