【正文】 process is to structure, schedule, and staff a series of interactions so that: ?Bain continually builds credibility ?The client moves toward action or acts ?Personal relationships can be built Client Process Objectives 7 Major/senior client presentations Prewires Data gathering Analysis updates/ checkins The typical client process on a Bain strategy case will cycle through four types of meetings/interactions. A Typical Strategy Case 8 New Bainies often handle datagathering interactions independently. ?Obtain the required data in the required time – discover the best data – motivate the client to provide the data quickly ?Generate credibility for Bain ?Build a positive, productive working relationship with the client ?Know the data that the client has already provided to Bain or is publicly available ?Position Bain, the project, and the request appropriately ?Ask the right questions and followup ?Be prepared to demonstrate empathy Objectives Basic success requirements DataGathering Interactions 9 Know the existing data ?Search caseteam files for useful data ?Phon caseteam inquiring about useful data previously acquired from client ?Check nonclient/public sources ?Who is Bain Company? ?What is the project and its objectives? ?Who at the client is sponsoring the project? ?Why should the client cooperate? ?How does this project and analysis fit in with other Bain work for the client? ?How will the data be used? ?Who will see the data and the resulting analysis? ?Where does this fit in with the client’s other priorities? ?Why is this so important/ urgent? ?How is this different from work the client may have already done? Position effectively Data Gathering Prep List (1 of 2) 10 Have the questions and followup Prepare to demonstrate empathy ?What are the potential sources of the data? ?How accurate is the data? ?How far back is this data kept? ?Is there any other data (other systems) which might help? ?How difficult would it be to create specialized reports? ?When can I receive the data? ?Contact other Bainies who have worked with this particular client/person – understand sensitivities she may have to the request ?Take a minute to ―put yourself in her shoes‖ mentally ?Ask questions about her career history – how long in the job? – how long in the anization? – what other jobs? – what other parts of the pany? – what other panies? Data Gathering Prep List (2 of 2) 11 Source: Client39。ts” (2 of 3) 24 ?Discuss personal life topics which might increase distance between you and the client ?Criticize the client anization or client individuals ?Be afraid to be silent or to say ―I don’t know‖ ?Lie ?Discuss Bain client (including confirming clients mentioned in published articles) ?Cite the CEO as our client Don’t: “ Do’s and Don’ts” (3 of 3) 25 ?Answers are situational – Bain history with client – client’s personality/position – specific circumstances when question is asked – who else is with you – your experience ?There is no one right response – find ans