某咨询岗位职责ManagerJobz课件

bcNovember1998Copyright©1998Bain&Company,Inc.TheManagerJob1TheManagerJobbcNovember1998Copyright©199JobDescriptionSevenkeycomponentsmakeasuccessfulmanager.Valueaddition:Demonstrateabilitytosolveclients’toughestproblemsAchieverealvalueandresultsDemonstrateskillsindifferentclientandanalyticalsituationsRevenue:ServeexistingrevenuebaseeffectivelyContributetorevenuegenerationTeammanagementanddevelopment:HaveaprocessthatiseffectiveindeliveringresultsDeveloppeople;buildorganizationalcapabilityEstablishproductiverelationshipswithPartnersClientassetsustainability:Demonstrateleadershipinhelpingtocreate,manage,andexpandhighqualityflagshiprelationshipsHavesignificantinfluenceonkeyclientleadersDevelopadvisorrelationshipswithkeyclientleadersSeniorclientinfluence:AreviewedasabusinessadvisortoincreasinglyseniorclientsDriveclientstotakeactioninmultiplesituations;dosoinmultipleclientrelationshipsAssetbuilding:Contributetopeople,products,clientdevelopment/brand,officeleadershipPartnershipvalues:AreviewedasaleaderintheofficeArerecognizedasateamplayerAdheretooperatingprinciplesAreviewedasagoodcorporatecitizenComponentDescription2TheManagerJobJobDescriptionSevenkeycompoValueAdditionGuidelinesDemonstrateabilitytosolveclients’toughestproblems(generatebrilliantinsights)strategyoperationsimplementationAchieverealvalueandresults(packageinsightstomoveclienttoact)NPVstockpriceDemonstrateskillsindifferentclientandanalyticalsituationsnewclientvs.existingclientsmallclientvs.largeclientstrategyvs.operationsForpromotiontoVicePresident:havedemonstratedconsistentsuccessoverasustainedperiodasamanager(lookingbackover2+years)havereceivedpositivereferences/testimonialsfromseniorclientshavebeensuccessfulwhilemanagingmultiplecaseteamsandworkstreamshavedemonstratedbreakthroughthinkingworthyof“BestofBain”Overallandversuskeycompetitors3TheManagerJobValueAdditionGuidelinesDemonRevenueGuidelinesServeexistingrevenuebaseeffectivelyteamsabletomanagescaleteamsabletomanagemultipleteamsclientsabletohandlecomplexcasesabletomanagemultipleclientsContributetorevenuegenerationidentifyopportunitiesforfollow-onworkwritesuccessfulproposalsmanagetheclientprocessassistinclosingsalesForpromotiontoVicePresident:havemanagedmultiplecaseteamsandworkstreamseffectivelyhaveplayedasignificantrolewithastrategicclient(eitherexistingclientornewclient/clientdevelopment)4TheManagerJobRevenueGuidelinesServeexistiClientAssetSustainabilityGuidelinesDemonstrateleadershipinhelpingtocreate,manage,andexpandhighqualityflagshiprelationships(drivesignificantvalueonrepeatcases)Havesignificantinfluenceonkeyclientleaders(helpdrivestrategicagendaandthoughtprocesses)Developadvisorrelationshipswithkeyclientleaders(abletohelpclientsdeterminewhereadditionalworkwouldbeappropriate)viewedasanexpertaskedforadviceonabroadrangeofbusinessissuesvaluedasageneralcoachForpromotiontoVicePresident:havedrivenmultipleflagshiprelationshipsovertimeataCEO/Executivelevelarehighlyvaluedbyseniorclients(testimonials/references)5TheManagerJobClientAssetSustainabilityGuSeniorClientInfluenceGuidelinesAreviewedasabusinessadvisortoincreasinglyseniorclientsviewedasanexpertinmanyareasviewedasanadvisoronmanytopicsDriveclientstotakeactioninmultiplesituations;dosoinmultipleclientrelationshipsForpromotiontoVicePresident:haveplayedasignificantrolewithseniorclientexecutives/decisionmakersarehighlyvaluedbyseniorclients(references/testimonials)“irreplaceable”toseniorclientshaveprovenabilityinexistingandnewclientsituations6TheManagerJobSeniorClientInfluenceGuidelTeamManagementandDevelopmentGuidelinesHaveaprocessthatiseffectiveindeliveringresultsmotivatedteamlowyieldlossDeveloppeople;buildorganizationalcapabilityconsultingstaff(advisor/coach/mentor)administrativestaff(advisor/coach/mentor)EstablishproductiverelationshipswithPartnersForpromotiontoVicePresident:averageoraboveaveragecaseteamscoresandupwardfeedbackovertime(12-24months)respected/admiredbypeersandsubordinates7TheManagerJobTeamManagementandDevelopmenAssetBuildingGuidelinesForpromotiontoVicePresident:exemplarycontributioninoneareaaboveaveragecontributioninmorethanoneareaHerearesomewaystocontributetoassetbuilding.CaseteamprocessesAdvisorprocessesTrainingRecruitingOfficeleadershipCorporatecitizenship(generalconnectedness)PeopleAssetsPractice/capabilityareacontributionsBRAVAcontributionsBDPs,how-todocumentsforcapabilityareasProductAssetsContributions(non-staffed)toclientdevelopmentMarketing(speeches,articles,networking)ClientDevelopment/BrandInfrastructureinitiatives(graphics,library,IT,travel)Generalofficeleadership(presence,positiveforceforchange)OfficeLeadershipInvestmentclubDealgenerationOther8TheManagerJobAssetBuildingGuidelinesForpPartnershipValuesGuidelinesAreviewedasaleaderintheofficeArerecognizedasateamplayerAdheretooperatingprinciplesAreviewedasagoodcorporatecitizenForpromotiontoVicePresident:viewedasaleaderintheofficeembodythefirm’soperatingprinciples9TheManagerJobPartnershipValuesGuidelinesA

bcNovember1998Copyright©1998Bain&Company,Inc.TheManagerJob10TheManagerJobbcNovember1998Copyright©199JobDescriptionSevenkeycomponentsmakeasuccessfulmanager.Valueaddition:Demonstrateabilitytosolveclients’toughestproblemsAchieverealvalueandresultsDemonstrateskillsindifferentclientandanalyticalsituationsRevenue:ServeexistingrevenuebaseeffectivelyContributetorevenuegenerationTeammanagementanddevelopment:HaveaprocessthatiseffectiveindeliveringresultsDeveloppeople;buildorganizationalcapabilityEstablishproductiverelationshipswithPartnersClientassetsustainability:Demonstrateleadershipinhelpingtocreate,manage,andexpandhighqualityflagshiprelationshipsHavesignificantinfluenceonkeyclientleadersDevelopadvisorrelationshipswithkeyclientleadersSeniorclientinfluence:AreviewedasabusinessadvisortoincreasinglyseniorclientsDriveclientstotakeactioninmultiplesituations;dosoinmultipleclientrelationshipsAssetbuilding:Contributetopeople,products,clientdevelopment/brand,officeleadershipPartnershipvalues:AreviewedasaleaderintheofficeArerecognizedasateamplayerAdheretooperatingprinciplesAreviewedasagoodcorporatecitizenComponentDescription11TheManagerJobJobDescriptionSevenkeycompoValueAdditionGuidelinesDemonstrateabilitytosolveclients’toughestproblems(generatebrilliantinsights)strategyoperationsimplementationAchieverealvalueandresults(packageinsightstomoveclienttoact)NPVstockpriceDemonstrateskillsindifferentclientandanalyticalsituationsnewclientvs.existingclientsmallclientvs.largeclientstrategyvs.operationsForpromotiontoVicePresident:havedemonstratedconsistentsuccessoverasustainedperiodasamanager(lookingbackover2+years)havereceivedpositivereferences/testimonialsfromseniorclientshavebeensuccessfulwhilemanagingmultiplecaseteamsandworkstreamshavedemonstratedbreakthroughthinkingworthyof“BestofBain”Overallandversuskeycompetitors12TheManagerJobValueAdditionGuidelinesDemonRevenueGuidelinesServeexistingrevenuebaseeffectivelyteamsabletomanagescaleteamsabletomanagemultipleteamsclientsabletohandlecomplexcasesabletomanagemultipleclientsContributetorevenuegenerationidentifyopportunitiesforfollow-onworkwritesuccessfulproposalsmanagetheclientprocessassistinclosingsalesForpromotiontoVicePresident:havemanagedmultiplecaseteamsandworkstreamseffectivelyhaveplayedasignificantrolewithastrategicclient(eitherexistingclientornewclient/clientdevelopment)13TheManagerJobRevenueGuidelinesServeexistiClientAssetSustainabilityGuidelinesDemonstrateleadershipinhelpingtocreate,manage,andexpandhighqualityflagshiprelationships(drivesignificantvalueonrepeatcases)Havesignificantinfluenceonkeyclientleaders(helpdrivestrategicagendaandthoughtprocesses)Developadvisorrelationshipswithkeyclientleaders(abletohelpclientsdeterminewhereadditionalworkwouldbeappropriate)viewedasanexpertaskedforadviceonabroadrangeofbusinessissuesvaluedasageneralcoachForpromotiontoVicePresident:havedrivenmultipleflagshiprelationshipsovertimeataCEO/Executivelevelarehighlyvaluedbyseniorclients(testimonials/references)14TheManagerJobClientAssetSustainabilityGuSeniorClientInfluenceGuidelinesAreviewedasabusinessadvisortoincreasinglyseniorclientsviewedasanexpertinmanyareasviewedasanadvisoronmanytopicsDriveclientstotakeactioninmultiplesituations;dosoinmultipleclientrelationshipsForpromotiontoVicePresident:haveplayedasignificantrolewithseniorclientexecutives/decisionmakersarehighlyvaluedbyseniorclients(references/testimonials)“irreplaceable”toseniorclientshaveprovenabilityinexistingandnewclientsituations15TheManagerJobSeniorClientInfluenceGuidelTeamManagementandDevelopmentGuidelinesHaveaprocessthatiseffectiveindeliveringresultsmotivatedteamlowyieldlossDeveloppeople;buildorganizationalcapabilityconsultingstaff(advisor/coach/mentor)administrativestaff(advisor/coach/mentor)EstablishproductiverelationshipswithPartnersForpromotiontoVicePresident:averageoraboveaveragecaseteamscoresandupwardfeedbackovertime(12-24months)respected/admiredbypeersandsubordinates16TheManagerJobTeamMa