【正文】 ts Always Acceptable Acceptable Only with VP and often client Approval Absolutely Prohibited X X X X X X X X X X Competitor Data Gathering Guidelines (2 of 3) 23 professionalstandards ?Who in the anization do we contact? –senior management –middle and junior management –nonmanagement (labor and clerical) ?Are incentives appropriate for gathering information –money –other nonmoary rewards Always Acceptable Acceptable Only with VP and often client Approval Absolutely Prohibited X X X X X Competitor Data Gathering Guidelines (3 of 3) 24 professionalstandards Bain amp。 Company I am doing market research –I am (your name) a potential investor –I am (your name) a potential customer –I am (your name)。 Sharing Client InformationDecision Rules for Developed Info. 15 professionalstandards *Copyright permitting Protecting and Sharing Client Information Policy SummaryExternal Reports ? Article or report name, date, author, etc. ? News or magazine article ? Literature search ? Report purchased by Bain (not client) Bain Presentations ? Methodology Slides ? Workplans ? Industry overview data ? Strategic insights (if the insights were developed over many clients and not just one (., lessons learned from a retail customer segmentation case)) ? Strategic insights (if the insights were developed for just one client (., a sequencing algorithm for two auto manufacturers)) ? Internal client data Client research/data ? Report purchased by client ? A study conducted by the client ? A data spreadsheet from the client X X X* X* X X X X X X X* X X Information that can and should be shared Client approval before sharing information Information must be disguised before sharing Subject to Operating VP approval 16 professionalstandards ?The greatest amount of the highest quality information ?At the lowest possible cost for our client ?With the highest standards of professional conduct (and tradeoffs will always be resolved in favor of business ethics over data collection convenience) Competitor Data Gathering Objectives 17 professionalstandards ?Client confidentiality must be protected. – never reveal client name without VP and client approval ?All statements, written or verbal, must be true. –Lying is never acceptable under any circumstances –Refusing to answer questions is preferable to lying –Bain Employees can not misrepresent themselves, the firm (name or type of enterprise), or the type of research they are performing Competitor Data Gathering Policies (1 of 4) 18 professionalstandards ?Interview respondents can be promised nonsensitive results of research only if such results are furnished as described and promised ?No pany may be contacted by a case team for a petitor interview without express approval from a VP on the case (to prevent inadvertently calling another office’s/team’s client by mistake) Competitor Data Gathering Policies (2 of 4) 19 professionalstandards ?Only VPs may approve/sign written statements which describe for petitor interview targets the purpose of the questions or the destination/limitations on the use of the resulting data ?Nonmanagement employees may be contacted only with express approval (from a VP on the case) ?When interviewing someone currently associated with our client who previously worked for a petitor of our client, Bain staff should clearly municate that –we expect them to honor their confidentiality mitments to their current (or previous) employer –we are specifically asking them to avoid divulging any information which is proprietary or should be considered confidential –we are only asking for information that they are fortable divulging Competitor Data Gathering Policies (3 of 4) 20 professionalstandards ?In no circumstances may a Bain employee offer any kind of moary or nonmoary incentive for the purpose of gathering information ?Bain employees are responsible for the actions of those they directly or indirectly supervise ?Overarching test of any decision is always the “Sunshine Test” whether the action stands up under scrutiny by an objective 3rd party (or on the front page of the Wall Street Journal) Competitor Data Gathering Policies (4 of 4) 21 professionalstandards ?How do we represent ourselves? –I am (your name) of Bain amp。 Sharing Client Information Guidelines 13 professionalstandards ?When client information is provided to a peting case team or within a Practice Area, the material must be sanitized by or at the direction of the Operating VP who is then also responsible for approving the final product ?When client information is provided to a nonpeting case team, the process of sanitizing the information may be done by or at the direction of the VP asking for the information but the Operating VP is responsible for approving the final product Sanitizing (or disguising) client information and approving/disapproving munication of the information is the responsibility of the Operating VP who did the work according to the following guidelines: Protecting amp。 Company, Inc. 2 professionalstandards Agenda ?Compliance and Introduction ?Policies ?Cases ?Sources of additional information 3 professionalstandards Agenda ?Compliance and Introduction ?Policies ?Cases ?Sources of additional information 4 professionalstandards Professional Standards Compliance Failure to follow described policies will result in significant penalties, up to and including immediate involuntary termination. 5 professionalstandards Policy Areas Protecting / sharing client information Competitor data gathering Exclusivity and client conflict Harassment a