【正文】 C Copyright169。 1998 Bain Company, Inc. How to be a Great AC More on “knowing the why” what the ACs missed…. ? “ We can do a BDP to figure out where our client can lower costs‖ ?―Costs are relatively similar‖ SACs? reaction: ? Competitor is lowest cost ? Competitor can lower price to gain share ?“Milk” is not a feasible strategy What they missed: ?Evaluate the petitive threat, not design ―milking‖ strategy Next step: Data: ? This team got caught up in the details of the analysis ?Need to step back and look at ―Big Picture‖ Lesson learned: RCP Client Competitor 0 2 4 6 Big Picture “Know the Why”: Example (2 of 2) 11 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC After you have performed your analysis, stepping back is essential to getting the Big Picture in focus. ? Double check your output ? Are these results surprising? Why? ? Does this all make sense? ? Put the results on a slide or slides ? Is there a so what from the slide? ? What are the implications? ? What could client responses be? –concerns/threats –confusion ? Is there a better way to present the data? –audience –better representation of key point(s) ? What does this mean for the client? ? How does this fit in with Bain39。s work? ? What is the best way to articulate the key takeaways of the slide: –what is your manager expecting? –how does this analysis fit into the larger case question(s)? Presenting your data well can be more difficult than performing analysis Stepping Back 12 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC ?Getting the job done ?Managing up ?The perfect client meeting ?Developing personal style ?Building a rewarding career ?Key takeaways Agenda 13 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today—the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (1 of 6) 14 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Problem: BDP: ? No agenda ? Come with objectives and agenda Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today—the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (2 of 6) 15 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Problem: BDP: ? Did not inform manager of roadblocks ? Provide your manager with frequent updates Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today— the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (3 of 6) 16 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Problem: BDP: ? Did not ask for prioritization ? Ask manager to reprioritize whenever new work is added to the workplan ? Let manager know if work is taking longer than anticipated Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today— the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (4 of 6) 17 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Problem: BDP: ? No back up ? Always bring backup Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today— the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (5 of 6) 18 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Problem: BDP: ? Not pushing issues to remendations ? If you run into roadblocks, brainstorm and offer alternatives Hi, Manager, What do you want to talk about today? I‘m sorry but I can‘t give you that info for your update today— the client hasn‘t given me the data. I had to stay up all night because my manager kept adding to my list of things to do! I think the answer is $650M, but can‘t remember— but don‘t worry, I have it at my desk! I don‘t know how I‘m going to do this market map. None of these panies are public. What?s Wrong With This Picture? (6 of 6) 19 GreatAC Copyright169。 1998 Bain Company, I