HowtobeaGreatConsultant(英文版).pptx
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HowtobeaGreatConsultant(英文版).pptx
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bc,HowtobeaGreatConsultant,March1998,Copyright1998Bain&Company,Inc.,Developer:
AlexWouterseReviewers:
TonyEcockStevenTallmanJohnClarke,1,CU7030298IMB,KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeaways,Agenda,2,CU7042898MSA,Greatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking.,Baselineanalyticalexpertise,butalsoExcellentinterpersonalskillsandknowledgeofpeoplemanagementfacilitationmotivatingothersconflictmanagementFrankself-awarenessofstrengthsandweaknessesReceptivenesstofeedbackfromavarietyofsourcesAbilityandwillingnesstoactonfeedbacktrainingexperimentationpracticeDesiretosucceedasaconsultant,FiveKeyCharacteristics,3,CU7042898MSA,KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeaways,Agenda,4,CU7042898MSA,Whatpeopleexpectofyouwilldependontheirneedsandperspective.,Ifindoubt,askabouttheexpectationsofthepeopleyouworkwith.,ExpectationsandDifferingPerspectives,5,CU7042898MSA,BainVPsonwhatittakestobeasuccessfulconsultant.,“Fewconsultantshavethetotalpackagewhentheyarrive.Thebestconsultantsleverageeitherextraordinaryanalyticalorclientskillsandthendeveloptherestovertime.”,“Paradoxically,teamskillsarenotawaythatconsultantsdistinguishthemselves.Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit.”,“Overtime,thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem/analysisanddesign/executeanefficientpathforgatheringthedatatobackitup.Thisiswhatwedodayinanddayout.Itcreatesclientsuccessstoriesandsmoothteamoperations.”,SuccessfulConsultants:
BainVPsPerspectives,6,CU7042898MSA,“Unsuccessfulconsultants.,arearrogantandunreceptivetofeedback.Theystopthree-quartersofthewaythroughtheanalysisbecausetheyareconfidentitsrightanddontconvinceskepticalclientstochange.”,donotbecomeexpertinthefunctionalorindustryareatheyareworkingin.Theclientsquestiontheirvalue-added-oftenfromtheirfirstinteraction.”,donotgetoutinfrontoftheirmanagers.Theyareexecutinganotherpersonstodosratherthandesigningtheirownpath.Theydontliveupto,letaloneexceed,expectations.Theirlifestyleistotallyreactive.Andtheirmoraleisunderstandablylow.”,treattheBainjobasanextensionofschool.Likecoursesandprofessors,casesandteamleadersaregoodorbad.Caseworkisanassignment,notapersonalmission.Also,theythinkintermsofus/themratherthanjoiningtheteamandpullingforthejointcause.Asaresult,theydonotaddasmuchvalueastheythinktheydo,ortheyrecapableof,andtheyaretiresometomanage.”,UnsuccessfulConsultants:
BainVPsPerspectives,7,CU7042898MSA,KeysuccessfactorsThefunctionofexpectationsinpredictingconsultantsuccessManagingexpectationsfornewconsultantsEvolvingexpectationsforexperiencedconsultantsKeytakeaways,Agenda,8,CU7042898MSA,Whenyoustartworking,youheardifferentthingsaboutBainandwhatothersexpectofyou.,“Yousignup.Then,theytellyouwhatyouarereallyupto.”“Getonagoodcase.Workforagoodmanager/mentor.”“Ifyouarenotinvolvedinrecruiting,thatsabadsign.”“Thefirstyearyouwillprobablydospreadsheets,spreadsheets,spreadsheets.”“Agreatanalystcangetawaywithlousyteamscores.”“MakeagoodimpressionontheVPsyouareworkingwith.Thatsallthatcounts.”,Thismoduleaimstotellyouwhatyoureallycanexpectandwhatisexpectedofyou.,Start-UpExpectations,9,CU7042898MSA,ConsultantexpectationsandrolesaregroundedintheBainmission.,Bain&Companysmissionistohelpourclientscreatesuchhighlevelsofeconomicvaluethattogetherwesetnewstandardsofexcellenceinourrespectiveindustries.Thismissiondemands,MissionStatement,Webelievethataccomplishingourmissionwillredefinethemanagementconsultingbusiness,andwillprovidenewlevelsofrewardsforourclientsandforourorganization.,TheBainvisionofthemostproductiveclientrelationshipandsingle-mindeddedicationtoachievingitwitheachclientTheBaincommunityofextraordinaryteamsTheBainapproachtocreatingvalue,basedonasharpcompetitiveandcustomerfocus,themosteffectiveanalytictechniques,andourprocessforcollaborationwiththeclient,MissionandExpectations,10,CU7042898MSA,TheBainvisionofclientrelationshipsisrealizedbydeliveringresults,notreports.YourroleasaconsultantisafunctionofBainsvisionforeachclientrelationship.,RelationshiptoClient,ValueAddedResults,“Fee-for-serviceAdviser”(Billinghoursofadvice),“DedicatedPartner”(Sellingprofitsatadiscount),“ProfitParticipator”(Buyingprofitsatabargain),“EmpoweredEntrepreneur”(Takingfullownershipposition),Consultantrole:
IndependentandobjectiveIndustryexpertsServeaclientforafee,StrongalignmentwithdedicationtoclientsdestinyExpertsontheclientsindustryandkeystrategicchallengesLong-termrelationshipsValue-sharingwheneverpossible,ControllingroletowardsclientmanagementExclusivity,noconflictofinterestFocusonresults,ActivededicationtosuccessbyfullrisksharingEntrepreneurialrolebasedonexperiencein“resultsthroughstrategy”,ClientRelationshipsandConsultantRole,11,CU7042898MSA,TheBainmissionandvisioncanbetranslatedintoconcreteexpectationsforanewconsultant.Yourultimatesuccesswillrestuponyourabilitytomeettheseexpectations.,WhatwillmakeyouagreatconsultantatBain?
ValueAddition,ClientRelationships,Communication,ExtraordinaryTeams,Expectationsareintegratedintoabusinesssystem(recruiting,training,professionaldevelopment,performancemanagement)ExpectationsarelinkedwithmarketpositioningandBainbrand(“resultsthroughstrategy”),SuccessFactorsandExpectations,12,CU7042898MSA,Whatdoweexpectfromyouasanewconsultantintheareaofvalueaddition?
Identifytheaction/answerthatwillleadtoclientvalue,Pyramidtheproblem,Planthework,Executethework,Interprettheanalysis,Identifykeyissuesofworkstream,Helptoformulatespecifichypotheseslogicalmutuallyexclusive/collectivelyexhaustive(MECE),DevelopblankslidesDesignanalysistocompletetheslidesDesigntemplatestogatherdataIdentifycheckpointsDevelopatimeline,Gatherrepresentative,primarydatainthemostefficientwayPerformzerodefectanalysisAvoidcrunches,RealitycheckAnticipateclientreactionDeliverexpectedresults,Baseline:
OverseeinterdependencieswithwholecaseHelpstructurethe“bigpicture”,CreateacompletelyMECEpyramidoftheclientsproblemmotivatetheclienttotakeaction,orprovetheanswerGettotheheartofthematterquickly,BuilduprealisticHIT-basedplanningandAnswer-Firstconsistently,MastermostcomplexanalyticaltoolkitCoachotherteammembers,Developbreakthroughinsightsandsignificanttangibleresultsonyourspecificmodule,Distinguishing:
Expectations:
ValueAddition,13,CU7042898MSA,Whatdoweexpectfromyouasanewconsultantintheareaofclientrelationships?
Evaluateclientneeds,Manageclientsituation,Buildrelationship,Generateimpact,Sensitivetoclientneeds,constraints,andculture,ConductprofessionalandcontrolledinteractionsAlwaysrunwell-preparedmeetings,Viewedasexpertbyclient,WorkwithclientonrelevantissuesHelptosupportchangeinindividualinteractions,Baseline:
Cultivateacuteawarenessofothersattitudesandvalues,Followupallclientcommitments,Buildpersonalrelationshipbasedonoutstandingexpertiseandempathywithclient,Turnaroundclientteammembersintorealchangeagentsand“Bainfriends”,Distinguishing:
Expectations:
ClientRelationships,14,CU7042898MSA,Whatdoweexpectfromyouasanewconsultantintheareaofcommunication?
Interactparallelwithclient,Developapresentation,Present,Ensureconsensus,followup,andaction,Leaveatrail,Adoptacandidandprecisecommunicationstyle,Helptocreateawell-structured,logicalpresentationGenerateflawless,succinct“Bainstandard”slides,RehearsesufficientlyPrewireassignedclientemployeesPresentownworkwithflawlessexecution,Notekeyclientquestionsandobservationsinmeetingsandpresentations,Provideback-upFile,Baseline:
Usecommunicationtoconvinceandmotivateclientstotakedesiredaction,Independentlypreparea“crisp”presentationcompellingstorylinehighimpactslides,Beproficientandconvincinginlarger,formalpresentations,Guaranteeachievementofdesiredresults,MakeexcellentBRAVAandpracticeareacontributions,Distinguishing:
Expectations:
Communication,15,CU7042898MSA,Whatdoweexpectfromyouasanewconsultantintheareaofextraordinaryteams?
Self,Team,Office,BereceptivetofeedbackSustaincommitmenttoBain,Beatrueteamplayer100%oftimeContributepositivelytomorale,Manager(upward),BereliableBesupportive,ActasanacceptedandresponsiblememberofofficecommunityDemonstrateprofessionalbehaviortoalladministrativestaff,Systematicallysolicitandusefeedbackfromotherstoimproveownperformance,Successfullymotivateandintegrateothernewconsultantsintoteam,Leveragemanagerstimeandvalueadded,ManageproactivecontributiontooverallofficemoraleNetworkEarnrespectEngageininformalofficeactivities,Baseline:
Distinguishing:
Expectations:
ExtraordinaryTeams,16,CU7042898MSA,AccordingtoVPs,successfulconsultantsdonotignorethebasics.,YoucanneveroverdoprewiresSendfaxeswellinadvanceofteleconferencesnumberyourpagesOnlyproduceslidesafterthestoryorexecutivesummaryiswritteninthebestpresentations,taglinescorrespondtotheexecutivesummaryverbatimproducingslidesandth
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