貝恩崗位職責(zé)-ManagerJobzppt課件

1、 bcNovember 1998Copyright 1998 Bain & Company, Inc. The Manager Job.Job DescriptionSeven key components make a successful manager. Value addition:Demonstrate ability to solve clients toughest problemsAchieve real value and resultsDemonstrate skills in different client and analytical situationsRevenu

2、e:Serve existing revenue base effectivelyContribute to revenue generationTeam management and development:Have a process that is effective in delivering resultsDevelop people; build organizational capabilityEstablish productive relationships with PartnersClient asset sustainability:Demonstrate leader

3、ship in helping to create, manage, and expand high quality flagship relationshipsHave significant influence on key client leadersDevelop advisor relationships with key client leadersSenior client influence:Are viewed as a business advisor to increasingly senior clientsDrive clients to take action in

4、 multiple situations; do so in multiple client relationshipsAsset building:Contribute to people, products, client development/brand, office leadershipPartnership values:Are viewed as a leader in the officeAre recognized as a team playerAdhere to operating principlesAre viewed as a good corporate cit

5、izenComponentDescription.Value Addition GuidelinesDemonstrate ability to solve clients toughest problems (generate brilliant insights)strategyoperationsimplementationAchieve real value and results (package insights to move client to act)NPVstock priceDemonstrate skills in different client and analyt

6、ical situationsnew client vs. existing clientsmall client vs. large clientstrategy vs. operationsFor promotion to Vice President:have demonstrated consistent success over a sustained period as a manager (looking back over 2+ years)have received positive references/testimonials from senior clientshav

7、e been successful while managing multiple case teams and workstreamshave demonstrated breakthrough thinking worthy of “Best of BainOverall and versus key competitors.Revenue GuidelinesServe existing revenue base effectivelyteamsable to manage scale teamsable to manage multiple teamsclientsable to ha

8、ndle complex casesable to manage multiple clientsContribute to revenue generationidentify opportunities for follow-on workwrite successful proposalsmanage the client processassist in closing salesFor promotion to Vice President:have managed multiple caseteams and workstreams effectivelyhave played a

9、 significant role with a strategic client (either existing client or new client/client development).Client Asset Sustainability GuidelinesDemonstrate leadership in helping to create, manage, and expand high quality flagship relationships (drive significant value on repeat cases)Have significant infl

10、uence on key client leaders (help drive strategic agenda and thought processes)Develop advisor relationships with key client leaders (able to help clients determine where additional work would be appropriate)viewed as an expertasked for advice on a broad range of business issuesvalued as a general c

11、oachFor promotion to Vice President:have driven multiple flagship relationships over time at a CEO/Executive levelare highly valued by senior clients (testimonials/references).Senior Client Influence GuidelinesAre viewed as a business advisor to increasingly senior clientsviewed as an expert in many

12、 areasviewed as an advisor on many topicsDrive clients to take action in multiple situations; do so in multiple client relationshipsFor promotion to Vice President:have played a significant role with senior client executives/decision makersare highly valued by senior clients (references/testimonials

13、)“irreplaceable to senior clientshave proven ability in existing and new client situations.Team Management and Development GuidelinesHave a process that is effective in delivering results motivated teamlow yield lossDevelop people; build organizational capabilityconsulting staff (advisor/coach/mento

14、r)administrative staff (advisor/coach/mentor)Establish productive relationships with PartnersFor promotion to Vice President:average or above average caseteam scores and upward feedback over time (12-24 months)respected/admired by peers and subordinates.Asset Building GuidelinesFor promotion to Vice

15、 President:exemplary contribution in one areaabove average contribution in more than one areaHere are some ways to contribute to asset building.Caseteam processesAdvisor processesTrainingRecruitingOffice leadershipCorporate citizenship (general connectedness)People AssetsPractice/capability area con

16、tributionsBRAVA contributionsBDPs, how-to documents for capability areasProduct AssetsContributions (non-staffed) to client developmentMarketing (speeches, articles, networking)Client Development/BrandInfrastructure initiatives (graphics, library, IT, travel)General office leadership (presence, positive force for change)Office LeadershipInvestment clubDeal generationOther.Partnersh