【正文】 Company, Inc. 32 ?Zerodefect analysis and anized backup are critical to building credibility ?Be prepared to answer sensitive questions ?Avoid Bain jargon ?Listen and respond to client’s concerns ?Stick to your area of expertise ?Client’s behavior is not stupid or irrational。 Company, Inc. 30 ?What can you do for us that we can’t do for ourselves? ―On some business issues, which pany is likely to deal with only occasionally, we bring conceptual expertise we have gained from analyzing many similar situations. An example would be acquisition work. Many times, the issue is one of resources—your job is to get the product out the door and that can be allconsuming on a daytoday basis. We have the time and the management mitment to concentrate on planning—often the good ideas are already within the anization and our role is to focus attention on them.‖ ―You run the business. You need your whole day to deal with: operating issues. You don’t have the time to analyze in depth key issues that may e up. But you need the answers to those questions to make decisions. In a way, you can consider us a SWAT team here to help you get over the hump.‖ Sensitive Questions and Possible Answers (4 of 4) Client Skills Copyright169。 Company different from other consulting firms? ―Bain is different in that our final product is not a written report. We work as a team with our clients at each stage of the analysis and right through implementation.‖ ?What’s your experience in my industry? ―At Bain, we work with clients in a variety of industries, and the experience we bring is in analyzing business issues, which we can work with you to apply.‖ “You bring the industry experience to the team. There is no way we can match your 10 years. We bring the strategic perspective and the analytical fire power. As a team, we can help improve your pany’s performance.” Sensitive Questions and Possible Answers (2 of 4) Client Skills Copyright169。 1998 Bain amp。 1998 Bain amp。 1998 Bain amp。 1998 Bain amp。 1998 Bain amp。 1998 Bain amp。 1998 Bain amp。 Company, Inc. 15 ?Objectives ?Client process ?Onsite at the clients ?Relationship building ?Key takeaways Agenda Client Skills Copyright169。 Company, Inc. 13 Major/senior client presentations Prewires Data gathering Analysis updates/ checkins After data gathering, laterstage meetings will generally be led by more experienced Bain personnel. LaterStage Meetings (1 of 2) Client Skills Copyright169。 Company, Inc. 12 Source: Client39。 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) Client Skills Copyright169。 1998 Bain amp。 1998 Bain amp。 1998 Bain amp。 1998 Bain amp。Author: Jeff Meltin Contributors: Susan Lonergan, Peter Fisher bc Client Skills March 1998 Copyright169。 Company, Inc. 2 ?Objectives ?Client process ?Onsite at the clients ?Relationship building ?Key takeaways Agenda Client Skills Copyright169。 Company, Inc