贝恩人力资源岗位职责GreatConsultant整理资料课件.ppt

1、 bcHow to be aGreat ConsultantMarch 2019Copyright 2019 Bain&Company,Inc.Developer:Alex WouterseReviewers:Tony Ecock Steven Tallman John ClarkebcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant2CU7030298IMB Key success factorsThe function of expectations in predicting consultant successMa

2、naging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgendabcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant3CU7030298IMB Great consultants base their success on characteristics that extend well beyond analytical thinking.Baseline analytic

3、al 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 feedbacktrainingexperimentati

4、onpractice Desire to succeed as a consultantFive Key CharacteristicsbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant4CU7030298IMB Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienc

5、ed consultantsKey takeawaysAgendabcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant5CU7030298IMB 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 ConsultantVP/ManagerCaseteamOfficeClient“Is he smar

6、t 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 positively?”“What does she bringto the party?”“Is he

7、 a team player?”“Is he arrogant or can I work with him?”Expectations and Differing PerspectivesbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant6CU7030298IMB Bain VPs on what it takes to be a successful consultant.“Few consultants have the total package when they arrive.The best consult

8、ants 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 where and how we recruit.”“Over time,there is no substitute

9、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.”Successful Consultants:Bain VPs PerspectivesbcCopyright 199

10、8 Bain&Company,Inc.How to be a Great Consultant7CU7030298IMB“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 convince skeptical clients to change.”do not become expert in the func

11、tional 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 their own path.They dont live up to,let alone exceed,expectations.Their lif

12、estyle 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 personal mission.Also,they think in terms of us/them rather than joining the team and pu

13、lling 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 PerspectivesbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant8CU7030298IMB Key success factorsThe function of

14、 expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgendabcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant9CU7030298IMB When you start working,you hear different things about Bain and what

15、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.”“The first year you will probably do spreadsheets,spreadsheets,spreadsheets.”“A great analyst can get away with

16、 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.Start-Up ExpectationsbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant10CU7030298IMB Consultant expectat

17、ions 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 excellence in our respective industries.This mission demandsMission StatementWe believe that accomplishing our mission will red

18、efine 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 relationship and single-minded dedication to achieving it with each clientThe Bain community of extraordinary teamsThe Bain approach

19、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 ExpectationsbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant11CU7030298IMB The Bain vision of client relationships is re

20、alized by delivering results,not reports.Your role as a consultant is a function of Bains vision for each client relationship.Relationship to ClientValue Added Results“Fee-for-service Adviser”(Billing hours of advice)“Dedicated Partner”(Selling profits at a discount)“Profit Participator”(Buying prof

21、its at a bargain)“Empowered Entrepreneur”(Taking full ownership position)Consultant role:Independent and objective Industry experts Serve a client for a fee Strong alignment with dedication to clients destiny Experts on the clients industry and key strategic challenges Long-term relationships Value-

22、sharing whenever possible Controlling role towards client management Exclusivity,no conflict of interest Focus on results Active dedication to success by full risk sharing Entrepreneurial role based on experience in“results through strategy”Client Relationships and Consultant RolebcCopyright 1998 Ba

23、in&Company,Inc.How to be a Great Consultant12CU7030298IMB The Bain mission and vision can be translated into concrete expectations for a new consultant.Your ultimate success will rest upon your ability to meet these expectations.What will make youa great consultant at Bain?Value AdditionClient Relat

24、ionshipsCommunicationExtraordinaryTeams Expectations are integrated into a business system(recruiting,training,professional development,performance management)Expectations are linked with market positioning and Bain brand(“results through strategy”)Success Factors and ExpectationsbcCopyright 1998 Ba

25、in&Company,Inc.How to be a Great Consultant13CU7030298IMB What do we expect from you as a new consultant in the area of value addition?Identify the action/answer that willlead to client valuePyramid the problemPlan the workExecute the workInterpretthe analysis Identify key issues of workstream Help

26、to formulate specific hypotheses logical mutually exclusive/collectively exhaustive(MECE)Develop blank slides Design analysis to complete the slides Design templates to gather data Identify checkpoints Develop a timeline Gather representative,primary data in the most efficient way Perform zero defec

27、t analysis Avoid crunches Reality check Anticipate client reaction Deliver expected resultsBaseline:Oversee interdependencies with 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

28、 of the matter quickly Build up realistic HIT-based planning and Answer-First consistently Master most complex analytical toolkit Coach other team members Develop breakthrough insights and significant tangible results on your specific moduleDistinguishing:Expectations:Value AdditionbcCopyright 1998

29、Bain&Company,Inc.How to be a Great Consultant14CU7030298IMBWhat do we expect from you as a new consultant in the area of client relationships?Evaluate clientneedsManage clientsituationBuildrelationshipGenerateimpact Sensitive to client needs,constraints,and culture Conduct professional and controlle

30、d interactions Always run well-prepared meetings Viewed as expert by client Work with client on relevant issues Help to support change in individual interactionsBaseline:Cultivate acute awareness of others attitudes and values Follow up all client commitments Build personal relationship based on out

31、standing expertise and empathy with client Turnaround client team members into real change agents and“Bain friends”Distinguishing:Expectations:Client RelationshipsbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant15CU7030298IMB What do we expect from you as a new consultant in the area o

32、f communication?Interact parallelwith clientDevelop apresentationPresentEnsure consensus,follow up,and 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 Prewir

33、e assigned client employees Present own work with flawless execution Note key client questions and 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 st

34、orylinehigh impact slides Be proficient and convincing in larger,formal presentations Guarantee achievement of desired results Make excellent BRAVA and practice area contributionsDistinguishing:Expectations:CommunicationbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant16CU7030298IMBWhat

35、 do we expect from you as a new consultant in the area of extraordinary teams?SelfTeamOffice 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 offi

36、ce community Demonstrate professional behavior to all administrative staff Systematically 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 overal

37、l office morale Network Earn respect Engage in informal office activitiesBaseline:Distinguishing:Expectations:Extraordinary TeamsbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant17CU7030298IMB According to VPs,successful consultants do not ignore the basics.You can never overdo prewires

38、 Send faxes well in advance of teleconferencesnumber your pages Only produce 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

39、of yield loss at Bain Create fewer,better slidesreduce rework-create“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 appropriatelyin

40、clude sources Rehearse presentations sufficiently to make adequate 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,bl

41、ank out a board presentation-dont try to start with a management level presentation and convert itTips from VPsbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant18CU7030298IMB Key success factorsThe function of expectations in predicting consultant successManaging expectations for new co

42、nsultantsEvolving expectations for experienced consultantsKey takeawaysAgendabcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant19CU7030298IMB Expectations evolve for an experienced consultant.Great consultants are“caseteam leaders and managers-in-training.”Consultant:Point of arrival for

43、 thecaseteam leader roleValue additionClient 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 partn

44、er by client middle/upper management Uses 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 ExpectationsbcCopyright 1998 Bain&Compa

45、ny,Inc.How to be a Great Consultant20CU7030298IMB 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/cli

46、entmanagementSales/marketingKnow-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 DevelopmentbcCopyright 1998 Bain&Company,Inc.

47、How to be a Great Consultant21CU7030298IMB 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 an

48、d share expertise in 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 proacti

49、vely 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 presentations that convince the client Be a great team player Engage in informal office activiti

50、es Help others to integrate smoothly into the team Actively contribute to office/firm development-manage a major activity(recruiting,training,etc.)JuniorSeniorExpectation and Skill DevelopmentbcCopyright 1998 Bain&Company,Inc.How to be a Great Consultant22CU7030298IMB No matter what path you may eve