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【正文】 ur” (Taking full ownership position) Consultant role: ? Independent and objective ? Industry experts ? Serve a client for a fee ? Strong alignment with dedication to client?s destiny ? Experts on the client?s industry and key strategic challenges ? Longterm relationships ? Valuesharing whenever possible ? Controlling role towards client management ? Exclusivity, no conflict of interest ? Focus on results ? Active dedication to success by full risk sharing ? Entrepreneurial role based on experience in “results through strategy” Client Relationships and Consultant Role 11 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant What do we expect from you as a new consultant in the area of value addition? Identify the action/ answer that will lead to client value Pyramid the problem Plan the work Execute the work Interpret the analysis ? Identify key issues of workstream ? Help to formulate specific hypotheses – logical – mutually exclusive/ collectively exhaustive (MECE) ? Develop blank slides ? Design analysis to plete the slides ? Design templates to gather data ? Identify checkpoints ? Develop a timeline ? Gather representative, primary data in the most efficient way ? Perform zero defect analysis ? Avoid crunches ? Reality check ? Anticipate client reaction ? Deliver expected results Baseline: ? Oversee interdependencies with whole case ? Help structure the “big picture” ? Create a pletely MECE pyramid of the client?s problem – motivate the client to take action, or – prove the answer ? Get to the heart of the matter quickly ? Build up realistic HITbased planning and AnswerFirst consistently ? Master most plex analytical toolkit ? Coach other team members ? Develop breakthrough insights and significant tangible results on your specific module Distinguishing: Expectations: Value Addition 13 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant What do we expect from you as a new consultant in the area of munication? Interact parallel with client Develop a presentation Present Ensure consensus, follow up, and action Leave a trail ? Adopt a candid and precise munication style ? Help to create a wellstructured, logical presentation ? Generate flawless, succinct “Bain standard” slides ? Rehearse sufficiently ? Prewire assigned client employees ? Present own work with flawless execution ? Note key client questions and observations in meetings and presentations ? Provide backup ? File Baseline: ? Use munication to convince and motivate clients to take desired action ? Independently prepare a “crisp” presentation –pelling storyline –high impact slides ? Be proficient and convincing in larger, formal presentations ? Guarantee achievement of desired results ? Make excellent BRAVA and practice area contributions Distinguishing: Expectations: Communication 15 CU7042898MSA bc Copyright169。 1998 Bain Company, Inc. How to be a Great Consultant According to VPs, successful consultants do not ignore the basics. ? You can never overdo prewires ? Send faxes well in advance of teleconferences –number your pages ? Only produce slides after the story or executive summary is written –in the best presentations, taglines correspond to the executive summary verbatim –producing slides and then trying to make a story out of them is the single greatest cause of yield loss at Bain ? Create fewer, better slides –reduce rework create “client ready” slides for the first time –use graphics technology to leverage your work, not expand it –use fewer words, bigger text ? Develop a bias for factbased slides avoid stoplight charts or subjective word slides –label ap
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