某咨询岗位职责ManagerJobs

1、某咨询岗位职责ManagerJobsAgenda Compliance and IntroductionPoliciesCasesSources of additional information2Agenda Compliance and IntroductionPoliciesCasesSources of additional information3Professional Standards Compliance Failure to follow described policies will result in significant penalties, up to and i

2、ncluding immediate involuntary termination.4Policy AreasProtecting / sharing client informationCompetitor data gatheringExclusivity and client conflictHarassment and discriminationInsider tradingGeneral and Expense PoliciesPolicy Areas5Whata set of worldwide professional standards (captured in clien

3、t service policy statements) which reinforce our commitment to acting with integrity and honestyspecific guidelines (captured in client service policy statements) for tricky situations where there is tension between doing the best for the client and doing the “right” thing, or between needs of multi

4、ple clientsa group of people in the center and in local offices dedicated to interpreting and applying the policiesProgram Description (1 of 4)6WhyBains reputation and success ultimately depends on it to ensure that the instinctive reaction to a tricky situation is generally the right one8reinforce

5、a firm wide commitment to “doing the right thing”8reinforce a culture which embodies integrity and honesty that we can all be proud of8provide a business environment consistent with firm management and employees valuesProtection from lawsuitsProgram Description (2 of 4)7Whoevery individual employee

6、- embodies our professional standards, thoroughly understands them and applies them consistently and comprehensivelylocal office Professional Standards Program Manager - interprets, counsels, provides feedback to other offices and the CenterProfessional Standards Program Director (Peter Aman) - cent

7、ral resource to manage implementation of program and assist driving of continued program development and improvementProfessional Standards Program Officer and Coordinator (Colin Anderson, Barb Bjornson) - central resource to further develop, refine, and interpret; mechanism for mediationManagement -

8、 reinforce (actively), interpret, apply, provide incentives/disincentivesProgram Description (3 of 4)8Howthrough local resources (Professional Standards Managers coordinated with the Center)worldwide training for all levelsrole modeling at the team levellocal communications and marketing coordinated

9、 by the center (e.g., intranet)internal/external marketingincentives and disincentivesBVUProgram Description (4 of 4)9 AgendaCompliance and IntroductionPoliciesCasesSources of additional information10Professional Standards Policies Protecting and sharing client informationCompetitor data gatheringEx

10、clusivity and client conflictHarassment and discriminationInsider tradingGeneral and Expense Policies11client identityclient internal dataproprietary insightspurchased studies (permission may be overarching at case start)presentationsproposalsback-up informationsuccess storiesgeneral insights genera

11、l developed informationpublicly available informationInformationWhich can and should be sharedWhich should be shared once sanitizedCannot be shared without explicit permission from the clientNo confidential or proprietary information (including the clients identity and characteristics of the relatio

12、nship), provided by or obtained for, a client may be given to anyone outside the case team. Information which is neither proprietary nor confidential may be shared only with the express approval of a Bain partner on the originating case, and in many cases, the client.Protecting & Sharing Client

13、Information - Guidelines12When client information is provided to a competing case team or within a Practice Area, the material must be sanitized by or at the direction of the Operating VP who is then also responsible for approving the final productWhen client information is provided to a non-competi

14、ng case team, the process of sanitizing the information may be done by or at the direction of the VP asking for the information but the Operating VP is responsible for approving the final product Sanitizing (or disguising) client information and approving/disapproving communication of the informatio

15、n is the responsibility of the Operating VP who did the work according to the following guidelines:Protecting & Sharing Client Information - Disguising Information13Is the information confidential (or does it unambiguously belong to the client)?YesNoDoes the developed info create a competitive a

16、dvantage for the client (i.e., would the value received by the clients be reduced by sharing the info?)NoDoes the developed information depend heavily on client proprietary data/input/informationSource data highly proprietary (not public)Source data reliant on client input and or involvement (e.g.,

17、client interviews)NoDid client pay a significant portion (e.g., x% or $x) of the cost of Bains value-added in developing the information (i.e., insight paid for by one client, not many)?NoYesYesYesWould sharing the info pass the “Sunshine Test”?Would sharing the info pass the “Sunshine Test”?YesNoNo

18、YesSanitize Information and Share itInformation May Not be Shared Without Client PermissionInformation Should be SharedProtecting & Sharing Client Information-Decision Rules for Developed Info.14 *Copyright permittingProtecting and Sharing Client Information - Policy SummaryExternal ReportsArtic

19、le or report name, date, author, etc.News or magazine articleLiterature searchReport purchased by Bain (not client)Bain PresentationsMethodology SlidesWorkplansIndustry overview dataStrategic insights (if the insights were developed over many clients and not just one (e.g., lessons learned from a re

20、tail customer segmentation case)Strategic insights (if the insights were developed for just one client (e.g., a sequencing algorithm for two auto manufacturers)Internal client dataClient research/dataReport purchased by clientA study conducted by the clientA data spreadsheet from the clientXXX*X*XXX

21、XXXX*XXInformation that can and should be sharedClient approval before sharing informationInformation must be disguised before sharingSubject to Operating VP approval15The greatest amount of the highest quality informationAt the lowest possible cost for our clientWith the highest standards of profes

22、sional conduct (and tradeoffs will always be resolved in favor of business ethics over data collection convenience)Competitor Data Gathering - Objectives16Client confidentiality must be protected. never reveal client name without VP and client approvalAll statements, written or verbal, must be true.

23、 Lying is never acceptable under any circumstancesRefusing to answer questions is preferable to lyingBain Employees can not mis-represent themselves, the firm (name or type of enterprise), or the type of research they are performingCompetitor Data Gathering - Policies (1 of 4)17Interview respondents

24、 can be promised non-sensitive results of research only if such results are furnished as described and promisedNo company may be contacted by a case team for a competitor interview without express approval from a VP on the case (to prevent inadvertently calling another offices/teams client by mistak

25、e)Competitor Data Gathering - Policies (2 of 4)18Only VPs may approve/sign written statements which describe for competitor interview targets the purpose of the questions or the destination/limitations on the use of the resulting dataNon-management employees may be contacted only with express approv

26、al (from a VP on the case)When interviewing someone currently associated with our client who previously worked for a competitor of our client, Bain staff should clearly communicate thatwe expect them to honor their confidentiality commitments to their current (or previous) employerwe are specificall

27、y asking them to avoid divulging any information which is proprietary or should be considered confidentialwe are only asking for information that they are comfortable divulgingCompetitor Data Gathering - Policies (3 of 4)19In no circumstances may a Bain employee offer any kind of monetary or non-mon

28、etary incentive for the purpose of gathering informationBain employees are responsible for the actions of those they directly or indirectly superviseOverarching test of any decision is always the “Sunshine Test” - whether the action stands up under scrutiny by an objective 3rd party (or on the front

29、 page of the Wall Street Journal)Competitor Data Gathering - Policies (4 of 4)20How do we represent ourselves?I am (your name) of Bain & Company - a management consulting firmI am (your name) of Bain & Company - I am doing market researchI am (your name) a potential investorI am (your name)

30、a potential customerI am (your name); would you give me some informationI am (your name) a business school studentBain & Company - a market research firma market research firmAlways AcceptableAcceptable Only with VP and often client ApprovalAbsolutely ProhibitedXXXXXXXXCompetitor Data Gathering

31、- Guidelines (1 of 3)21How do you represent the client?no mentionindustry of clientarea of interest to clientclient nameanything elseWhat organizations do we contact?customersindustry associationssupplierscompetitorssecurity analystsAlways AcceptableAcceptable Only with VP and often client ApprovalA

32、bsolutely ProhibitedXXXXXXXXXXCompetitor Data Gathering - Guidelines (2 of 3)22Who in the organization do we contact?senior managementmiddle and junior managementnon-management (labor and clerical)Are incentives appropriate for gathering informationmoneyother non-monetary rewardsAlways AcceptableAcc

33、eptable Only with VP and often client ApprovalAbsolutely ProhibitedXXXXXCompetitor Data Gathering - Guidelines (3 of 3)23Bain & Company is dedicated to helping our clients achieve outstanding results. As such, we pride ourselves on having the most rigorous standards in the consulting industry wi

34、th respect to confidentially and conflict of interest.Confidentiality of data:Our goal is absolute protection of proprietary client dataRigorous internal policies and procedures“Assignment exclusivity:Bain & Company will not accept a client assignment worldwide where in our judgment success woul

35、d cause an existing client assignment to fail. Under many circumstances, this permits Bain to serve two competitors in an industry. However, this will often restrict staffing and the office involved. To our knowledge, no other leading consulting firm operates a standard this rigorous.Exclusivity and

36、 Client Conflict - Policy Summary (1 of 2)24 Formal “performance partnership”:Where appropriate, we aspire to agree to formal “performance partnerships” with our clients, aimed at creating sustained exceptional client results. Such arrangements are entirely at the behest of our clients. A “performan

37、ce partnership” relationship is in no way a requirement by Bain & Company.“Internal Bain gatekeeper”:A member of the Bain & Company worldwide Policy Committee is designated “internal gatekeeper”, to ensure any issues relating to possible conflict of interest are resolved in a manner fully co

38、nsistent with Bain policies and client interests.“People exclusivity:Individuals who are involved in strategy work for a client are restricted from dong strategy work for a direct competitor for a minimum period following the end of an assignment - typically one to two years for senior individuals.E

39、xclusivity and Client Conflict - Policy Summary (2 of 2)25 Harassment and Discrimination - Policy SummaryNo employee shall threaten or insinuate any adverse effects whatsoever on another employee who is refusing to submit to sexual advances.No employee shall engage in sexually harassing behavior, in

40、cluding propositions, sexual comments, sexually degrading terms, or the display of workplace decorations, which could possibly offend another employee.No employees shall create an offensive or intimidating work environment or experience by words, acts, jokes, threats, or printed materials which deme

41、an or show hostility to an individual race, color, religion, gender, nationality, age, sexual orientation, or disability.26 Our policy on insider trading provides the greatest protection to both individual employees as well as to the firm (designed to prevent any violations of securities laws, inadv

42、ertent or otherwise, as well as to avoid the appearance of improper conduct on the part of anyone employed at our firm).You are prohibited from trading, and from tipping others to trade, in a companys stock when: you know material, non-public information about a company; or the company is a Bain cli

43、ent (and appears on Bains Restricted List); or the company is otherwise associated with Bain or a Bain client (and appears on Bains Restricted List)If trading outside the U.S., you are expected to adhere to local laws; however, even if there is no local prohibition on “insider trading”, trading in t

44、he stock of a Bain client is not permitted.Insider Trading - Policy Summary (1 of 2)27 The “Restricted List” of companies in which employees may not trade is maintained by Local Controllers, Corporate Treasury and possibly the senior Librarian in each local office.If you own a security, you maysell

45、the shares immediately (assuming no issue of insider information) orhold the shares (either in a “blind” trust or until 3 months after you leave Bain)in rare circumstances and only with the approval of the Center, you may be able to sell a security on the Restricted List within a prescribed windowTh

46、e consequences of insider trading violations can be staggering:civil fines up to 3 times the profit gained or loss avoided by the tradingcriminal fines (no matter how small the profit), of up to $1millionliability to those damaged by the tradingthe appearance of improper conduct can have a very seri

47、ous impact on Bains business and financial resultssanctions up to and including termination of employment for causeInsider Trading - Policy Summary (2 of 2)28 General and Expense PoliciesEmployees may not violate any criminal or civil laws or regulations (federal, state, or local) as part of any wor

48、k for Bain & Company or its clients nor may they recommend (either seriously or in jest) that the client violate any criminal or civil laws or regulations.Bain & Company letterhead may only be used for Bain & Company business.Employees can not accept gifts or payments from 3rd party vend

49、ors except those generally accepted in the business community) (e.g., frequent flier awards).Employees cannot use Bain or Bain generated contacts to promote or sell products of companies in which they have a material interest.General Policies:Employees must follow Expense Standards to determine reim

50、bursable expenses.Expense Policies:29Agenda Compliance and IntroductionPoliciesCasesSources of Additional Information30 While talking socially with a friend who is working for a different client in the same industry as your client (telecommunications), your friend mentions that her manager has just

51、approved the purchase of a $4,000 industry report. This 200 page comprehensive document is from a research firm and has much of the data that she needs to complete her analysis. She thinks it might be helpful to your case team.You believe this report contains much of the data and analysis that you w

52、ould need for your own analysis. Your friend has a copy of the report, and, as it contains no private or confidential data from her client, she asks if you want a copy. Additionally, she offers you a number of general articles, web pages, and literature searches on the industry that might be of some

53、 use to you.Situation:Complication:Cross-Team Sharing of External Data Sources (1 of 3)31 Can you photocopy parts of the $4,000 report that her Bain case team purchased?Can you use the publicly available articles, web pages, and literature searches your friend has found even though she conducted the

54、 search on time that was billed to another client?Questions:Cross-Team Sharing of External Data Sources (2 of 3)32 If Bain, not one of its clients, paid for the report, the information can be shared within Bain. However, you should check with the Bain library and the research firm that published the

55、 report to ensure copyright laws will not be violated.If a Bain client purchased the report, Bain must secure the approval of that client in order to share the report with another client - check with your VP. Typically, the two clients will split the cost of the report. Again, you should check with

56、the Bain library and the research firm that wrote the report to ensure copyright laws will not be violated.Publicly available articles, web pages, and literature searches can be shared with you with approval of the manager on the case - check with him/her first. Answers:Cross-Team Sharing of Externa

57、l Data Sources (3 of 3)33 While researching the benchmarking work that Bain has done for its clients in the utilities industry, you find a case that contains an internal and external BDP for a competitor from another country. A case summary exists on BRAVA but it does not have any of the backup data

58、 that would be helpful in your efforts to benchmark the competitors of your client. Though the case was disguised in BRAVA it appears that some of the best practices are internal to the Bain client for whom the work was performed.A slide that lists sources in the BRAVA presentation shows that much o

59、f the information that was collected for the competitors is from public sources like OSHA, the EPA, and various local newspapers. However, there is detailed cost information on the old client that came from their finance department as well as an internal report that the clients operations group cond

60、ucted, independent of Bain, on their competitors machinery maintenance costs. To ensure the accuracy of your analysis and to save time, you propose to your case team leader that you integrate much of the data from the previous BDP into your own work, updating information where necessary by using the contacts unearthed by the original work.Situat