某咨詢崗位職責(zé)GreatConsultant

1、 bcHow to be aGreat ConsultantMarch 1998Copyright 1998 Bain & Company, Inc. Developer: Alex WouterseReviewers: Tony Ecock Steven Tallman John Clarke1CU7030298IMBbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant Key success factorsThe function of expectations in predicting co

2、nsultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda2CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant Great consultants base their success on characteristics that extend well beyond analytical

3、thinking. Baseline analytical expertise, but also Excellent interpersonal skills and knowledge of people managementfacilitationmotivating othersconflict management Frank self-awareness of strengths and weaknesses Receptiveness to feedback from a variety of sources Ability and willingness to act on f

4、eedbacktrainingexperimentationpractice Desire to succeed as a consultantFive Key Characteristics3CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultant

5、sEvolving expectations for experienced consultantsKey takeawaysAgenda4CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant What people expect of you will depend on their needs and perspective.If in doubt, ask about the expectations of the people you work with.New Consul

6、tantVP/ManagerCaseteamOfficeClient“Is he smart enoughto get up to speedrapidly?”“Is she experiencedenough to help ussolve our problemssuccessfully?”“Is she cooperativeenough to integrateinto the team and toadd own value quickly?”“Is he open enough toadapt to the officeculture and influenceit positiv

7、ely?”“What does she bringto the party?”“Is he a team player?”“Is he arrogant or can I work with him?”Expectations and Differing Perspectives5CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant Bain VPs on what it takes to be a successful consultant.“Few consultants hav

8、e the total package when they arrive. The best consultants leverage either extraordinary analytical or client skills and then develop the rest over time.”“Paradoxically, team skills are not a way that consultants distinguish themselves. Almost everyone we hire has excellent team skills based on wher

9、e and how we recruit.”“Over time, there is no substitute for the ability to quickly crack a tough business problem/analysis and design/execute an efficient path for gathering the data to back it up. This is what we do day in and day out. It creates client success stories and smooth team operations.”

10、Successful Consultants: Bain VPs Perspectives6CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant “Unsuccessful consultants.are arrogant and unreceptive to feedback. They stop three-quarters of the way through the analysis because they are confident its right and dont

11、convince skeptical clients to change.”do not become expert in the functional or industry area they are working in. The clients question their value-added - often from their first interaction.”do not get out in front of their managers. They are executing another persons to dos rather than designing t

12、heir own path. They dont live up to, let alone exceed, expectations. Their lifestyle is totally reactive. And their morale is understandably low.”treat the Bain job as an extension of school. Like courses and professors, cases and team leaders are good or bad. Case work is an assignment, not a perso

13、nal mission. Also, they think in terms of us/them rather than joining the team and pulling for the joint cause. As a result, they do not add as much value as they think they do, or theyre capable of, and they are tiresome to manage.”Unsuccessful Consultants: Bain VPs Perspectives7CU7042898MSAbcCopyr

14、ight 1998 Bain & Company, Inc. How to be a Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda8CU7042898MSAbcCopyright 1998 Bain & Compan

15、y, Inc. How to be a Great Consultant When you start working, you hear different things about Bain and what others expect of you.“You sign up. Then, they tell you what you are really up to.”“Get on a good case. Work for a good manager/mentor.”“If you are not involved in recruiting, thats a bad sign.”

16、“The first year you will probably do spreadsheets, spreadsheets, spreadsheets.”“A great analyst can get away with lousy team scores.”“Make a good impression on the VPs you are working with. Thats all that counts.”This module aims to tell you what you really can expect and what is expected of you.Sta

17、rt-Up Expectations9CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant Consultant expectations and roles are grounded in the Bain mission.Bain & Companys mission is to help our clients create such high levels of economic value that together we set new standards of

18、excellence in our respective industries.This mission demandsMission StatementWe believe that accomplishing our mission will redefine the management consulting business, and will provide new levels of rewards for our clients and for our organization.The Bain vision of the most productive client relat

19、ionship and single-minded dedication to achieving it with each clientThe Bain community of extraordinary teamsThe Bain approach to creating value, based on a sharp competitive and customer focus, the most effective analytic techniques, and our process for collaboration with the clientMission and Exp

20、ectations10CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant The Bain vision of client relationships is realized by delivering results, not reports. Your role as a consultant is a function of Bains vision for each client relationship.Relationship to ClientValue Added

21、 Results“Fee-for-service Adviser”(Billing hours of advice)“Dedicated Partner”(Selling profits at a discount)“Profit Participator”(Buying profits at a bargain)“Empowered Entrepreneur”(Taking full ownership position)Consultant role: Independent and objective Industry experts Serve a client for a fee S

22、trong alignment with dedication to clients destiny Experts on the clients industry and key strategic challenges Long-term relationships Value-sharing whenever possible Controlling role towards client management Exclusivity, no conflict of interest Focus on results Active dedication to success by ful

23、l risk sharing Entrepreneurial role based on experience in “results through strategy”Client Relationships and Consultant Role11CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant The Bain mission and vision can be translated into concrete expectations for a new consult

24、ant. Your ultimate success will rest upon your ability to meet these expectations.What will make youa great consultant at Bain?Value AdditionClient RelationshipsCommunicationExtraordinaryTeams Expectations are integrated into a business system (recruiting, training, professional development, perform

25、ance management) Expectations are linked with market positioning and Bain brand (“results through strategy”)Success Factors and Expectations12CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant What do we expect from you as a new consultant in the area of value additio

26、n?Identify the action/answer that willlead to client valuePyramid the problemPlan the workExecute the workInterpretthe analysis Identify key issues of workstream Help to formulate specific hypotheses logical mutually exclusive/ collectively exhaustive (MECE) Develop blank slides Design analysis to c

27、omplete the slides Design templates to gather data Identify checkpoints Develop a timeline Gather representative, primary data in the most efficient way Perform zero defect analysis Avoid crunches Reality check Anticipate client reaction Deliver expected resultsBaseline: Oversee interdependencies wi

28、th whole case Help structure the “big picture” Create a completely MECE pyramid of the clients problem motivate the client to take action, or prove the answer Get to the heart of the matter quickly Build up realistic HIT-based planning and Answer-First consistently Master most complex analytical too

29、lkit Coach other team members Develop breakthrough insights and significant tangible results on your specific moduleDistinguishing:Expectations: Value Addition13CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great ConsultantWhat do we expect from you as a new consultant in the are

30、a of client relationships?Evaluate clientneedsManage clientsituationBuildrelationshipGenerateimpact Sensitive to client needs, constraints, and culture Conduct professional and controlled interactions Always run well-prepared meetings Viewed as expert by client Work with client on relevant issues He

31、lp to support change in individual interactionsBaseline: Cultivate acute awareness of others attitudes and values Follow up all client commitments Build personal relationship based on outstanding expertise and empathy with client Turnaround client team members into real change agents and “Bain frien

32、ds”Distinguishing:Expectations: Client Relationships14CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant What do we expect from you as a new consultant in the area of communication?Interact parallelwith clientDevelop apresentationPresentEnsure consensus, follow up,and

33、 actionLeave a trail Adopt a candid and precise communication style Help to create a well-structured, logical presentation Generate flawless, succinct “Bain standard” slides Rehearse sufficiently Prewire assigned client employees Present own work with flawless execution Note key client questions and

34、 observations in meetings and presentations Provide back-up FileBaseline: Use communication to convince and motivate clients to take desired action Independently prepare a “crisp” presentationcompelling storylinehigh impact slides Be proficient and convincing in larger, formal presentations Guarante

35、e achievement of desired results Make excellent BRAVA and practice area contributionsDistinguishing:Expectations: Communication15CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great ConsultantWhat do we expect from you as a new consultant in the area of extraordinary teams?SelfTea

36、mOffice Be receptive to feedback Sustain commitment to Bain Be a true team player 100% of time Contribute positively to moraleManager(upward) Be reliable Be supportive Act as an accepted and responsible member of office community Demonstrate professional behavior to all administrative staff Systemat

37、ically solicit and use feedback from others to improve own performance Successfully motivate and integrate other new consultants into team Leverage managers time and value added Manage proactive contribution to overall office morale Network Earn respect Engage in informal office activitiesBaseline:D

38、istinguishing:Expectations: Extraordinary Teams16CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant According to VPs, successful consultants do not ignore the basics. You can never overdo prewires Send faxes well in advance of teleconferencesnumber your pages Only pro

39、duce slides after the story or executive summary is writtenin the best presentations, taglines correspond to the executive summary verbatimproducing slides and then trying to make a story out of them is the single greatest cause of yield loss at Bain Create fewer, better slidesreduce rework - create

40、 “client ready” slides for the first timeuse graphics technology to leverage your work, not expand ituse fewer words, bigger text Develop a bias for fact-based slides - avoid stoplight charts or subjective word slideslabel appropriatelyinclude sources Rehearse presentations sufficiently to make adeq

41、uate eye contact with the audiencedont read slides to people who can read slides for themselvesslides support the story and are no substitute for real-time commentary Start with the end in mindif the end product is a board presentation, blank out a board presentation - dont try to start with a manag

42、ement level presentation and convert itTips from VPs17CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced cons

43、ultantsKey takeawaysAgenda18CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a Great Consultant Expectations evolve for an experienced consultant. Great consultants are “caseteam leaders and managers-in-training.”Consultant:Point of arrival for thecaseteam leader roleValue additionCli

44、ent relationshipCommunicationExtraordinaryteams Carries out analytic value-creation process for major piece of work Masters analytical toolkit relevant to large parts of the case Cracks toughest business problems Is fully accepted as expert and business partner by client middle/upper management Uses

45、 communication to convince and motivate clients to take desired action Is an effective and respected team integrator and contributor to office morale Shows potential to grow into caseteam leader/manager positionEvolving Expectations19CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to be a

46、Great Consultant State-of-the-art problem-solving know-how and client process skillsOver time in a consultants career, basic values remain the same but differ in emphasis.Junior consulting staffSenior consulting staffTime AllocationAnalysis/problem-solvingCaseteam/clientmanagementSales/marketingKnow

47、-how creationand experience sharingRole:Key success factors:Top analyst/problem solverChange agentLeadership in effecting change (process skills)“Performance Partner” for top managementSales/marketing, product developmentRole Development20CU7042898MSAbcCopyright 1998 Bain & Company, Inc. How to

48、be a Great Consultant Expectations about your role will increase in line with your broadening skill levels.Value additionClient relationshipsCommunicationExtraordinaryteams Focus on assigned workstream Become expert in certain tools, functions, tasks Focus on big picture Gather and share expertise i

49、n major relevant business/industry issues Establish relationship with specific client team members Become a respected project team member Establish long-term relationships with key client decision makers Earn personal respect beyond mere project/ business issues Communicate proactively and professionally Create well-prepared parts of presentations Use communication skills consciously and systematically to motivate others to take action Create and supervise the creation of complete present