【文章內(nèi)容簡介】 st midnight for the last two weeks?You39。re on vacation?It is unclear to you how the analysis fits into the greater picture/overall case objectives?Your supervisor is being unnecessarily demanding?It39。s your first week on the case?You don39。t know how to do the analysis (ask)?You really want to ski/go to the beach tomorrow?You39。ve been devoting most of your time to your other side?You just got back from vacation?You39。re sick of this case?You don39。t like the consultant you39。re working with?The work is/appears boring or mundane?There are no other resources available to plete piece of work?You believe you39。re too smart for the type of work required?You told your roommate you would meet her for drinks at 6:30Advice on Pushing Back20GreatACCopyright169。 1998 Bain amp。 Company, Inc. How to be a Great AC ?You know there39。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 whileSituation 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 herPushing Back: Examples21GreatACCopyright169。 1998 Bain amp。 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 takeawaysAgenda22GreatACCopyright169。 1998 Bain amp。 Company, Inc. How to be a Great AC Preparationpacking The AC roleEnsuring the perfect client meetingPreparation: back up amp。 logisticsEnsuring the Perfect Client Meeting23GreatACCopyright169。 1998 Bain amp。 Company, Inc. How to be a Great AC ?Maintain backup book and leave audit trail at all times (don39。t wait until presentation is over!)–make backup userfriendly–include sensitivity analyses and other analyses beyond material shown–anticipate questions have a cheat sheet?Make copies (when appropriate)–let your team take notes–can use copies to make changes–number pages (blue pencils don39。t copy)?Carry necessary supplies to make corrections, calculations, measurements?Anticipate problems (client copiers, broken staplers, etc.)?Bring relevant case work outside of presentation–older work–annual reports, financials–sample surveys, models–table of contents?Keep desk/files anized so team members can find needed materials when you are out of the officeGood preparation for client meetings is an investment with astronomical returns.Preparation (Backup)24GreatACCopyright169。 1998 Bain amp。 Company, Inc. How to be a Great AC ?Know logistics–travel plans and options–meeting times and locations–directions–phone numbers and contacts?Know your position: be prepared to–pay for petty cash items–offer to drive rental cars–coordinate lastminute emergencies/travel changes?Never make anyone wait for you–travel tip: don’t check baggage8 slows you down in airports8 leaves you at risk for lost baggagePrepare to be the logistics point person for client meetings. Assuming that “someone” has taken care of logistics is a prelude to disaster.Preparation (Logistics)25GreatACCopyright169。 1998 Bain amp。 Company, Inc. How to be a Great AC ?Open your briefcase list its contents?What would you add if you were traveling to a client presentation tomorrow??Compare your answer to “The Ultimate Travel Package,” which followsPreparation Packaging (Exercise)26GreatACCopyright169。 1998 Bain amp。 Company, Inc. How to be a Great AC Pack your briefcase to cover a wide range of contingencies. Don’t make assumptions about what other team members “should” be carrying. And remember: a handdrawn slide of lastminute insights is better than a fullyproduced slide of errors.“The Ultimate Travel Package”Contact information Tools Office supplies?Bain and client phone lists?Business cards?Daily calendar?Calculator?PC–power cord–phone plug–files downloaded?Clear blank acetates?Graph paper?Writing paper/ note pad?Soft lead mechanical pencils?Ruler?Whiteout tape (thick and thin)?Paper clips?Binder clips?Rubber eraser?Manila folders?Black slide pens (fineline and thickline)“The Ultimate Travel Package”27GreatACCopyright169。 1998 Bain amp。 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。t fall asleep or daydream)Your involvement at the client will depend on yo