【正文】 te Capabilities ? Build Client Relationships ? Generate Projects ? Develop Team ? Manage Resources ? Solve Core Problems ? Communicate Results Develop Staff Do the Work Market the Firm ? Recruit ? Develop Skills and Transfer Knowledge ? Network ? Motivate and Retain For each these responsibilities, a consultant should know: ?What is my role, and what are my responsibilities? ?How will these roles and responsibilities evolve as I progress? 10 Level 3 Consultants have a range of recruiting, skill development, and knowledge transfer responsibilities Responsibilities Examples as to how a Level 3 Consultant can contribute ? Energetically participate in recruiting events ? Identify highpotential candidates through personal contacts, working, resumes ? Deliver clear, well structured, casebased interviews ? Sell PwC to prospective employees ? Maintain a “current contact” roster of former classmates ? Deliver recruiting presentations Recruit ? Proactively understand performance expectations, requisite industry/process knowledge and needed consulting skills and proactively seek training ? identify projectbased development needs with minimal supervision and define plan to address ? Clearly educate project team members/clients about new methodologies or analytic techniques ? Provide ad hoc guidance to assist junior staff and client personnel plete assigned tasks ? Proactively seek consulting best practices, industry and process insights and other skill transfer opportunities ? Identify replicable tools or analysis and municate to relevant practice group members ? Take an active role in mentoring junior staff in the practice group ? Participate in developing “white papers” and thought leadership pieces Develop Skills and Transfer Knowledge Do the Work Develop Staff Market the Firm Do the Work 11 Level 3s also work with, train, and retain other staff Responsibilities Examples as to how a Level 3 Consultant can contribute Do the Work Develop Staff Market the Firm ? Tackle personal assignments with enthusiasm, pride and mitment ? Proactively seek project assignments and tasks which are personally challenging and engaging ? With guidance from coach and/or other senior practitioners, proactively create PwC career plan ? Identify and position yourself to attract opportunities consistent with career plan and desired personal growth ? Organize and lead internal team building events ? Assist project managers to develop highly motivated junior staff and client personnel ? Serve as a coach for new undergraduate hires ? Work with practice leadership to address practice issues Motivate and Retain ? Develop an informal work of fellow practitioners to leverage project insights and experience ? Maintain strong awareness of practice groups’ current projects and pending projects ? Allocate adequate time in PwC office to develop strong relationships with fellow practitioners ? Direct recent hires and others to appropriate people and resources Network 12 Level 3s support and engage in a variety of marketing efforts for PwC Responsibilities Examples as to how a Level 3 Consultant can contribute ? Draft citations to municate key project insights throughout practice group ? Develop and share innovative analytic techniques ? Develop and author the proposal, receiving limited input where necessary ? Understand PwC product and service offerings methodologies and key citations ? Understand PwC, MCS, and SC strategies/goals ? Display strong petency in 12 tools, including knowledge of detailed steps, strengths/gaps, and citations Develop Thought Leadership Manage PwC Products amp。 otherwise, leave the door open for a return call 50 Before beginning the next interview, plete your notes and reflect on the implications of what you heard ? Complete the notes immediately – Write down everything you can remember – Highlight inplete areas – Provide background to put the interview in perspective ? Create a header with the date/time and participants ? Describe the participants’ titles, responsibilities, histories with the pany, attitude during interview ? Reflect on the relevance of what was said – Edit the notes, highlighting critical responses and information – Think about what else you need to know 51 Guide Notes Data Analysis Summary 5. ANALYZE and SUMMARIZE Create an initial analysis and summary of the interviews and acpanying data 52 Develop preliminary conclusions ask “so what” as you write each conclusion ? Tie conclusions to initial hypotheses ? Use the issue analysis plan and interview guide as starting points ? Look beyond the facts – Ask “Why?” and “So what?” ? Link supporting data to the conclusions ? Identify potential problems with regard to – Feasibility of remendations – Confidentiality – Implementation concerns ? Qualify opinions as appropriate, ., due to insufficient or uncertain data 53 Provide a list of next steps as part of the summary ? Other interviews to be scheduled ? Other analyses to be performed ? Other data sources to be reviewed ? Other issues to be explored Possible Next Steps: 54 POTENTIAL PITFALLS Planning and executing a solid interviewing program can be difficult ? Talking to the wrong people ? Missing key issues ? Breaching confidentiality ? Never getting to specifics ? Mishandling sensitive client topics ? Asking questions that have already been answered ? Setting false expectations ? Failing to bring insights back to the team 55 INTERVIEW TIPS Practice makes perfect Preparation and practice are key ? Listen carefully ? Probe for details ? Use the interview guide as a tool be flexible ? Balance “covering your priorities so you get what you c