Developer:DaphneLiReviewer:SusanLonerganCarthaO’HareJohnClarkebcHowtobeaGreatACMarch1998Copyright©1998Bain&Company,Inc.2Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatAC•Gettingthejobdone•Managingup•Theperfectclientmeeting•Developingpersonalstyle•Buildingarewardingcareer•KeytakeawaysAgenda3Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatAC•Gettingthejobdone•Managingup•Theperfectclientmeeting•Developingpersonalstyle•Buildingarewardingcareer•KeytakeawaysAgenda4Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatACBaincaseteamsaddressaconsiderablerangeofstrategicissues.StrategyconsultingCorporatestrategyBusinessunitstrategyPerformanceimprovement•Howshouldacompanywithmanybusinessesachieveitsgrowthobjectives?•Howshouldabusinessunitrespondtoitscompetitors?•Howmanymanufacturingplantsdoesacompanyneed?•Whatproductsshouldclientproduceineachplant?Example:TypesofStrategicIssues5Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatACCompoutekAxels-4-RentBusinessproblem:Answer:First-yearACworkstream:Lengthofcase:ACtravel:Businessunitstrategy(PCbusinessunit)•ExittheretailPCmarket•Cutcoststhroughcomplexityreduction•Implementprocessandorganizationredesign•PhonecompetitorstogatherdataaboutthePCmarket•Analyzeclientdatarelatingtoaccountsreceivableandinventoryturns•BuildeconomicmodelThreemonthsMonthlylocalvisitstoclienttogatherdataandattendmeetingsCorporatestrategy(growthstrategy)•Targetandretainmostprofitablecustomersthroughmarketingprogramsandtravelagentcommissionstructures•Focusoncorporateaccountsthatarealreadypenetrated,butarecurrentlyunderperforminginsharetargets•Sizerentalcarmarketbasedonsecondaryresearchandcustomersurveys•Spliceanddiceclientcustomerdatabasetoestablishsegments•Researchothercompanies’retentionprograms(e.g.,airlines'frequentflyer)SixmonthsWeeklytripstoNYCforclienttaskforcemeetingsExampleofCaseteamAssignments6Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatACCaseteamCoordinatorVice-PresidentManager/CTLExperiencedConsultantNewACNewConsultantExperiencedACWhileyoumayfrequentlyencountervariations,atypicalcaseteamstructurelookslikethefollowing:CaseteamStructure7Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatACYourmixofresponsibilitieswillvaryfromcasetocase.ThejobResearch/datagatheringAnalysisCommunicationTeam•Marketsizeanddynamics•Competitors•Clientdata•Customers•Databasemanipulation•ModelsinExcel•Regressions•Dataintoappropriateslideformat•Arrivingatthestrategicanswer•Blankslides–storyline–properformat•Oralcommunication–informalteammeetingswithconsultant/manger–overheadstocaseteam•CoordinatingworkstreamswithotherACs/consultants•Participatinginteambrainstormingsessionsandteammeetings•Overseeingproductionforpresentations•CaseteameventsAreasofResponsibility8Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatACFlawlessexecutionwilldestineACsforgreatness.Theycapitalizeontheresourcesavailabletothem,andshowawillingnesstodowhateverittakestogetthejobdone.GetthejobdoneExecuteonyourworkplanCommunicateupUnderstandthe“BigPicture”Deliverwithzerodefects•Developandupdateyourworkplan•Keepan80/20fallbackplan•Execute-focusontheassignedtask•After6-12months,takeamoreactiveroleinintellectualleadershipofyourpieceofwork•Communicateregularlyandfrequentlywithyourmanager–useAnswer-Firstand80/20–tag“redflags”–seekhelpprioriti...
