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bcHowtobeaGreatConsultantMarch1998Copyright©1998Bain&Company,Inc.Developer:AlexWouterseReviewers:TonyEcock StevenTallman JohnClarke1CU7030298IMB

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda2CU7042898MSA

Greatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking.Baselineanalyticalexpertise,butalso…ExcellentinterpersonalskillsandknowledgeofpeoplemanagementfacilitationmotivatingothersconflictmanagementFrankself-awarenessofstrengthsandweaknessesReceptivenesstofeedbackfromavarietyofsourcesAbilityandwillingnesstoactonfeedbacktrainingexperimentationpracticeDesiretosucceedasaconsultantFiveKeyCharacteristics3CU7042898MSA

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda4CU7042898MSA

Whatpeopleexpectofyouwilldependontheirneedsandperspective.Ifindoubt,askabouttheexpectationsofthepeopleyouworkwith.NewConsultantVP/ManagerCaseteamOfficeClient“Ishesmartenoughtogetuptospeedrapidly?”“Issheexperiencedenoughtohelpussolveourproblemssuccessfully?”“Isshecooperativeenoughtointegrateintotheteamandtoaddownvaluequickly?”“Isheopenenoughtoadapttotheofficecultureandinfluenceitpositively?”“Whatdoesshebringtotheparty?”“Isheateamplayer?”“IshearrogantorcanIworkwithhim?”ExpectationsandDifferingPerspectives5CU7042898MSA

BainVPsonwhatittakestobeasuccessfulconsultant...“Fewconsultantshavethetotalpackagewhentheyarrive.Thebestconsultantsleverageeitherextraordinaryanalyticalorclientskillsandthendeveloptherestovertime.”“Paradoxically,teamskillsarenotawaythatconsultantsdistinguishthemselves.Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit.”“Overtime,thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem/analysisanddesign/executeanefficientpathforgatheringthedatatobackitup.Thisiswhatwedodayinanddayout.Itcreatesclientsuccessstoriesandsmoothteamoperations.”SuccessfulConsultants:BainVPs’Perspectives6CU7042898MSA

“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’Perspectives7CU7042898MSA

KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda8CU7042898MSA

Whenyoustartworking,youheardifferentthingsaboutBainandwhatothersexpectofyou.“Yousignup.Then,theytellyouwhatyouarereallyupto.”“Getonagoodcase.Workforagoodmanager/mentor.”“Ifyouarenotinvolvedinrecruiting,that’sabadsign.”“Thefirstyearyouwillprobablydospreadsheets,spreadsheets,spreadsheets.”“Agreatanalystcangetawaywithlousyteamscores.”“MakeagoodimpressionontheVPsyouareworkingwith.That’sallthatcounts.”Thismoduleaimstotellyouwhatyoureallycanexpectandwhatisexpectedofyou.Start-UpExpectations9CU7042898MSA

ConsultantexpectationsandrolesaregroundedintheBainmission.Bain&Company’smissionistohelpourclientscreatesuchhighlevelsofeconomicvaluethattogetherwesetnewstandardsofexcellenceinourrespectiveindustries.ThismissiondemandsMissionStatementWebelievethataccomplishingourmissionwillredefinethemanagementconsultingbusiness,andwillprovidenewlevelsofrewardsforourclientsandforourorganization.TheBainvisionofthemostproductiveclientrelationshipandsingle-minded dedicationtoachievingitwitheachclientTheBaincommunityofextraordinaryteamsTheBainapproachtocreatingvalue,basedonasharpcompetitiveandcustomerfocus,themosteffectiveanalytictechniques,andourprocessforcollaborationwiththeclientMissionandExpectations10CU7042898MSATheBainvisionofclientrelationshipsisrealizedbydeliveringresults,notreports.YourroleasaconsultantisafunctionofBain’svisionforeachclientrelationship.RelationshiptoClientValueAddedResults“Fee-for-serviceAdviser”(Billinghoursofadvice)“DedicatedPartner”(Sellingprofitsatadiscount)“ProfitParticipator”(Buyingprofitsatabargain)“EmpoweredEntrepreneur”(Takingfullownershipposition)Consultantrole:IndependentandobjectiveIndustryexpertsServeaclientforafeeStrongalignmentwithdedicationtoclient’’sdestinyExpertsontheclient’’sindustryandkeystrategicchallengesLong-termrelationshipsValue-sharingwheneverpossibleControllingroletowardsclientmanagementExclusivity,noconflictofinterestFocusonresultsActivededicationtosuccessbyfullrisksharingEntrepreneurialrolebasedonexperiencein“resultsthroughstrategy””ClientRelationshipsandConsultantRole11CU7042898MSATheBainmissionandvisioncanbetranslatedintoconcreteexpectationsforanewconsultant.Yourultimatesuccesswillrestuponyourabilitytomeettheseexpectations.WhatwillmakeyouagreatconsultantatBain?ValueAdditionClientRelationshipsCommunicationExtraordinaryTeamsExpectationsareintegratedintoabusinesssystem(recruiting,training,professionaldevelopment,performancemanagement)ExpectationsarelinkedwithmarketpositioningandBainbrand(“resultsthroughstrategy”)SuccessFactorsandExpectations12CU7042898MSAWhatdoweexpectfromyouasanewconsultantintheareaofvalueaddition?Identifytheaction/answerthatwillleadtoclientvaluePyramidtheproblemPlantheworkExecutetheworkInterprettheanalysisIdentifykeyissuesofworkstreamHelptoformulatespecifichypotheseslogicalmutuallyexclusive/collectivelyexhaustive(MECE)DevelopblankslidesDesignanalysistocompletetheslidesDesigntemplatestogatherdataIdentifycheckpointsDevelopatimelineGatherrepresentative,primarydatainthemostefficientwayPerformzerodefectanalysisAvoidcrunchesRealitycheckAnticipateclientreactionDeliverexpectedresultsBaseline:OverseeinterdependencieswithwholecaseHelpstructurethe““bigpicture”CreateacompletelyMECEpyramidoftheclient’sproblemmotivatetheclienttotakeaction,orprovetheanswerGettotheheartofthematterquicklyBuilduprealisticHIT-basedplanningandAnswer-FirstconsistentlyMastermostcomplexanalyticaltoolkitCoachotherteammembersDevelopbreakthroughinsightsandsignificanttangibleresultsonyourspecificmoduleDistinguishing:Expectations:ValueAddition13CU7042898MSAWhatdoweexpectfromyouasanewconsultantintheareaofclientrelationships?EvaluateclientneedsManageclientsituationBuildrelationshipGenerateimpactSensitivetoclientneeds,constraints,andcultureConductprofessionalandcontrolledinteractionsAlwaysrunwell-preparedmeetingsViewedasexpertbyclientWorkwithclientonrelevantissuesHelptosupportchangeinindividualinteractionsBaseline:Cultivateacuteawarenessofothers’’attitudesandvaluesFollowupallclientcommitmentsBuildpersonalrelationshipbasedonoutstandingexpertiseandempathywithclientTurnaroundclientteammembersintorealchangeagentsand““Bainfriends””Distinguishing:Expectations:ClientRelationships14CU7042898MSAWhatdoweexpectfromyouasanewconsultantintheareaofcommunication?InteractparallelwithclientDevelopapresentationPresentEnsureconsensus,followup,andactionLeaveatrailAdoptacandidandprecisecommunicationstyleHelptocreateawell-structured,logicalpresentationGenerateflawless,succinct““Bainstandard””slidesRehearsesufficientlyPrewireassignedclientemployeesPresentownworkwithflawlessexecutionNotekeyclientquestionsandobservationsinmeetingsandpresentationsProvideback-upFileBaseline:UsecommunicationtoconvinceandmotivateclientstotakedesiredactionIndependentlypreparea““crisp””presentationcompellingstorylinehighimpactslidesBeproficientandconvincinginlarger,formalpresentationsGuaranteeachievementofdesiredresultsMakeexcellentBRAVAandpracticeareacontributionsDistinguishing:Expectations:Communication15CU7042898MSAWhatdoweexpectfromyouasanewconsultantintheareaofextraordinaryteams?SelfTeamOfficeBereceptivetofeedbackSustaincommitmenttoBainBeatrueteamplayer100%oftimeContributepositivelytomoraleManager(upward)BereliableBesupportiveActasanacceptedandresponsiblememberofofficecommunityDemonstrateprofessionalbehaviortoalladministrativestaffSystematicallysolicitandusefeedbackfromotherstoimproveownperformanceSuccessfullymotivateandintegrateothernewconsultantsintoteamLeveragemanager’stimeandvalueaddedManageproactivecontributiontooverallofficemoraleNetworkEarnrespectEngageininformalofficeactivitiesBaseline:Distinguishing:Expectations:ExtraordinaryTeams16CU7042898MSAAccordingtoVPs,successfulconsultantsdonotignorethebasics.YoucanneveroverdoprewiresSendfaxeswellinadvanceofteleconferencesnumberyourpagesOnlyproduceslidesafterthestoryorexecutivesummaryiswritteninthebestpresentations,taglinescorrespondtotheexecutivesummaryverbatimproducingslidesandthentryingtomakeastoryoutofthemisthesinglegreatestcauseofyieldlossatBainCreatefewer,betterslidesreducerework-create“clientready”slidesforthefirsttimeusegraphicstechnologytoleverageyourwork,notexpanditusefewerwords,biggertextDevelopabiasforfact-basedslides-avoidstoplightchartsorsubjectivewordslideslabelappropriatelyincludesourcesRehearsepresentationssufficientlytomakeadequateeyecontactwiththeaudiencedon’’treadslidestopeoplewhocanreadslidesforthemselvesslidessupportthestoryandarenosubstituteforreal-timecommentaryStartwiththeendinmindiftheendproductisaboardpresentation,blankoutaboardpresentation-don’’ttrytostartwithamanagementlevelpresentationandconvertitTipsfromVPs17CU7042898MSAKeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda18CU7042898MSAExpectationsevolveforanexperiencedconsultant.Greatconsultantsare““caseteamleadersandmanagers-in-training.””Consultant:PointofarrivalforthecaseteamleaderroleValueadditionClientrelationshipCommunicationExtraordinaryteamsCarriesoutanalyticvalue-creationprocessformajorpieceofworkMastersanalyticaltoolkitrelevanttolargepartsofthecaseCrackstoughestbusinessproblemsIsfullyacceptedasexpertandbusinesspartnerbyclientmiddle/uppermanagementUsescommunicationtoconvinceandmotivateclientstotakedesiredactionIsaneffectiveandrespectedteamintegratorandcontributortoofficemoraleShowspotentialtogrowintocaseteamleader/managerpositionEvolvingExpectations19CU7042898MSAState-of-the-artproblem-solvingknow-howandclientprocessskillsOvertimeinaconsultant’’scareer,basicvaluesremainthesamebutdifferinemphasis.JuniorconsultingstaffSeniorconsultingstaffTimeAllocationAnalysis/problem-solvingCaseteam/clientmanagementSales/marketingKnow-howcreationandexperiencesharingRole:Keysuccessfactors:Topanalyst/problemsolverChangeagentLeadershipineffectingchange(processskills)“PerformancePartner”fortopmanagementSales/marketing,productdevelopmentRoleDevelopment20CU7042898MSAExpectationsaboutyourrolewillincreaseinlinewithyourbroadeningskilllevels.ValueadditionClientrelationshipsCommunicationExtraordinaryteamsFocusonassignedworkstreamBecomeexpertincertaintools,functions,tasksFocusonbigpictureGatherandshareexpertiseinmajorrelevantbusiness/industryissuesEstablishrelationshipwithspecificclientteammembersBecomearespectedprojectteammemberEstablishlong-termrelationshipswithkeyclientdecisionmakersEarnpersonalrespectbeyondmereproject/businessissuesCommunicateproactivelyandprofessionallyCreatewell-preparedpartsofpresentationsUsecommunicationskillsconsciouslyandsystematicallytomotivateotherstotakeactionCreateandsupervisethecreationofcompletepresentationsthatconvincetheclientBeagreatteamplayerEngageininformalofficeactivitiesHelpotherstointegratesmoothlyintotheteamActivelycontributetooffice/firmdevelopment-manageamajoractivity(recruiting,training,etc.)JuniorSeniorExpectationandSkillDevelopment21CU7042898MSANomatterwhatpathyoumayeventuallytake,thereissignificantoverlapbetweenBainandcareerkeysuccessfactors.BainCareerBuildapersonaltrackrecordofvalueadditionBulletsonyourresumeDevelopalistofteammembersandclientswholikeandrespectyouPersonalnetworkBain&Beyond22CU7042898MSAKeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeawaysAgenda23CU7042898MSAGreatconsultants...executeonmorethangoodanalysisdevelopexcellentinterpersonalandpeoplemanagementskillsself-assessforareasofpotentialgrowthusefeedbacktoachievefullpotentialproactivelymanagecaseteamwork,managers,andclientsareawareofcareermilestonesandtheirshiftingroles,andactivelymanagetransitionscapitalizeonopportunitiestogobeyondbaselineperformancetoachievedistinguishingresultsinvalueaddition,clientrelationships,communication,andextraordinaryteamsintegratecaseteamworkandfirmasset-buildingintopersonalandprofessionalaspirationsTakeaways24CU7042898MSA9、静夜四无邻邻，荒居旧业业贫。。12月-2212月-22Wednesday,December14,202210、雨中黄黄叶树，，灯下白白头人。。。00:11:2900:11:2900:1112/14/202212:11:29AM11、以我独独沈久，，愧君相相见频。。。12月-2200:11:2900:11Dec-2214-Dec-2212、故人江海海别，几度度隔山川。。。00:11:2900:11:2900:11Wednesday,December14,202213、乍见见翻疑疑梦，，相悲悲各问问年。。。12月月-2212月月-2200:11:2900:11:29December14,202214、他乡生白发发，旧国见青青山。。14十二月月202212:11:29上午午00:11:2912月-2215、比不了得就就不比，得不不到的就不要要。。。十二月2212:11上上午12月-2200:11December14,202216、行动出出成果，，工作出出财富。。。2022/12/140:11:2900:11:2914December202217、做前，，能够环环视四周周；做时时，你只只能或者者最好沿沿着以脚脚为起点点的射线线向前。。。12:11:29上上午12:11上上午00:11:2912月-229、没有失失败，只只有暂时时停止成成功！。。12月-2212月-22Wednesday,December14,202210、很多事事情努力力了未必必有结果果，但是是不努力力却什么么改变也也没有。。。00:11:2900:1