【正文】 flags‖ –seek help prioritizing –leverage manager to add additional 10% insight ?Always ―know the why‖ in the context of the ―Big Picture‖ ? Perform zero defect analysis –document everything –proof, proof, proof –reality check Key Success Factors 8 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Compoutek Axels4Rent Business problem: Answer: Firstyear AC workstream: Length of case: AC travel: Business unit strategy (PC business unit) ? Exit the retail PC market ? Cut costs through plexity reduction ? Implement process and anization redesign ? Phone petitors to gather data about the PC market ? Analyze client data relating to accounts receivable and inventory turns ? Build economic model Three months Monthly local visits to client to gather data and attend meetings Corporate strategy (growth strategy) ? Target and retain most profitable customers through marketing programs and travel agent mission structures ? Focus on corporate accounts that are already perated, but are currently underperforming in share targets ? Size rental car market based on secondary research and customer surveys ? Splice and dice client customer database to establish segments ? Research other panies‘ retention programs (., airlines39。 1998 Bain Company, Inc. 1 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 2 GreatAC Copyright169。 frequent flyer) Six months Weekly trips to NYC for client task force meetings Example of Caseteam Assignments 5 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Always “know the why” in the context of the “Big Picture”. ? Why are you doing this work? –what is the Big Picture? –where is the value? –what is the client expecting? ? What does your analysis mean and why is it important to the client? ? What are likely questions to be asked of you? –by your team –by your client(s) ? What sensitivity analyses illustrate responses to potential questions or clarify issues for you? –what about client sensitivity analyses? ? What reality checks can you do to demonstrate knowledge of the why? –use of 80/20 –benchmarks –focus of your quality checks “ Know the Why” 9 GreatAC Copyright169。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 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 “ Push back” are words you will hear often. When Pushing Back May Be Appropriate When Pushing Back May Not Be Appropriate ? You did the same analysis last week (and the week before) ? You have a good relationship with your consultant/CTL/manager and believe this analysis is unnecessary ? You39。s your first week on the case ? You don39。t like the consultant you39。s a preez on Monday, but you have plans to go skiing for the weekend ?It‘s time to be a team player especially if this preez has been on the calendar for a while Situation Solution ? Offer to (1) return after your dinner and (2) e in earlier than the rest of the team to pensate ? Let your manager know that your aerobics is important to you, but also show some flexibility ?Go to your doctor‘s appointment. As a rule, let your manager know if you will be out of the office for a considerable length of time ? You know the rest of the team is here crunching, but you would really like to have dinner with a friend who‘s in town just for today ? You want to go to my morning aerobics class, but your manager calls a last minute a caseteam meeting for that time ?You have an important doctor‘s appointment, but your manager just scheduled a client meeting that you need to attend with her Pushing Back: Examples21 GreatAC Copyright169。t wait until presentation is over!) –make backup userfriendly –include sensitivity analyses and other analyses beyond material shown –anticipate questions have a cheat sheet ? Make copies (when appropriate) –let your team take notes –can use copies to make changes –number pages (blue pencils don39。 1998 Bain Company, Inc. How to be a Great AC Pack your briefcase to cover a wide range of contingencies. Don’t make assumptions about what other team members “should” be carrying. And remember: a handdrawn slide of lastminute insights is better than a fullyproduced slide of errors. “ The Ultimate Travel Package‖ Contact information Tools Office supplies ? Bain and client phone lists ? Business cards ? Daily calendar ? Calculator ? PC –power cord –phone plug –files downloaded ? Clear blank acetates ? Graph paper ? Writing paper/ note pad ? Soft lead mechanical pencils ? Ruler ? Whiteout tape (thick and thin) ? Paper clips ? Binder c