【正文】 ponses be? –concerns/threats –confusion ? Is there a better way to present the data? –audience –better representation of key point(s) ? What does this mean for the client? ? How does this fit in with Bain39。 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。 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。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 abuse the no face time policy ? Dress professionally in line with office and client norms Self Presentation 31 GreatAC Copyright169。t wait to be asked to get involved ? Bain recognizes you for your involvement in noncase work and provides ample opportunities ? Have fun ? Demonstrate leadership ? Build/strengthen Bain relationships NonCase Opportunities 42 GreatAC Copyright169。 1998 Bain Company, Inc. How to be a Great AC As you learn the job, your role in driving to the answer will expand. Analysis/ execution of workstream Blank slides for workstream Case hypothesis Next steps for workstream Changes in AC Focus Over Time 39 GreatAC Copyright169。t fall asleep or daydream) Your involvement at the client will depend on your team39。ve been devoting most of your time to your other side ? You just got back from vacation ? You39。 1998 Bain Company, Inc. How to be a Great AC More on “knowing the why” what the ACs missed…. ? “ We can do a BDP to figure out where our client can lower costs‖ ?―Costs are relatively similar‖ SACs? reaction: ? Competitor is lowest cost ? Competitor can lower price to gain share ?“Milk” is not a feasible strategy What they missed: ?Evaluate the petitive threat, not design ―milking‖ strategy Next step: Data: ? This team got caught up in the details of the analysis ?Need to step back and look at ―Big Picture‖ Lesson learned: RCP Client Competitor 0 2 4 6 Big Picture “Know the Why”: Example (2 of 2) 11 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 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 ?Getting the job done ?Managing up ?The perfect client meeting ?Developing personal style ?Building a rewarding career ?Key takeaways Agenda 22 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 Attitude Great!