贝恩 人力资源 岗位职责 GreatConsultant课件

1GreatConsultant

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda1GreatConsultantKeysucce2GreatConsultant

Greatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking.Baselineanalyticalexpertise,butalso…ExcellentinterpersonalskillsandknowledgeofpeoplemanagementfacilitationmotivatingothersconflictmanagementFrankself-awarenessofstrengthsandweaknessesReceptivenesstofeedbackfromavarietyofsourcesAbilityandwillingnesstoactonfeedbacktrainingexperimentationpracticeDesiretosucceedasaconsultantFiveKeyCharacteristics2GreatConsultantGreatcon3GreatConsultant

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda3GreatConsultantKeysucce4GreatConsultant

Whatpeopleexpectofyouwilldependontheirneedsandperspective.Ifindoubt,askabouttheexpectationsofthepeopleyouworkwith.NewConsultantVP/ManagerCaseteamOfficeClient“Ishesmartenoughtogetuptospeedrapidly?”“Issheexperiencedenoughtohelpussolveourproblemssuccessfully?”“Isshecooperativeenoughtointegrateintotheteamandtoaddownvaluequickly?”“Isheopenenoughtoadapttotheofficecultureandinfluenceitpositively?”“Whatdoesshebringtotheparty?”“Isheateamplayer?”“IshearrogantorcanIworkwithhim?”ExpectationsandDifferingPerspectives4GreatConsultantWhatpeop5GreatConsultant

BainVPsonwhatittakestobeasuccessfulconsultant...“Fewconsultantshavethetotalpackagewhentheyarrive.Thebestconsultantsleverageeitherextraordinaryanalyticalorclientskillsandthendeveloptherestovertime.”“Paradoxically,teamskillsarenotawaythatconsultantsdistinguishthemselves.Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit.”“Overtime,thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem/analysisanddesign/executeanefficientpathforgatheringthedatatobackitup.Thisiswhatwedodayinanddayout.Itcreatesclientsuccessstoriesandsmoothteamoperations.”SuccessfulConsultants:BainVPs’Perspectives5GreatConsultantBainVPs6GreatConsultant

“Unsuccessfulconsultants...…arearrogantandunreceptivetofeedback.Theystopthree-quartersofthewaythroughtheanalysisbecausetheyareconfidentit’srightanddon’tconvinceskepticalclientstochange.”…donotbecomeexpertinthefunctionalorindustryareatheyareworkingin.Theclientsquestiontheirvalue-added-oftenfromtheirfirstinteraction.”…donotgetoutinfrontoftheirmanagers.Theyareexecutinganotherperson’s‘todo’s’ratherthandesigningtheirownpath.Theydon’tliveupto,letaloneexceed,expectations.Theirlifestyleistotallyreactive.Andtheirmoraleisunderstandablylow.”…treattheBainjobasanextensionofschool.Likecoursesandprofessors,casesandteamleadersaregoodorbad.Caseworkisanassignment,notapersonalmission.Also,theythinkintermsof‘us/them’ratherthanjoiningtheteamandpullingforthejointcause.Asaresult,theydonotaddasmuchvalueastheythinktheydo,orthey’recapableof,andtheyaretiresometomanage.”UnsuccessfulConsultants:BainVPs’Perspectives6GreatConsultant“Unsucces7GreatConsultant

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda7GreatConsultantKeysucce8GreatConsultant

Whenyoustartworking,youheardifferentthingsaboutBainandwhatothersexpectofyou.“Yousignup.Then,theytellyouwhatyouarereallyupto.”“Getonagoodcase.Workforagoodmanager/mentor.”“Ifyouarenotinvolvedinrecruiting,that’sabadsign.”“Thefirstyearyouwillprobablydospreadsheets,spreadsheets,spreadsheets.”“Agreatanalystcangetawaywithlousyteamscores.”“MakeagoodimpressionontheVPsyouareworkingwith.That’sallthatcounts.”Thismoduleaimstotellyouwhatyoureallycanexpectandwhatisexpectedofyou.Start-UpExpectations8GreatConsultantWhenyou9GreatConsultant

ConsultantexpectationsandrolesaregroundedintheBainmission.Bain&Company’smissionistohelpourclientscreatesuchhighlevelsofeconomicvaluethattogetherwesetnewstandardsofexcellenceinourrespectiveindustries.ThismissiondemandsMissionStatementWebelievethataccomplishingourmissionwillredefinethemanagementconsultingbusiness,andwillprovidenewlevelsofrewardsforourclientsandforourorganization.TheBainvisionofthemostproductiveclientrelationshipandsingle-minded dedicationtoachievingitwitheachclientTheBaincommunityofextraordinaryteamsTheBainapproachtocreatingvalue,basedonasharpcompetitiveandcustomerfocus,themosteffectiveanalytictechniques,andourprocessforcollaborationwiththeclientMissionandExpectations9GreatConsultantConsultan10GreatConsultant

TheBainvisionofclientrelationshipsisrealizedbydeliveringresults,notreports.YourroleasaconsultantisafunctionofBain’svisionforeachclientrelationship.RelationshiptoClientValueAddedResults“Fee-for-serviceAdviser”(Billinghoursofadvice)“DedicatedPartner”(Sellingprofitsatadiscount)“ProfitParticipator”(Buyingprofitsatabargain)“EmpoweredEntrepreneur”(Takingfullownershipposition)Consultantrole:IndependentandobjectiveIndustryexpertsServeaclientforafeeStrongalignmentwithdedicationtoclient’sdestinyExpertsontheclient’sindustryandkeystrategicchallengesLong-termrelationshipsValue-sharingwheneverpossibleControllingroletowardsclientmanagementExclusivity,noconflictofinterestFocusonresultsActivededicationtosuccessbyfullrisksharingEntrepreneurialrolebasedonexperiencein“resultsthroughstrategy”ClientRelationshipsandConsultantRole10GreatConsultantTheBain11GreatConsultant

TheBainmissionandvisioncanbetranslatedintoconcreteexpectationsforanewconsultant.Yourultimatesuccesswillrestuponyourabilitytomeettheseexpectations.WhatwillmakeyouagreatconsultantatBain?ValueAdditionClientRelationshipsCommunicationExtraordinaryTeamsExpectationsareintegratedintoabusinesssystem(recruiting,training,professionaldevelopment,performancemanagement)ExpectationsarelinkedwithmarketpositioningandBainbrand(“resultsthroughstrategy”)SuccessFactorsandExpectations11GreatConsultantTheBain12GreatConsultant

Whatdoweexpectfromyouasanewconsultantintheareaofvalueaddition?Identifytheaction/answerthatwillleadtoclientvaluePyramidtheproblemPlantheworkExecutetheworkInterprettheanalysisIdentifykeyissuesofworkstreamHelptoformulatespecifichypotheseslogicalmutuallyexclusive/collectivelyexhaustive(MECE)DevelopblankslidesDesignanalysistocompletetheslidesDesigntemplatestogatherdataIdentifycheckpointsDevelopatimelineGatherrepresentative,primarydatainthemostefficientwayPerformzerodefectanalysisAvoidcrunchesRealitycheckAnticipateclientreactionDeliverexpectedresultsBaseline:OverseeinterdependencieswithwholecaseHelpstructurethe“bigpicture”CreateacompletelyMECEpyramidoftheclient’sproblemmotivatetheclienttotakeaction,orprovetheanswerGettotheheartofthematterquicklyBuilduprealisticHIT-basedplanningandAnswer-FirstconsistentlyMastermostcomplexanalyticaltoolkitCoachotherteammembersDevelopbreakthroughinsightsandsignificanttangibleresultsonyourspecificmoduleDistinguishing:Expectations:ValueAddition12GreatConsultantWhatdo13GreatConsultant

Whatdoweexpectfromyouasanewconsultantintheareaofclientrelationships?EvaluateclientneedsManageclientsituationBuildrelationshipGenerateimpactSensitivetoclientneeds,constraints,andcultureConductprofessionalandcontrolledinteractionsAlwaysrunwell-preparedmeetingsViewedasexpertbyclientWorkwithclientonrelevantissuesHelptosupportchangeinindividualinteractionsBaseline:Cultivateacuteawarenessofothers’attitudesandvaluesFollowupallclientcommitmentsBuildpersonalrelationshipbasedonoutstandingexpertiseandempathywithclientTurnaroundclientteammembersintorealchangeagentsand“Bainfriends”Distinguishing:Expectations:ClientRelationships13GreatConsultantWhatdo14GreatConsultant

Whatdoweexpectfromyouasanewconsultantintheareaofcommunication?InteractparallelwithclientDevelopapresentationPresentEnsureconsensus,followup,andactionLeaveatrailAdoptacandidandprecisecommunicationstyleHelptocreateawell-structured,logicalpresentationGenerateflawless,succinct“Bainstandard”slidesRehearsesufficientlyPrewireassignedclientemployeesPresentownworkwithflawlessexecutionNotekeyclientquestionsandobservationsinmeetingsandpresentationsProvideback-upFileBaseline:UsecommunicationtoconvinceandmotivateclientstotakedesiredactionIndependentlypreparea“crisp”presentationcompellingstorylinehighimpactslidesBeproficientandconvincinginlarger,formalpresentationsGuaranteeachievementofdesiredresultsMakeexcellentBRAVAandpracticeareacontributionsDistinguishing:Expectations:Communication14GreatConsultantWhatdo15GreatConsultantWhatdoweexpectfromyouasanewconsultantintheareaofextraordinaryteams?SelfTeamOfficeBereceptivetofeedbackSustaincommitmenttoBainBeatrueteamplayer100%oftimeContributepositivelytomoraleManager(upward)BereliableBesupportiveActasanacceptedandresponsiblememberofofficecommunityDemonstrateprofessionalbehaviortoalladministrativestaffSystematicallysolicitandusefeedbackfromotherstoimproveownperformanceSuccessfullymotivateandintegrateothernewconsultantsintoteamLeveragemanager’stimeandvalueaddedManageproactivecontributiontooverallofficemoraleNetworkEarnrespectEngageininformalofficeactivitiesBaseline:Distinguishing:Expectations:ExtraordinaryTeams15GreatConsultantWhatdow16GreatConsultant

AccordingtoVPs,successfulconsultantsdonotignorethebasics.YoucanneveroverdoprewiresSendfaxeswellinadvanceofteleconferencesnumberyourpagesOnlyproduceslidesafterthestoryorexecutivesummaryiswritteninthebestpresentations,taglinescorrespondtotheexecutivesummaryverbatimproducingslidesandthentryingtomakeastoryoutofthemisthesinglegreatestcauseofyieldlossatBainCreatefewer,betterslidesreducerework-create“clientready”slidesforthefirsttimeusegraphicstechnologytoleverageyourwork,notexpanditusefewerwords,biggertextDevelopabiasforfact-basedslides-avoidstoplightchartsorsubjectivewordslideslabelappropriatelyincludesourcesRehearsepresentationssufficientlytomakeadequateeyecontactwiththeaudiencedon’treadslidestopeoplewhocanreadslidesforthemselvesslidessupportthestoryandarenosubstituteforreal-timecommentaryStartwiththeendinmindiftheendproductisaboardpresentation,blankoutaboardpresentation-don’ttrytostartwithamanagementlevelpresentationandconvertitTipsfromVPs16GreatConsultantAccordin17GreatConsultant

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda17GreatConsultantKeysucc18GreatConsultant

Expectationsevolveforanexperiencedconsultant.Greatconsultantsare“caseteamleadersandmanagers-in-training.”Consultant:PointofarrivalforthecaseteamleaderroleValueadditionClientrelationshipCommunicationExtraordinaryteamsCarriesoutanalyticvalue-creationprocessformajorpieceofworkMastersanalyticaltoolkitrelevanttolargepartsofthecaseCrackstoughestbusinessproblemsIsfullyacceptedasexpertandbusinesspartnerbyclientmiddle/uppermanagementUsescommunicationtoconvinceandmotivateclientstotakedesiredactionIsaneffectiveandrespectedteamintegratorandcontributortoofficemoraleShowspotentialtogrowintocaseteamleader/managerpositionEvolvingExpectations18GreatConsultantExpectat19GreatConsultant

State-of-the-artproblem-solvingknow-howandclientprocessskillsOvertimeinaconsultant’scareer,basicvaluesremainthesamebutdifferinemphasis.JuniorconsultingstaffSeniorconsultingstaffTimeAllocationAnalysis/problem-solvingCaseteam/clientmanagementSales/marketingKnow-howcreationandexperiencesharingRole:Keysuccessfactors:Topanalyst/problemsolverChangeagentLeadershipineffectingchange(processskills)“PerformancePartner”fortopmanagementSales/marketing,productdevelopmentRoleDevelopment19GreatConsultantState-of20GreatConsultant

Expectationsaboutyourrolewillincreaseinlinewithyourbroadeningskilllevels.ValueadditionClientrelationshipsCommunicationExtraordinaryteamsFocusonassignedworkstreamBecomeexpertincertaintools,functions,tasksFocusonbigpictureGatherandshareexpertiseinmajorrelevantbusiness/industryissuesEstablishrelationshipwithspecificclientteammembersBecomearespectedprojectteammemberEstablishlong-termrelationshipswithkeyclientdecisionmakersEarnpersonalrespectbeyondmereproject/businessissuesCommunicateproactivelyandprofessionallyCreatewell-preparedpartsofpresentationsUsecommunicationskillsconsciouslyandsystematicallytomotivateotherstotakeactionCreateandsupervisethecreationofcompletepresentationsthatconvincetheclientBeagreatteamplayerEngageininformalofficeactivitiesHelpotherstointegratesmoothlyintotheteamActivelycontributetooffice/firmdevelopment-manageamajoractivity(recruiting,training,etc.)JuniorSeniorExpectationandSkillDevelopment20GreatConsultantExpectat21GreatConsultant

Nomatterwhatpathyoumayeventuallytake,thereissignificantoverlapbetweenBainandcareerkeysuccessfactors.BainCareerBuildapersonaltrackrecordofvalueadditionBulletsonyourresumeDevelopalistofteammembersandclientswholikeandrespectyouPersonalnetworkBain&Beyond21GreatConsultantNomatte22GreatConsultant

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda22GreatConsultantKeysucc23GreatConsultant

Greatconsultants...executeonmorethangoodanalysisdevelopexcellentinterpersonalandpeoplemanagementskillsself-assessforareasofpotentialgrowthusefeedbacktoachievefullpotentialproactivelymanagecaseteamwork,managers,andclientsareawareofcareermilestonesandtheirshiftingroles,andactivelymanagetransitionscapitalizeonopportunitiestogobeyondbaselineperformancetoachievedistinguishingresultsinvalueaddition,clientrelationships,communication,andextraordinaryteamsintegratecaseteamworkandfirmasset-buildingintopersonalandprofessionalaspirationsTakeaways23GreatConsultantGreatco24GreatConsultant

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda1GreatConsultantKeysucce25GreatConsultant

Greatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking.Baselineanalyticalexpertise,butalso…ExcellentinterpersonalskillsandknowledgeofpeoplemanagementfacilitationmotivatingothersconflictmanagementFrankself-awarenessofstrengthsandweaknessesReceptivenesstofeedbackfromavarietyofsourcesAbilityandwillingnesstoactonfeedbacktrainingexperimentationpracticeDesiretosucceedasaconsultantFiveKeyCharacteristics2GreatConsultantGreatcon26GreatConsultant

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda3GreatConsultantKeysucce27GreatConsultant

Whatpeopleexpectofyouwilldependontheirneedsandperspective.Ifindoubt,askabouttheexpectationsofthepeopleyouworkwith.NewConsultantVP/ManagerCaseteamOfficeClient“Ishesmartenoughtogetuptospeedrapidly?”“Issheexperiencedenoughtohelpussolveourproblemssuccessfully?”“Isshecooperativeenoughtointegrateintotheteamandtoaddownvaluequickly?”“Isheopenenoughtoadapttotheofficecultureandinfluenceitpositively?”“Whatdoesshebringtotheparty?”“Isheateamplayer?”“IshearrogantorcanIworkwithhim?”ExpectationsandDifferingPerspectives4GreatConsultantWhatpeop28GreatConsultant

BainVPsonwhatittakestobeasuccessfulconsultant...“Fewconsultantshavethetotalpackagewhentheyarrive.Thebestconsultantsleverageeitherextraordinaryanalyticalorclientskillsandthendeveloptherestovertime.”“Paradoxically,teamskillsarenotawaythatconsultantsdistinguishthemselves.Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit.”“Overtime,thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem/analysisanddesign/executeanefficientpathforgatheringthedatatobackitup.Thisiswhatwedodayinanddayout.Itcreatesclientsuccessstoriesandsmoothteamoperations.”SuccessfulConsultants:BainVPs’Perspectives5GreatConsultantBainVPs29GreatConsultant

“Unsuccessfulconsultants...…arearrogantandunreceptivetofeedback.Theystopthree-quartersofthewaythroughtheanalysisbecausetheyareconfidentit’srightanddon’tconvinceskepticalclientstochange.”…donotbecomeexpertinthefunctionalorindustryareatheyareworkingin.Theclientsquestiontheirvalue-added-oftenfromtheirfirstinteraction.”…donotgetoutinfrontoftheirmanagers.Theyareexecutinganotherperson’s‘todo’s’ratherthandesigningtheirownpath.Theydon’tliveupto,letaloneexceed,expectations.Theirlifestyleistotallyreactive.Andtheirmoraleisunderstandablylow.”…treattheBainjobasanextensionofschool.Likecoursesandprofessors,casesandteamleadersaregoodorbad.Caseworkisanassignment,notapersonalmission.Also,theythinkintermsof‘us/them’ratherthanjoiningtheteamandpullingforthejointcause.Asaresult,theydonotaddasmuchvalueastheythinktheydo,orthey’recapableof,andtheyaretiresometomanage.”UnsuccessfulConsultants:BainVPs’Perspectives6GreatConsultant“Unsucces30GreatConsultant

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda7GreatConsultantKeysucce31GreatConsultant

Whenyoustartworking,youheardifferentthingsaboutBainandwhatothersexpectofyou.“Yousignup.Then,theytellyouwhatyouarereallyupto.”“Getonagoodcase.Workforagoodmanager/mentor.”“Ifyouarenotinvolvedinrecruiting,that’sabadsign.”“Thefirstyearyouwillprobablydospreadsheets,spreadsheets,spreadsheets.”“Agreatanalystcangetawaywithlousyteamscores.”“MakeagoodimpressionontheVPsyouareworkingwith.That’sallthatcounts.”Thismoduleaimstotellyouwhatyoureallycanexpectandwhatisexpectedofyou.Start-UpExpectations8GreatConsultantWhenyou32GreatConsultant

ConsultantexpectationsandrolesaregroundedintheBainmission.Bain&Company’smissionistohelpourclientscreatesuchhighlevelsofeconomicvaluethattogetherwesetnewstandardsofexcellenceinourrespectiveindustries.ThismissiondemandsMissionStatementWebelievethataccomplishingourmissionwillredefinethemanagementconsultingbusiness,andwillprovidenewlevelsofrewardsforourclientsandforourorganization.TheBainvisionofthemostproductiveclientrelationshipandsingle-minded dedicationtoachievingitwitheachclientTheBaincommunityofextraordinaryteamsTheBainapproachtocreatingvalue,basedonasharpcompetitiveandcustomerfocus,themosteffectiveanalytictechniques,andourprocessforcollaborationwiththeclientMissionandExpectations9GreatConsultantConsultan33GreatConsultant

TheBainvisionofclientrelationshipsisrealizedbydeliveringresults,notreports.YourroleasaconsultantisafunctionofBain’svisionforeachclientrelationship.RelationshiptoClientValueAddedResults“Fee-for-serviceAdviser”(Billinghoursofadvice)“DedicatedPartner”(Sellingprofitsatadiscount)“ProfitParticipator”(Buyingprofitsatabargain)“EmpoweredEntrepreneur”(Takingfullownershipposition)Consultantrole:IndependentandobjectiveIndustryexpertsServeaclientforafeeStrongalignmentwithdedicationtoclient’sdestinyExpertsontheclient’sindustryandkeystrategicchallengesLong-termrelationshipsValue-sharingwheneverpossibleControllingroletowardsclientmanagementExclusivity,noconflictofinterestFocusonresultsActivededicationtosuccessbyfullrisksharingEntrepreneurialrolebasedonexperiencein“resultsthroughstrategy”ClientRelationshipsandConsultantRole10GreatConsultantTheBain34GreatConsultant

TheBainmissionandvisioncanbetranslatedintoconcreteexpectationsforanewconsultant.Yourultimatesuccesswillrestuponyourabilitytomeettheseexpectations.WhatwillmakeyouagreatconsultantatBain?ValueAdditionClientRelationshipsCommunicationExtraordinaryTeamsExpectationsareintegratedintoabusinesssystem(recruiting,training,professionaldevelopment,performancemanagement)ExpectationsarelinkedwithmarketpositioningandBainbrand(“resultsthroughstrategy”)SuccessFactorsandExpectations11GreatConsultantTheBain35GreatConsultant

Whatdoweexpectfromyouasanewconsultantintheareaofvalueaddition?Identifytheaction/answerthatwillleadtoclientvaluePyramidtheproblemPlantheworkExecutetheworkInterprettheanalysisIdentifykeyissuesofworkstreamHelptoformulatespecifichypotheseslogicalmutuallyexclusive/collectivelyexhaustive(MECE)DevelopblankslidesDesignanalysistocompletetheslidesDesigntemplatestogatherdataIdentifycheckpointsDevelopatimelineGatherrepresentative,primarydatainthemostefficientwayPerformzerodefectanalysisAvoidcrunchesRealitycheckAnticipateclientreactionDeliverexpectedresultsBaseline:OverseeinterdependencieswithwholecaseHelpstructurethe“bigpicture”CreateacompletelyMECEpyramidoftheclient’sproblemmotivatetheclienttotakeaction,orprovetheanswerGettotheheartofthematterquicklyBuilduprealisticHIT-basedplanningandAnswer-FirstconsistentlyMastermostcomplexanalyticaltoolkitCoachotherteammembersDevelopbreakthroughinsightsandsignificanttangibleresultsonyourspecificmoduleDistinguishing:Expectations:ValueAddition12GreatConsultantWhatdo36GreatConsultant

Whatdoweexpectfromyouasanewconsultantintheareaofclientrelationships?EvaluateclientneedsManageclientsituationBuildrelationshipGenerateimpactSensitivetoclientneeds,constraints,andcultureConductprofessionalandcontrolledinteractionsAlwaysrunwell-preparedmeetingsViewedasexpertbyclientWorkwithclientonrelevantissuesHelptosupportchangeinindividualinteractionsBaseline:Cultivateacuteawarenessofothers’attitudesandvaluesFollowupallclientcommitmentsBuildpersonalrelationshipbasedonoutstandingexpertiseandempathywithclientTurnaroundclientteammembersintorealchangeagentsand“Bainfriends”Distinguishing:Expectations:ClientRelationships13GreatConsultantWhatdo37GreatConsultant

Whatdoweexpectfromyouasanewconsultantintheareaofcommunication?InteractparallelwithclientDevelopapresentationPresentEnsureconsensus,followup,andactionLeaveatrailAdoptacandidandprecisecommunicationstyleHelptocreateawell-structured,logicalpresentationGenerateflawless,succinct“Bainstandard”slidesRehearsesufficientlyPrewireassignedclientemployeesPresentownworkwithflawlessexecutionNotekeyclientquestionsandobservationsinmeetingsandpresentationsProvideback-upFileBaseline:UsecommunicationtoconvinceandmotivateclientstotakedesiredactionIndependentlypreparea“crisp”presentationcompellingstorylinehighimpactslidesBeproficientandconvincinginlarger,formalpresentationsGuaranteeachievementofdesiredresultsMakeexcellentBRAVAandpracticeareacontributionsDistinguishing:Expectations:Communication14GreatConsultantWhatdo38GreatConsultantWhatdoweexpectfromyouasanewconsultantintheareaofextraordinaryteams?SelfTeamOfficeBereceptivetofeedbackSustaincommitmenttoBainBeatrueteamplayer100%oftimeContributepositivelytomoraleManager(upward)BereliableBesupportiveActasanacceptedandresponsiblememberofofficecommunityDemonstrateprofessionalbehaviortoalladministrativestaffSystematicallysolicitandusefeedbackfromotherstoimproveownperformanceSuccessfullymotivateandintegrateothernewconsultantsintoteamLeveragemanager’stimeandvalueaddedManageproactivecontributiontooverallofficemoraleNetworkEarnrespectEngageininformalofficeactivitiesBaseline:Distinguishing:Expectations:ExtraordinaryTeams15GreatConsultantWhatdow39GreatConsultant

AccordingtoVPs,successfulconsultantsdonotignorethebasics.YoucanneveroverdoprewiresSendfaxeswellinadvanc