bcHowtobeaGreatConsultantMarch1998Copyright©1998Bain&Company,Inc.Developer:AlexWouterseReviewers:TonyEcockStevenTallmanJohnClarke2GreatConsultantbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant•Keysuccessfactors•Thefunctionofexpectationsinpredictingconsultantsuccess•Managingexpectationsfornewconsultants•Evolvingexpectationsforexperiencedconsultants•KeytakeawaysAgenda3GreatConsultantbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultantGreatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking.•Baselineanalyticalexpertise,butalso…•Excellentinterpersonalskillsandknowledgeofpeoplemanagement–facilitation–motivatingothers–conflictmanagement•Frankself-awarenessofstrengthsandweaknesses•Receptivenesstofeedbackfromavarietyofsources•Abilityandwillingnesstoactonfeedback–training–experimentation–practice•DesiretosucceedasaconsultantFiveKeyCharacteristics4GreatConsultantbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant•Keysuccessfactors•Thefunctionofexpectationsinpredictingconsultantsuccess•Managingexpectationsfornewconsultants•Evolvingexpectationsforexperiencedconsultants•KeytakeawaysAgenda5GreatConsultantbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultantWhatpeopleexpectofyouwilldependontheirneedsandperspective.Ifindoubt,askabouttheexpectationsofthepeopleyouworkwith.NewConsultantVP/ManagerCaseteamOfficeClient“Ishesmartenoughtogetuptospeedrapidly?”“Issheexperiencedenoughtohelpussolveourproblemssuccessfully?”“Isshecooperativeenoughtointegrateintotheteamandtoaddownvaluequickly?”“Isheopenenoughtoadapttotheofficecultureandinfluenceitpositively?”“Whatdoesshebringtotheparty?”“Isheateamplayer?”“IshearrogantorcanIworkwithhim?”ExpectationsandDifferingPerspectives6GreatConsultantbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultantBainVPsonwhatittakestobeasuccessfulconsultant...“Fewconsultantshavethetotalpackagewhentheyarrive.Thebestconsultantsleverageeitherextraordinaryanalyticalorclientskillsandthendeveloptherestovertime.”“Paradoxically,teamskillsarenotawaythatconsultantsdistinguishthemselves.Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit.”“Overtime,thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem/analysisanddesign/executeanefficientpathforgatheringthedatatobackitup.Thisiswhatwedodayinanddayout.Itcreatesclientsuccessstoriesandsmoothteamoperations.”SuccessfulConsultants:BainVPs’Perspectives7GreatConsultantbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant“Unsuccessfulconsultants...…arearrogantandunreceptivetofeedback.Theystopthree-quartersofthewaythroughtheanalysisbecausetheyareconfidentit’srightanddon’tconvinceskepticalclientstochange.”…donotbecomeexpertinthefunctionalorindustryareatheyareworkingin.Theclientsquestiontheirvalue-added-oftenfromtheirfirstinteraction.”…donotgetoutinfrontoftheirmanagers.Theyareexecutinganotherperson’s‘todo’s’ratherthandesigningtheirownpath.Theydon’tliveupto,letaloneexceed,expectations.Theirlifestyleistotallyreactive.Andtheirmoraleisunderstandablylow.”…treattheBainjobasanextensionofschool.Likecoursesandprofessors,casesandteamleadersaregoodorbad.Caseworkisanassignment,notapersonalmission.Also,theythinkintermsof‘us/them’ratherthanjoiningtheteamandpullingforthejointcause.Asaresult,theydonotaddasmuc...
