【正文】 kup ?When in doubt, ask your manager how to handle client situations Key Takeaways 32 。ts of working fulltime at the client site are no different from any other situation. However... OnSite at the Client CU30038b ? Develop personal relationships with client individuals –take them out –get to know them personally ? Build one truly integrated client/Bain team ? Balance all of the demands/factors necessary to create joint output –Bainstandard analysis –coaching –persuasion and conflict management ? Set an example –work hard –demonstrate leadership ? Find creative ways to get the privacy and little personal freedoms that you might need Do: While the basic do’s and don’ts are no different, it is useful to keep the in mind... Onsite at the Client: Do’s CU30038b Don’t: ? Fet that you are still ―serving‖ the client ? Lower standards of discretion, security, or confidentiality –lifestyle issues –phone calls –personal opinions ? Expect client individuals to fit into Bain culture, norms, expectations ? Relent on your time management and workplanning practices ? Neglect the need to pull together Bainies for Bainonly social time While the basic do’s and don’ts are no different, it is useful to keep in mind... Onsite at the Client: Don’ts CU30038b ?Objectives ?Client process ?Onsite at the clients ?Relationship building ?Key takeaways Agenda 19 CU79802T8W01 Source: Manger/VP Survey ?What was the best advice you received at Bain on client relationships? – ―Stay close to your clients. Don’t monopolize their time, but be there so you can learn about their world.‖ – ―Read Dale Carnegie’s book, How to Win Friends and Influence People.‖ – ―Put yourself in the client’s shoes.‖ – ―To be successful requires engaging a client individual on three levels. You must be (1) emotional, (2) logical, (3) credible.‖ – ―Challenge yourself to understand what clients really want and fear about Bain.‖ – ―Pick someone with good client skills and learn to model his or her behavior.‖ Relationship Building: Manager/VP Survey 20 Source: Manager/VP Survey ?“ Built client ownership in the work.‖ ?―Put herself in the client’s shoes and understood his/her operating environment and how Bain fit in.‖ ?―Paid close attention to what the client really wanted and needed.‖ ?―Developed and implemented a customized strategy for each client individual based on the client’s style, strengths and weaknesses, fears and aspirations, and the context of the work.‖ ?―Prepared thorough and clear objectives for every client interaction.‖ ?―Listened well to client concerns.‖ ?―Listened.‖ The most effective consultant at client relationships that I’ve worked with at Bain always…. Most Effective Consultants 21 Source: Manager/VP Survey ?“ Ignored the importance of process issues.‖ ?―Mishandled clients by failing to prewire, going over their heads, or overpromising what we could do.‖ ?―Overvalued the strength and power of his analysis with clients. Thought the work was plete when the analysis was plete and that being good at analysis meant being good with clie