【正文】 impact ? Sensitive to client needs, constraints, and culture ? Conduct professional and controlled interactions ? Always run wellprepared meetings ? Viewed as expert by client ? Work with client on relevant issues ? Help to support change in individual interactions Baseline: ? Cultivate acute awareness of others? attitudes and values ? Follow up all client mitments ? Build personal relationship based on outstanding expertise and empathy with client ? Turnaround client team members into real change agents and “Bain friends” Distinguishing: Expectations: Client Relationships 14 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant The Bain mission and vision can be translated into concrete expectations for a new consultant. Your ultimate success will rest upon your ability to meet these expectations. What will make you a great consultant at Bain? Value Addition Client Relationships Communication Extraordinary Teams ? Expectations are integrated into a business system (recruiting, training, professional development, performance management) ? Expectations are linked with market positioning and Bain brand (“results through strategy”) Success Factors and Expectations 12 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant Consultant expectations and roles are grounded in the Bain mission. Bain Company?s mission is to help our clients create such high levels of economic value that together we set new standards of excellence in our respective industries. This mission demands Mission Statement We believe that acplishing our mission will redefine the management consulting business, and will provide new levels of rewards for our clients and for our anization. ?The Bain vision of the most productive client relationship and singleminded dedication to achieving it with each client ?The Bain munity of extraordinary teams ?The Bain approach to creating value, based on a sharp petitive and customer focus, the most effective analytic techniques, and our process for collaboration with the client Mission and Expectations 10 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant ?Key success factors ?The function of expectations in predicting consultant success ?Managing expectations for new consultants ?Evolving expectations for experienced consultants ?Key takeaways Agenda 8 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant Bain VPs on what it takes to be a successful consultant... “ Few consultants have the total package when they arrive. The best consultants leverage either extraordinary analytical or client skills and then develop the rest over time.” “ Paradoxically, team skills are not a way that consultants distinguish themselves. Almost everyone we hire has excellent team skills based on where and how we recruit.” “ Over time, there is no substitute for the ability to quickly crack a tough business problem/analysis and design/execute an efficient path for gathering the data to back it up. This is what we do day in and day out. It creates client success stories and smooth team operations.” Successful Consultants: Bain VPs’ Perspectives 6 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant ?Key success factors ?The function of expectations in predicting consultant success ?Managing expectations for new consultants ?Evolving expectations for experienced consultants ?Key takeaways Agenda 4 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant ?Key success factors ?The function of expectations in predicting consultant success ?Managing expectations for new consultants ?Evolving expectations for experienced consultants ?Key takeaways Agenda 2 CU7042898MSA