【正文】 1998 Bain Company, Inc. How to be a Great AC Attitude Great! Ugh! Pre ACT First case Recruiting Second case Balancing two cases is hard! Double preez (same day!) Catching up on sleep Clients liked work New case Vacation Catching up! Understand new role Enjoying cases Shouldn39。 1998 Bain Company, Inc. How to be a Great AC Over time, you will assume more responsibility for the analytical aspects of the work. You should take ownership of your work earlier than expected and constantly aim to overdeliver. Likely responsibilities: Likely direct contacts: Relationship/ place on team: First few months Six months One year Two years SAC ? Managing production ? Data collection ? Basic analysis ? Basic analysis ? Data collection ? Production ? Input to workstream ? Complex analysis ? Data collection ? Production ? Own workstream ? Storylines ? Complex analysis ? Data collection ? Work with new ACs ? Own workstream ? Storylines ? Complex analysis ? Consultants ? Senior ACs ? Consultants ? Managers/ CTLs ? Senior consultants ? Managers/ CTLs ? Managers/ CTLs ? VPs ? Information absorber ? Adjusting to Bain culture ? Developing expertise ? Base to midlevel client contact ? Resource to newer team members ? Midlevel client contact ? Interface/prewire with clients ? Resource to newer team members ? Supervisor of new members ? Direct client map ? Consultants ? Experienced ACs Role Evolution 38 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Successful ACs regard selfpreparation as fundamental to projecting an image of petence, engagement and professionalism. ? When you meet with others bring –calendar –HP12C –notepad –your brain ? For caseteam meetings –understand what issues will be covered –talk with supervisor about what you should cover –bring relevant materials ? determine appropriate levels of detail ? be able to talk about implications of your analysis, next steps, etc. ? For client meetings –look and be anized: make sure you have the relevant pieces of analysis –be prepared to answer questions about sources/methodologies –know how to explain your slides ? presentation layout (., marimekko, growth share matrix) ? how analysis was done (if asked) ? key takeaway/insight Preparation 32 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC ? Review and prepare appropriately to meet the objectives of the client visit –understand expectations of your participation (what are you supposed to gain from/contribute to the meeting) ? Gauge your degree of participation to the meetings makeup –as a rule of thumb, the higher the level of clients involved, the less you will talk ? If your analysis/area of expertise is being discussed, offer –insights –relevant discoveries –questions ? Ask your manager or CTL what role you ought to play –at the very least, play the role of engaged observer ? If you have client maps attending –take the opportunity to build the relationship –make sure you prewire –get reaction/feedback ? Always take notes (preparing a summary may be helpful) ? Always carefully think about what you say and do –age is frequently a liability ? Always be attentive/engaged (don39。 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 22 GreatAC Copyright169。t know how to do the analysis (ask) ? You really want to ski/go to the beach tomorrow ? You39。 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 A recent experience at SAC training illustrates the importance of “knowing the why” in the context of the “Big Picture”. ? Develop presentation on business unit strategy Assignment: ? The client can be profitable and should milk its business Hypothesis: ? Market is growing ? Client has low cost position ? Competitors not a threat –next largest player higher cost Assertions: ? “ We can do a BDP to figure out where our client can lower costs‖ ?―Costs are relatively similar‖ SACs? reaction: Data: ? What did they miss? RCP Question: Client Competitor 0 2 4 6 Big Picture “Know the Why”: Example (1 of 2) 10 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 3 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC Bain caseteams address a considerable range of strategic issues. Strategy consulting Corporate strategy Business unit strategy Performance improvement ? How should a pany with many businesses achieve its growth objectives? ? How should a business unit respond to its petitors? ? How many manufacturing plants does