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1、人力资源岗位职责人力资源岗位职责 Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda2 Great consultants base their success on characteristics that extend well beyond analytical t
2、hinking.Baseline analytical expertise,but alsoExcellent interpersonal skills and knowledge of people managementfacilitationmotivating othersconflict managementFrank self-awareness of strengths and weaknessesReceptiveness to feedback from a variety of sourcesAbility and willingness to act on feedback
3、trainingexperimentationpracticeDesire to succeed as a consultantFive Key Characteristics3Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda4 Wha
4、t people expect of you will depend on their needs and perspective.If in doubt,ask about the expectations of the people you work with.New ConsultantVP/ManagerCaseteamOfficeClient“Is he smart enoughto get up to speedrapidly?”“Is she experiencedenough to help ussolve our problemssuccessfully?”“Is she c
5、ooperativeenough to integrateinto the team and toadd own value quickly?”“Is he open enough toadapt to the officeculture and influenceit positively?”“What does she bringto the party?”“Is he a team player?”“Is he arrogant or can I work with him?”Expectations and Differing Perspectives5 Bain VPs on wha
6、t 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.Almos
7、t 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 crea
8、tes client success stories and smooth team operations.”Successful Consultants:Bain VPs Perspectives6Great Consultant “Unsuccessful consultants.are arrogant and unreceptive to feedback.They stop three-quarters of the way through the analysis because they are confident its right and dont convince skep
9、tical clients to change.”do not become expert in the functional or industry area they are working in.The clients question their value-added-often from their first interaction.”do not get out in front of their managers.They are executing another persons to dos rather than designing their own path.The
10、y dont live up to,let alone exceed,expectations.Their lifestyle is totally reactive.And their morale is understandably low.”treat the Bain job as an extension of school.Like courses and professors,cases and team leaders are good or bad.Case work is an assignment,not a personal mission.Also,they thin
11、k in terms of us/them rather than joining the team and pulling for the joint cause.As a result,they do not add as much value as they think they do,or theyre capable of,and they are tiresome to manage.”Unsuccessful Consultants:Bain VPs Perspectives7Great Consultant Key success factorsThe function of
12、expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda8Great Consultant When you start working,you hear different things about Bain and what others expect of you.“You sign up.Then,they tell you what y
13、ou are really up to.”“Get on a good case.Work for a good manager/mentor.”“If you are not involved in recruiting,thats a bad sign.”“The first year you will probably do spreadsheets,spreadsheets,spreadsheets.”“A great analyst can get away with lousy team scores.”“Make a good impression on the VPs you
14、are working with.Thats all that counts.”This module aims to tell you what you really can expect and what is expected of you.Start-Up Expectations9Great Consultant Consultant expectations and roles are grounded in the Bain mission.Bain&Companys mission is to help our clients create such high levels o
15、f economic value that together we set new standards of excellence in our respective industries.This mission demandsMission StatementWe believe that accomplishing our mission will redefine the management consulting business,and will provide new levels of rewards for our clients and for our organizati
16、on.The Bain vision of the most productive client relationship and single-minded dedication to achieving it with each clientThe Bain community of extraordinary teamsThe Bain approach to creating value,based on a sharp competitive and customer focus,the most effective analytic techniques,and our proce
17、ss for collaboration with the clientMission and Expectations10Great Consultant The Bain vision of client relationships is realized by delivering results,not reports.Your role as a consultant is a function of Bains vision for each client relationship.Relationship to ClientValue Added Results“Fee-for-
18、service Adviser”(Billing hours of advice)“Dedicated Partner”(Selling profits at a discount)“Profit Participator”(Buying profits at a bargain)“Empowered Entrepreneur”(Taking full ownership position)Consultant role:Independent and objectiveIndustry expertsServe a client for a feeStrong alignment with
19、dedication to clients destinyExperts on the clients industry and key strategic challengesLong-term relationshipsValue-sharing whenever possibleControlling role towards client managementExclusivity,no conflict of interestFocus on resultsActive dedication to success by full risk sharingEntrepreneurial
20、 role based on experience in“results through strategy”Client Relationships and Consultant Role11Great 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 y
21、oua great consultant at Bain?Value AdditionClient RelationshipsCommunicationExtraordinaryTeamsExpectations are integrated into a business system(recruiting,training,professional development,performance management)Expectations are linked with market positioning and Bain brand(“results through strateg
22、y”)Success Factors and Expectations12Great Consultant What do we expect from you as a new consultant in the area of value addition?Identify the action/answer that willlead to client valuePyramid the problemPlan the workExecute the workInterpretthe analysisIdentify key issues of workstreamHelp to for
23、mulate specific hypotheseslogicalmutually exclusive/collectively exhaustive(MECE)Develop blank slidesDesign analysis to complete the slidesDesign templates to gather dataIdentify checkpointsDevelop a timelineGather representative,primary data in the most efficient wayPerform zero defect analysisAvoi
24、d crunchesReality checkAnticipate client reactionDeliver expected resultsBaseline:Oversee interdependencies with whole caseHelp structure the“big picture”Create a completely MECE pyramid of the clients problemmotivate the client to take action,orprove the answerGet to the heart of the matter quickly
25、Build up realistic HIT-based planning and Answer-First consistentlyMaster most complex analytical toolkitCoach other team membersDevelop breakthrough insights and significant tangible results on your specific moduleDistinguishing:Expectations:Value Addition13Great Consultant What do we expect from y
26、ou as a new consultant in the area of client relationships?Evaluate clientneedsManage clientsituationBuildrelationshipGenerateimpactSensitive to client needs,constraints,and cultureConduct professional and controlled interactionsAlways run well-prepared meetingsViewed as expert by clientWork with cl
27、ient on relevant issuesHelp to support change in individual interactionsBaseline:Cultivate acute awareness of others attitudes and valuesFollow up all client commitmentsBuild personal relationship based on outstanding expertise and empathy with clientTurnaround client team members into real change a
28、gents and“Bain friends”Distinguishing:Expectations:Client Relationships14Great Consultant What do we expect from you as a new consultant in the area of communication?Interact parallelwith clientDevelop apresentationPresentEnsure consensus,follow up,and actionLeave a trailAdopt a candid and precise c
29、ommunication styleHelp to create a well-structured,logical presentationGenerate flawless,succinct“Bain standard”slidesRehearse sufficientlyPrewire assigned client employeesPresent own work with flawless executionNote key client questions and observations in meetings and presentationsProvide back-upF
30、ileBaseline:Use communication to convince and motivate clients to take desired actionIndependently prepare a“crisp”presentationcompelling storylinehigh impact slidesBe proficient and convincing in larger,formal presentationsGuarantee achievement of desired resultsMake excellent BRAVA and practice ar
31、ea contributionsDistinguishing:Expectations:Communication15Great Consultant What do we expect from you as a new consultant in the area of extraordinary teams?SelfTeamOfficeBe receptive to feedbackSustain commitment to BainBe a true team player 100%of timeContribute positively to moraleManager(upward
32、)Be reliableBe supportiveAct as an accepted and responsible member of office communityDemonstrate professional behavior to all administrative staffSystematically solicit and use feedback from others to improve own performanceSuccessfully motivate and integrate other new consultants into teamLeverage
33、 managers time and value addedManage proactive contribution to overall office moraleNetworkEarn respectEngage in informal office activitiesBaseline:Distinguishing:Expectations:Extraordinary Teams16Great Consultant According to VPs,successful consultants do not ignore the basics.You can never overdo
34、prewiresSend faxes well in advance of teleconferencesnumber your pagesOnly produce slides after the story or executive summary is writtenin the best presentations,taglines correspond to the executive summary verbatimproducing slides and then trying to make a story out of them is the single greatest
35、cause of yield loss at BainCreate fewer,better slidesreduce rework-create“client ready”slides for the first timeuse graphics technology to leverage your work,not expand ituse fewer words,bigger textDevelop a bias for fact-based slides-avoid stoplight charts or subjective word slideslabel appropriate
36、lyinclude sourcesRehearse presentations sufficiently to make adequate eye contact with the audiencedont read slides to people who can read slides for themselvesslides support the story and are no substitute for real-time commentaryStart with the end in mindif the end product is a board presentation,
37、blank out a board presentation-dont try to start with a management level presentation and convert itTips from VPs17Great Consultant Key success factorsThe function of expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultan
38、tsKey takeawaysAgenda18Great Consultant Expectations evolve for an experienced consultant.Great consultants are“caseteam leaders and managers-in-training.”Consultant:Point of arrival for thecaseteam leader roleValue additionClient relationshipCommunicationExtraordinaryteamsCarries out analytic value
39、-creation process for major piece of workMasters analytical toolkit relevant to large parts of the caseCracks toughest business problemsIs fully accepted as expert and business partner by client middle/upper managementUses communication to convince and motivate clients to take desired actionIs an ef
40、fective and respected team integrator and contributor to office moraleShows potential to grow into caseteam leader/manager positionEvolving Expectations19Great Consultant State-of-the-art problem-solving know-how and client process skillsOver time in a consultants career,basic values remain the same
41、 but differ in emphasis.Junior consulting staffSenior consulting staffTime AllocationAnalysis/problem-solvingCaseteam/clientmanagementSales/marketingKnow-how creationand experience sharingRole:Key success factors:Top analyst/problem solverChange agentLeadership in effecting change(process skills)“Pe
42、rformance Partner”for top managementSales/marketing,product developmentRole Development20Great Consultant Expectations about your role will increase in line with your broadening skill levels.Value additionClient relationshipsCommunicationExtraordinaryteamsFocus on assigned workstreamBecome expert in
43、 certain tools,functions,tasksFocus on big pictureGather and share expertise in major relevant business/industry issuesEstablish relationship with specific client team membersBecome a respected project team memberEstablish long-term relationships with key client decision makersEarn personal respect
44、beyond mere project/business issuesCommunicate proactively and professionallyCreate well-prepared parts of presentationsUse communication skills consciously and systematically to motivate others to take actionCreate and supervise the creation of complete presentations that convince the clientBe a gr
45、eat team playerEngage in informal office activitiesHelp others to integrate smoothly into the teamActively contribute to office/firm development-manage a major activity(recruiting,training,etc.)JuniorSeniorExpectation and Skill Development21Great Consultant No matter what path you may eventually tak
46、e,there is significant overlap between Bain and career key success factors.BainCareerBuild a personal track record of value additionBullets on your resumeDevelop a list of team members and clients who like and respect youPersonal networkBain&Beyond22Great Consultant Key success factorsThe function o
47、f expectations in predicting consultant successManaging expectations for new consultantsEvolving expectations for experienced consultantsKey takeawaysAgenda23Great Consultant Great consultants.execute on more than good analysisdevelop excellent interpersonal and people management skillsself-assess f
48、or areas of potential growthuse feedback to achieve full potentialproactively manage caseteam work,managers,and clientsare aware of career milestones and their shifting roles,and actively manage transitionscapitalize on opportunities to go beyond baseline performance to achieve distinguishing results in value addition,client relationships,communication,and extraordinary teamsintegrate caseteam work and firm asset-building into personal and professional aspirationsTakeaways24Great Consultant