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bcProfessionalStandardsMarch1998Author:PeterAmanContributors:BarbaraBjornsonLairdReedCopyright©1998Bain&Company,Inc.1professionalstandardsAgenda

ComplianceandIntroductionPoliciesCasesSourcesofadditionalinformation2professionalstandardsAgenda

ComplianceandIntroductionPoliciesCasesSourcesofadditionalinformation3professionalstandardsProfessionalStandardsCompliance

Failuretofollowdescribedpolicieswillresultinsignificantpenalties,uptoandincludingimmediateinvoluntarytermination.4professionalstandardsPolicyAreasProtecting/sharingclientinformationCompetitordatagatheringExclusivityandclientconflictHarassmentanddiscriminationInsidertradingGeneralandExpensePoliciesPolicyAreas5professionalstandardsWhatasetofworldwideprofessionalstandards(capturedinclientservicepolicystatements)whichreinforceourcommitmenttoactingwithintegrityandhonestyspecificguidelines(capturedinclientservicepolicystatements)fortrickysituationswherethereistensionbetweendoingthebestfortheclientanddoingthe“right”thing,orbetweenneedsofmultipleclientsagroupofpeopleinthecenterandinlocalofficesdedicatedtointerpretingandapplyingthepoliciesProgramDescription(1of4)6professionalstandardsWhyBain’sreputationandsuccessultimatelydependsonittoensurethattheinstinctivereactiontoatrickysituationisgenerallytherightonereinforceafirmwidecommitmentto“doingtherightthing”reinforceaculturewhichembodiesintegrityandhonestythatwecanallbeproudofprovideabusinessenvironmentconsistentwithfirmmanagementandemployeesvaluesProtectionfromlawsuitsProgramDescription(2of4)7professionalstandardsWhoeveryindividualemployee-embodiesourprofessionalstandards,thoroughlyunderstandsthemandappliesthemconsistentlyandcomprehensivelylocalofficeProfessionalStandardsProgramManager-interprets,counsels,providesfeedbacktootherofficesandtheCenterProfessionalStandardsProgramDirector(PeterAman)-centralresourcetomanageimplementationofprogramandassistdrivingofcontinuedprogramdevelopmentandimprovementProfessionalStandardsProgramOfficerandCoordinator(ColinAnderson,BarbBjornson)-centralresourcetofurtherdevelop,refine,andinterpret;mechanismformediationManagement-reinforce(actively),interpret,apply,provideincentives/disincentivesProgramDescription(3of4)8professionalstandardsHowthroughlocalresources(ProfessionalStandardsManagerscoordinatedwiththeCenter)worldwidetrainingforalllevelsrolemodelingattheteamlevellocalcommunicationsandmarketingcoordinatedbythecenter(e.g.,intranet)internal/externalmarketingincentivesanddisincentivesBVUProgramDescription(4of4)9professionalstandards

AgendaComplianceandIntroductionPoliciesCasesSourcesofadditionalinformation10professionalstandardsProfessionalStandardsPoliciesProtectingandsharingclientinformationCompetitordatagatheringExclusivityandclientconflictHarassmentanddiscriminationInsidertradingGeneralandExpensePolicies11professionalstandardsclientidentityclientinternaldataproprietaryinsightspurchasedstudies(permissionmaybeoverarchingatcasestart)presentationsproposalsback-upinformationsuccessstoriesgeneralinsightsgeneraldevelopedinformationpubliclyavailableinformationInformationWhichcanandshouldbesharedWhichshouldbesharedoncesanitizedCannotbesharedwithoutexplicitpermissionfromtheclientNoconfidentialorproprietaryinformation(includingtheclient’’sidentityandcharacteristicsoftherelationship),providedbyorobtainedfor,aclientmaybegiventoanyoneoutsidethecaseteam.InformationwhichisneitherproprietarynorconfidentialmaybesharedonlywiththeexpressapprovalofaBainpartnerontheoriginatingcase,andinmanycases,theclient.Protecting&SharingClientInformation-Guidelines12professionalstandardsWhenclientinformationisprovidedtoacompetingcaseteamorwithinaPracticeArea,thematerialmustbesanitizedbyoratthedirectionoftheOperatingVPwhoisthenalsoresponsibleforapprovingthefinalproductWhenclientinformationisprovidedtoanon-competingcaseteam,theprocessofsanitizingtheinformationmaybedonebyoratthedirectionoftheVPaskingfortheinformationbuttheOperatingVPisresponsibleforapprovingthefinalproductSanitizing(ordisguising)clientinformationandapproving/disapprovingcommunicationoftheinformationistheresponsibilityoftheOperatingVPwhodidtheworkaccordingtothefollowingguidelines:Protecting&SharingClientInformation-DisguisingInformation13professionalstandardsIstheinformationconfidential(ordoesitunambiguouslybelongtotheclient)?YesNoDoesthedevelopedinfocreateacompetitiveadvantagefortheclient(i.e.,wouldthevaluereceivedbytheclient’sbereducedbysharingtheinfo?)NoDoesthedevelopedinformationdependheavilyonclientproprietarydata/input/informationSourcedatahighlyproprietary(notpublic)Sourcedatareliantonclientinputandorinvolvement(e.g.,clientinterviews)NoDidclientpayasignificantportion(e.g.,>x%or>$x)ofthecostofBain’’svalue-addedindevelopingtheinformation(i.e.,insightpaidforbyoneclient,notmany)?NoYesYesYesWouldsharingtheinfopassthe““SunshineTest””?Wouldsharingtheinfopassthe““SunshineTest””?YesNoNoYesSanitizeInformationandShareitInformationMayNotbeSharedWithoutClientPermissionInformationShouldbeSharedProtecting&SharingClientInformation-DecisionRulesforDevelopedInfo.14professionalstandards*CopyrightpermittingProtectingandSharingClientInformation-PolicySummaryExternalReportsArticleorreportname,date,author,etc.NewsormagazinearticleLiteraturesearchReportpurchasedbyBain(notclient)BainPresentationsMethodologySlidesWorkplansIndustryoverviewdataStrategicinsights(iftheinsightsweredevelopedovermanyclientsandnotjustone(e.g.,lessonslearnedfromaretailcustomersegmentationcase))Strategicinsights(iftheinsightsweredevelopedforjustoneclient(e.g.,asequencingalgorithmfortwoautomanufacturers))InternalclientdataClientresearch/dataReportpurchasedbyclientAstudyconductedbytheclientAdataspreadsheetfromtheclientXXX*X*XXXXXXX*XXInformationthatcanandshouldbesharedClientapprovalbeforesharinginformationInformationmustbedisguisedbeforesharingSubjecttoOperatingVPapproval15professionalstandardsThegreatestamountofthehighestqualityinformationAtthelowestpossiblecostforourclientWiththehigheststandardsofprofessionalconduct(andtradeoffswillalwaysberesolvedinfavorofbusinessethicsoverdatacollectionconvenience)CompetitorDataGathering-Objectives16professionalstandardsClientconfidentialitymustbeprotected.neverrevealclientnamewithoutVPandclientapprovalAllstatements,writtenorverbal,mustbetrue.LyingisneveracceptableunderanycircumstancesRefusingtoanswerquestionsispreferabletolyingBainEmployeescannotmis-representthemselves,thefirm(nameortypeofenterprise),orthetypeofresearchtheyareperformingCompetitorDataGathering-Policies(1of4)17professionalstandardsInterviewrespondentscanbepromisednon-sensitiveresultsofresearchonlyifsuchresultsarefurnishedasdescribedandpromisedNocompanymaybecontactedbyacaseteamforacompetitorinterviewwithoutexpressapprovalfromaVPonthecase(topreventinadvertentlycallinganotheroffice’’s/team’sclientbymistake)CompetitorDataGathering-Policies(2of4)18professionalstandardsOnlyVPsmayapprove/signwrittenstatementswhichdescribeforcompetitorinterviewtargetsthepurposeofthequestionsorthedestination/limitationsontheuseoftheresultingdataNon-managementemployeesmaybecontactedonlywithexpressapproval(fromaVPonthecase)Wheninterviewingsomeonecurrentlyassociatedwithourclientwhopreviouslyworkedforacompetitorofourclient,Bainstaffshouldclearlycommunicatethatweexpectthemtohonortheirconfidentialitycommitmentstotheircurrent(orprevious)employerwearespecificallyaskingthemtoavoiddivulginganyinformationwhichisproprietaryorshouldbeconsideredconfidentialweareonlyaskingforinformationthattheyarecomfortabledivulgingCompetitorDataGathering-Policies(3of4)19professionalstandardsInnocircumstancesmayaBainemployeeofferanykindofmonetaryornon-monetaryincentiveforthepurposeofgatheringinformationBainemployeesareresponsiblefortheactionsofthosetheydirectlyorindirectlysuperviseOverarchingtestofanydecisionisalwaysthe“SunshineTest”-whethertheactionstandsupunderscrutinybyanobjective3rdparty(oronthefrontpageoftheWallStreetJournal)CompetitorDataGathering-Policies(4of4)20professionalstandardsHowdowerepresentourselves?Iam(yourname)ofBain&Company-amanagementconsultingfirmIam(yourname)ofBain&Company-IamdoingmarketresearchIam(yourname)apotentialinvestorIam(yourname)apotentialcustomerIam(yourname);wouldyougivemesomeinformationIam(yourname)abusinessschoolstudentBain&Company-amarketresearchfirmamarketresearchfirmAlwaysAcceptableAcceptableOnlywithVPandoftenclientApprovalAbsolutelyProhibitedXXXXXXXXCompetitorDataGathering-Guidelines(1of3)21professionalstandardsHowdoyourepresenttheclient?nomentionindustryofclientareaofinteresttoclientclientnameanythingelseWhatorganizationsdowecontact?customersindustryassociationssupplierscompetitorssecurityanalystsAlwaysAcceptableAcceptableOnlywithVPandoftenclientApprovalAbsolutelyProhibitedXXXXXXXXXXCompetitorDataGathering-Guidelines(2of3)22professionalstandardsWhointheorganizationdowecontact?seniormanagementmiddleandjuniormanagementnon-management(laborandclerical)Areincentivesappropriateforgatheringinformationmoneyothernon-monetaryrewardsAlwaysAcceptableAcceptableOnlywithVPandoftenclientApprovalAbsolutelyProhibitedXXXXXCompetitorDataGathering-Guidelines(3of3)23professionalstandardsBain&Companyisdedicatedtohelpingourclientsachieveoutstandingresults.Assuch,weprideourselvesonhavingthemostrigorousstandardsintheconsultingindustrywithrespecttoconfidentiallyandconflictofinterest.Confidentialityofdata:OurgoalisabsoluteprotectionofproprietaryclientdataRigorousinternalpoliciesandprocedures“Assignmentexclusivity’:Bain&Companywillnotacceptaclientassignmentworldwidewhereinourjudgmentsuccesswouldcauseanexistingclientassignmenttofail.Undermanycircumstances,thispermitsBaintoservetwocompetitorsinanindustry.However,thiswilloftenrestrictstaffingandtheofficeinvolved.Toourknowledge,nootherleadingconsultingfirmoperatesastandardthisrigorous.ExclusivityandClientConflict-PolicySummary(1of2)24professionalstandardsFormal“performancepartnership”:Whereappropriate,weaspiretoagreetoformal“performancepartnerships”withourclients,aimedatcreatingsustainedexceptionalclientresults.Sucharrangementsareentirelyatthebehestofourclients.A“performancepartnership”relationshipisinnowayarequirementbyBain&Company.“InternalBaingatekeeper””:AmemberoftheBain&CompanyworldwidePolicyCommitteeisdesignated““internalgatekeeper””,toensureanyissuesrelatingtopossibleconflictofinterestareresolvedinamannerfullyconsistentwithBainpoliciesandclientinterests.“Peopleexclusivity:Individualswhoareinvolvedinstrategyworkforaclientarerestrictedfromdongstrategyworkforadirectcompetitorforaminimumperiodfollowingtheendofanassignment-typicallyonetotwoyearsforseniorindividuals.ExclusivityandClientConflict-PolicySummary(2of2)25professionalstandardsHarassmentandDiscrimination-PolicySummaryNoemployeeshallthreatenorinsinuateanyadverseeffectswhatsoeveronanotheremployeewhoisrefusingtosubmittosexualadvances.Noemployeeshallengageinsexuallyharassingbehavior,includingpropositions,sexualcomments,sexuallydegradingterms,orthedisplayofworkplacedecorations,whichcouldpossiblyoffendanotheremployee.Noemployeesshallcreateanoffensiveorintimidatingworkenvironmentorexperiencebywords,acts,jokes,threats,orprintedmaterialswhichdemeanorshowhostilitytoanindividualrace,color,religion,gender,nationality,age,sexualorientation,ordisability.26professionalstandardsOurpolicyoninsidertradingprovidesthegreatestprotectiontobothindividualemployeesaswellastothefirm(designedtopreventanyviolationsofsecuritieslaws,inadvertentorotherwise,aswellastoavoidtheappearanceofimproperconductonthepartofanyoneemployedatourfirm).Youareprohibitedfromtrading,andfromtippingotherstotrade,inacompany'sstockwhen:youknowmaterial,non-publicinformationaboutacompany;orthecompanyisaBainclient(andappearsonBain'sRestrictedList);orthecompanyisotherwiseassociatedwithBainoraBainclient(andappearsonBain'sRestrictedList)IftradingoutsidetheU.S.,youareexpectedtoadheretolocallaws;however,evenifthereisnolocalprohibitionon““insidertrading”,tradinginthestockofaBainclientisnotpermitted.InsiderTrading-PolicySummary(1of2)27professionalstandardsThe““RestrictedList””ofcompaniesinwhichemployeesmaynottradeismaintainedbyLocalControllers,CorporateTreasuryandpossiblytheseniorLibrarianineachlocaloffice.Ifyouownasecurity,youmaysellthesharesimmediately(assumingnoissueofinsiderinformation)orholdtheshares(eitherina““blind”trustoruntil3monthsafteryouleaveBain)inrarecircumstancesandonlywiththeapprovaloftheCenter,youmaybeabletosellasecurityontheRestrictedListwithinaprescribedwindowTheconsequencesofinsidertradingviolationscanbestaggering:civilfinesupto3timestheprofitgainedorlossavoidedbythetradingcriminalfines(nomatterhowsmalltheprofit),ofupto$1millionliabilitytothosedamagedbythetradingtheappearanceofimproperconductcanhaveaveryseriousimpactonBain’sbusinessandfinancialresultssanctionsuptoandincludingterminationofemploymentforcauseInsiderTrading-PolicySummary(2of2)28professionalstandardsGeneralandExpensePoliciesEmployeesmaynotviolateanycriminalorcivillawsorregulations(federal,state,orlocal)aspartofanyworkforBain&Companyoritsclientsnormaytheyrecommend(eitherseriouslyorinjest)thattheclientviolateanycriminalorcivillawsorregulations.Bain&CompanyletterheadmayonlybeusedforBain&Companybusiness.Employeescannotacceptgiftsorpaymentsfrom3rdpartyvendors[exceptthosegenerallyacceptedinthebusinesscommunity)(e.g.,frequentflierawards)].EmployeescannotuseBainorBaingeneratedcontactstopromoteorsellproductsofcompaniesinwhichtheyhaveamaterialinterest.GeneralPolicies:EmployeesmustfollowExpenseStandardstodeterminereimbursableexpenses.ExpensePolicies:29professionalstandardsAgendaComplianceandIntroductionPoliciesCasesSourcesofAdditionalInformation30professionalstandardsWhiletalkingsociallywithafriendwhoisworkingforadifferentclientinthesameindustryasyourclient(telecommunications),yourfriendmentionsthathermanagerhasjustapprovedthepurchaseofa$4,000industryreport.This200pagecomprehensivedocumentisfromaresearchfirmandhasmuchofthedatathatsheneedstocompleteheranalysis.Shethinksitmightbehelpfultoyourcaseteam.Youbelievethisreportcontainsmuchofthedataandanalysisthatyouwouldneedforyourownanalysis.Yourfriendhasacopyofthereport,and,asitcontainsnoprivateorconfidentialdatafromherclient,sheasksifyouwantacopy.Additionally,sheoffersyouanumberofgeneralarticles,webpages,andliteraturesearchesontheindustrythatmightbeofsomeusetoyou.Situation:Complication:Cross-TeamSharingofExternalDataSources(1of3)31professionalstandardsCanyouphotocopypartsofthe$4,000reportthatherBaincaseteampurchased?Canyouusethepubliclyavailablearticles,webpages,andliteraturesearchesyourfriendhasfoundeventhoughsheconductedthesearchontimethatwasbilledtoanotherclient?Questions:Cross-TeamSharingofExternalDataSources(2of3)32professionalstandardsIfBain,notoneofitsclients,paidforthereport,theinformationcanbesharedwithinBain.However,youshouldcheckwiththeBainlibraryandtheresearchfirmthatpublishedthereporttoensurecopyrightlawswillnotbeviolated.IfaBainclientpurchasedthereport,Bainmustsecuretheapprovalofthatclientinordertosharethereportwithanotherclient-checkwithyourVP.Typically,thetwoclientswillsplitthecostofthereport.Again,youshouldcheckwiththeBainlibraryandtheresearchfirmthatwrotethereporttoensurecopyrightlawswillnotbeviolated.Publiclyavailablearticles,webpages,andliteraturesearchescanbesharedwithyouwithapprovalofthemanageronthecase-checkwithhim/herfirst.Answers:Cross-TeamSharingofExternalDataSources(3of3)33professionalstandardsWhileresearchingthebenchmarkingworkthatBainhasdoneforitsclientsintheutilitiesindustry,youfindacasethatcontainsaninternalandexternalBDPforacompetitorfromanothercountry.AcasesummaryexistsonBRAVAbutitdoesnothaveanyofthebackupdatathatwouldbehelpfulinyoureffortstobenchmarkthecompetitorsofyourclient.ThoughthecasewasdisguisedinBRAVAitappearsthatsomeofthebestpracticesareinternaltotheBainclientforwhomtheworkwasperformed.AslidethatlistssourcesintheBRAVApresentationshowsthatmuchoftheinformationthatwascollectedforthecompetitorsisfrompublicsourceslikeOSHA,theEPA,andvariouslocalnewspapers.However,thereisdetailedcostinformationontheoldclientthatcamefromtheirfinancedepartmentaswellasaninternalreportthattheclient’’soperationsgroupconducted,independentofBain,ontheircompetitors’’machinerymaintenancecosts.Toensuretheaccuracyofyouranalysisandtosavetime,youproposetoyourcaseteamleaderthatyouintegratemuchofthedatafromthepreviousBDPintoyourownwork,updatinginformationwherenecessarybyusingthecontactsunearthedbytheoriginalwork.Situation:Complication:SharingDataandResearchDoneforAnotherClient(1of3)34professionalstandardsCanyoucontacttheCTAontheothercaseandrequestthepubliclyavailablebackupdata?Canyouusetheotherclient’’sinternalstudydoneoncompetitors’’machinerymaintenancecostswiththerationalethatitdoesnotcontainanyoftheotherclient’’sowndata?Canyouutilizethelistofsourcesthatthepreviousteamdeveloped?Canyourequestacopyoftheoriginalclient’’sfinalpresentationandusetheaggregatednumberstheycalculatedtorealitycheckyourownwork?Questions:SharingDataandResearchDoneforAnotherClient(2of3)35professionalstandardsObtainingthepubliclyavailablebackupdataisallowed.However,youshouldcontactyourmanagerforhis/herapprovalbeforeaskingforthedata.Usingtheinternalreportthattheotherclient’’soperationsgroupconductontheircompetitors’’machinerymaintenancecostsisnotpermittedasitunambiguouslybelongstotheclientandwasdevelopedusingclientresources.Evenifthereportcontainsonlyasummaryofpubliclyavailableinformationandnointernaldata,itshouldnotbeusedandwouldmostcertainlyfailtheSunshineTest.(TheSunshineTest:wouldyouandothersatBainbeatallconcernedifthisparticularinformationbecameverypublic-e.g.,onpage1ofTheWallStreetJournal.)Inordertoupdatecostinformationinthisexample,itispermissibletocontactthepeopleandorganizationscontactedbytheothercaseteam.Thisisatime-savingstepand,sincetheinformationisnotconsideredconfidential,usingitwillnotcompromisetheBainworkdonefortheoriginalclient.Sharingaclient’’sconfidentialnumberswithanothercaseteamisnotallowedunlessthenumbersaredisguised,astepwhichgenerallyrendersthecomparisonuseless.Maintainingtheintegrityofclient’’sproprietaryandconfidentialinformationisessentialtoprotectingBain’’sreputationasafirmandtherebyprotectingtheinterestsofourclients.Ifyouhavequestionsabouttheoriginalanalysis,youshouldcontacttheoperatingVPfromtheoriginalcase.Answers:SharingDataandResearchDoneforAnotherClient(3of3)36professionalstandardsYouhavebeenstaffedonacaseteamassignedtosegmentthecustomerbaseofaclientintheautomotiveindustry.TwoyearsagoyouhelpedconductthecustomersegmentationforoneofBain’’sretailclothingclientsand,consequently,youhaveaccesstoafewoldpresentationsthatdescribeBain’’sapproachtoneeds-basedsegmentation,andthengoesintodetailaboutthesegmentsandtheirprofitability.Additionally,anovelapproach,usinganimated3-DPowerPoint,todisplaytheprofitability,growth,andattractivenessofthesegmentswasdevelopedtocommunicatetheresultstothisretailclient.Theclientlikedthepresentationsomuchthattheystillusethetemplateforupdatedversionsofthecustomersegmentationproject.Becauseyougatheredmostofthedataontheoriginalcase,youwonderifyoushoulddisguisethecaseandsummarizetheteam’sfindingsforyournewcaseteam.Situation:Complication:SharingBainPresentations(1of3)37professionalstandardsWhatportionsofthepresentationsdonefortheoriginalclientcanbeusedinyourownslideloop?Towhatdegreedoesthecaseneedtobedisguised?Whoisresponsiblefordisguisingtheoriginalwork?Questions:SharingBainPresentations(2of3)38professionalstandardsGeneralinformation,suchasmethodology,generalindustryconstructsandinsightsandworkplanslidesusuallydonotneedtobedisguised.However,asalways,theOperatingVP(theonewholedtheoriginalwork)mustgivehis/herapprovalbeforeanyslidescanbeshared.Whenusingapresentationasanexampleorasuccessstory,theresultsneedtobedisguisedtoprotect:theidentityoftheclientanyinternaldataoftheclientproprietaryinsightsorstrategieswhich,ifrevealed,mightdisadvantagetheoriginalclientordetractfromBain’svalue-addedAsageneralrule,thematerialmustshouldbedisguisedbytheOperatingVPontheoriginalcaseorunderhis/herdirection.However,therequestingcaseteam’’sOperatingVPcandisguiseordirectthedisguisingofthematerial(iftherequestingteamworksforaclientwhichdoesnotcompetewiththeoriginalclient),withtheapprovaloftheOperatingVPoftheoriginalteam.InanycasetheOperatingVPoftheoriginalteammustapproveofthefinalproduct.Answers:SharingBainPresentations(3of3)39professionalstandardsTogatherinformationoncompetitorperformance,youprepareadetailedinterviewquestionnaireandcreatealistofcallcandidates.Thelistisnotextensive,andthebest(andpotentiallyonly)sourceofinformationwillcomedirectlyfromthecompetitors.Youreceiveapprovalforthequestionnairefromyourmanager,andatthattimeheremindsyouofhowcriticalthisinformationwillbeincrackingthecase.Yourfirstseveralcallshavenotprovedfruitful,andyourlistofcandidatesisgrowingveryshortveryquickly.Apparentlytheindustryishighlysensitive:fewpeoplearewillingtoshareinformationthatisevenremotelyconfidential.Bymid-afternoonthenextdayyoumakecontactwithoneofyourclient’scompetitors.Whenthecompetitorasksyourreasonforcalling,youidentifyyourselfasaHarvardBusinessSchoolstudentgatheringdataforaprojectyouarecurrentlyworkingonforoneofyourprofessors.ThecompetitorsendstheinformationtoyouviaFederalExpress.Situation:Complication:IdentificationofEmployer(1of2)40professionalstandardsIsitcorrecttoobtainproprietaryorsensitiveinformationfromacompetitorbymisrepresentingyouridentity?TheVPmustapprove(ordirectthemanagertoapprove)thelistofcompaniescalledandthelevelsofemployeescontacted(i.e.,managementvs.non-management)UndernocircumstancesmayyoumisrepresentyourselfIf,ongivingyourname,youarenotaskedtoidentifyyourselffurther,youmayproceedwithoutofferingBaincredentialsHowever,IFASKED,theonlyappropriateanswerisidentifyingyourselfasanemployeeofBain&CompanyAdditionally,ifasked,youmustgiveatruthfuldescriptionofBain&Company(e.g.,aconsultingfirm)Whileyoumaydeclinetogiveinformation,youmayNEVERlieQuestion:Answers:IdentificationofEmployer(2of2)41professionalstandardsYouaregatheringplantandsiteinformationoncompetitorstocompleteaRelativeCostPosition(RCP)analysisforaclient.Dressedincasualclothes,youtraveltoMichigantotakeatourofacompetitorbakingplantfacility.Thetoursareopentothepublic,andspotscanbereservedbycallingthefacilityinadvance.Youhavesigneduptotakethetourandhavepresentedyourselfasatravelerintownwhowascuriousabouttheinternalworkingsofabakingfacility.Thetourisbrief,andyouactuallyviewlittleoftheinternalplant.Youneedharddataonthenumberofemployees,aswellasotherdatatocompletetheappropriatebenchmarks.Situation:Complication:DataGatheringonaCompetitorSite(1of3)42professionalstandardsOnyourwayoutthedoor,yougrabaloosecopyofthecompetitor'scompanynewsletterlyingonatable.Onceinyourrentalcar,youproceedtodrivearoundtheparkinglotandcountthenumberofemployeecarstouseasaproxyforheadcount.Youdriveintotownandhirealocalphotographertotakeaerialphotographsofthecompetitorplantandfacilities.Beforedashingofftotheairport,youswingbythelocalplanningofficetohavecopiesoftheplantandfacilityblueprintssenttoyoubackatyouroffice.Complication:

(continued)IsitcorrecttoparticipateinatourofacompetitorfacilitywithoutidentifyingyourselfasaBainemployee?Isitcorrecttotakecompetitorinformation(newsletter)fromthepropertywithouttheirexpressedconsentorknowledge?Isitcorrecttogathercompetitordatabyroamingthecompetitorpremises(parkinglot)?Isitcorrecttogatherdatabyutilizingtheservicesoflocalbusinessesandgovernmentoffices?Isitcorrecttohaveaerialphotographstaken?Questions:DataGatheringonaCompetitorSite(2of3)43professionalstandardsYoumayattendtours;however,ifasked,youmustidentifyyourselfasanemployeeofBain&Companypursuingwork-relatedissues(i.e.,itisnotapersonalvisit).Similarly,ifasign-insheetispresented,youmustfillinthespotfor““Company”withBain&Company.Youmaytakeinformationthatisgenerallyavailableforthepublic(e.g.,newslettersinthelobbyofthecompany).However,youmaynottakepropertythatisneitheravailablenorintendedtobeavailabletothepublic(e.g.,aninternalphonebookonthecounterofthereceptionarea).Youmayvisitareasoftheplantthatyouhavebeeninvitedto(e.g.,theparkinglotaspartofthetour).Youmaynotvisitareasyouhavenotbeeninvitedto(e.g.,theparkinglotifyouhavenopermissiontobeoncompanyproperty).Youmaynottrespass.Youmayuselocalgovernmentsourcesaslongasyoudonotmisrepresentyourself.Aerialphotographsmaybetaken,butVP’sandclientsmustapprovethisinadvanceandshouldbemadeawarethatcompaniesusingthistypeofinformationhavebeensuccessfullysuedfordamagesforusingproprietaryinformationgainedthroughsuchmethods.Answers:DataGatheringonaCompetitorSite(3of3)44professionalstandardsYouareplacedinchargeofacompetitorbenchmarkingstudytoassessyourclient'sperformancerelativetotheindustryplayers.Fourcompaniesarebeingtargetedtocomparewithyourclient.Inordertogeteachofthecompaniestoagreetoprovideinformation,youpromiseeachofthemthatonlyaveragesofthedatawillbeused(i.e.,noindividualcompany’sfigureswillberevealed).Inaddition,youassureeachofthecompaniesthatyouwillfollowupwiththemandprovidethemwithanyresultsorfindingsofthestudy.ThestudyisacompetitorbenchmarkingstudyperformedtoenableBaintounderstandtheclien