咨詢顧問技能培養(yǎng)培訓(xùn)國外

咨詢顧問技能培養(yǎng)培訓(xùn)國外NewConsultantSkillBuildinginterviewing2interviewing

QuestionnaireDesignInterviewSkillInterviewNoteBasicsofSpreadsheetAppendix:SourceofInformationAgenda

TrainingProgram3interviewing

QuestionnaireFormat

QuestionnaireDesignFilingandpathing-HeaderandFooterQuestionnairetitleSubsectiontitleInterviewinginformationBackgroundofintervieweeorganisationquestions4interviewing

Understandobjectivesof:caseworkstreaminterviewsPreviewblankslidesDetermineinformationtobegatheredfrominterviews(quantitativeforgraphs,qualitativeforquotes)TranslateblanksintosurveycontentDevelopalogicalstructureObtainfeedbackfrommanager,caseteamConsiderpotentialsensitivitieswhenwritingquestionsPrepareforwritingWritequestionnaire*AsktheBainResearchandDataAnalysisGroupinBostonforhelpindesigningcomplexquestionnairesDesigning

QuestionnaireDesign5interviewingHowtoWriteaQuestionnaire(1of2)

Writeashortintroduction(yourname,purposeofInterview,flattery).Mentionanycontactnamethatyoumayhave“MynameisRumaSanyalfromSinotrust.IspokewithRayGonzalezinyoursalesdepartment;hegavemeyournameassomeonewhoreallyunderstandstheimportanceofmanagingsupplierrelationships.”TieeachquestiontoablankslideWriteunbiasedquestionsandofferrangesifpossible“Wouldyousaygrowthislessthan25%,25-49%,or50%ormore?Notwouldyousaygrowthis,25%”AvoidjargonCAGR,ROSAskfollow-onquestionsHow?Why?Askalienatequestions,ifneededWhatisthegrowthrate?ORIsgrowthratebetween10-20%or20-50%?Groupquestionslogicallyprices,costs,marketsizePlace“must-know”questionsbefore“nice-to-know”onesStartwithaneasyorintriguingquestion“Howlonghaveyoubeeninthebusiness?”Putmostdifficult/sensitivequestionstowardtheend“Whatisyourgrossmarginonceramictile?”Addpromptsfordifficultquestions“Canyougivemeanexample?”“Doyouthinkthatsegmentisgrowingorshrinking?”FacilitatedataentrynumberquestionsstandardizeformatFacilitatenotetakingaddlines/checkboxesleavespaceaftereachquestionfortakingnoteshighlightkeywords/phrasesContentStructureDesign

QuestionnaireDesign6interviewingEachquestionshouldtietoablankslide.

LeisureBusinessLeisureBusiness1997200066100$0.020.040.060.080.0100.0ChinaRentalCarMarket(MMRMB)SegmentDSegmentCSegmentBSegmentA2000100$020406080100RentalCarMarket:Business(MMRMB)Situation:YouhavebeenaskedtoassesspotentialgrowthopportunitiesforChinarentalcarmarket.Blanks:Questions:Whatpercentageofthecurrentmarketisbusiness?Leisure?Howbigdoyouthinkthemarketwillbeintheyear2000?Intheyear2000,whatpercentageofthemarketwillbebusiness?Leisure?Whatarethecustomersegmentsforthebusinessmarket?Howmuchshareofthemarketwilleachsegmenthaveintheyear2000?Willtherebeanynewsegmentsintheyear2000?HowtoWriteaQuestionnaire(2of2)

QuestionnaireDesign7interviewing

QuestionnaireDesignInterviewSkillInterviewNoteBasicsofSpreadsheetAppendix:SourceofInformationAgenda

TrainingProgram8interviewing

Determinebesttimetocall/visitGetcontactnamefortherightpersonScheduleinterviewSayyournameandreasonforInterviewsetupinterviewtimeorstartinterviewKeepconversationmovingAnticipateresponsesProbeValidateCapturedataandquotesWritedetailednotesimmediatelyaftereachinterviewMakesureyouhaveallkeyinformationbeforeendingtheconservationThankintervieweeAskifyoumaycallorvisitwithfollow-upquestionsAskformorecontactswhocanansweryourquestionsTherearefivebasicstepsforconductinganinterviewSetupinterviewProvideintroductionControltheconversationTakedetailednotesEndinterviewInterviewingSteps

InterviewSkill9interviewing

Reviewproposal/blankslide/questionnairetounderstandtheobjectivesofcaseandinterviewDeterminekeyinformationrequiredDecidewhomtocall/interviewDecidewhicharethemostimportantandwhicharetheleastimportantintervieweesDecidewhichinterviewstomakefirstEstablishtimelineforcompletinginterviewsRehearse/askanexperiencedteammembertomakethefirstinterviewsto-gatherwithyou,ifyoufeelinexperiencedBeforeInterview*AsktheBainResearchandDataAnalysisGroupinBostonforhelpindesigningcomplexquestionnairesInterviewing

InterviewSkillDuringInterviewAfterInterviewIntroduceyourselfpolitelyandconfidentlyRefertocontactofauthorityUseterminologywithwhichthepersonisfamiliarMovequicklyfromquestiontoquestionSwitchconversationtorelevanttopicsDeterminewhattheintervieweewillbeableandwillingtoanswerAskforclarificationForceintervieweestobespecificUnderstandreasonsbehindinterviewee’sopinionsPromptwithrangeswhenspecificinformationisnotavailableAskforexplanationoftermsRephraseintervieweesstatementtoensuretotalunderstandingWriteinterviewnoteimmediatelyafterinterviewCallorvisitagainifanykeyinformationmissingPreparefornextinterview10interviewing

QuestionnaireDesignInterviewSkillInterviewNoteBasicsofSpreadsheetAppendix:SourceofInformationAgenda

TrainingProgram11interviewing

BeginwritingassoonasintervieweebeginsansweringWritedownkeywordsorphrasesHowever,donotletnotetakinginterruptthe“flow”oftheconnectionFillinquestionnaireasmuchaspossibleSchedulebreaksbetweeninterviewstowritenotesRecallandfillinquestionnaireunfilledduringinterviewMake“qualitativenotes”.Forexample,takenotestoremindyourselfabouttheinterviewer.Thiswillhelpyouinchoosingwhotocallback,ifthereinneedyInterviewnotesummarizeintervieweeopinionsorinsightswhichquestionnairedoesnottellNoteTaking

InterviewNoteDuringInterviewAfterInterview12interviewing

InterviewNoteFormat

InterviewNote

filingandsourcing

Interviewinginformation

Highlightingsummary

Highlightingkeyfindings

Interviewfindings13interviewing

QuestionnaireDesignInterviewSkillInterviewNoteBasicsofSpreadsheetAppendix:SourceofInformationAgenda

TrainingProgram14interviewing

SpreadsheetFormat

TrainingProgramEnter:=cell(“filename”)Enter:=now()FilingandsourcingAssumptionsCalculations15interviewing

QuestionnaireDesignInterviewSkillInterviewNoteBasicso