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bcHowtobeaGreatConsultantMarch1998Copyright©1998Bain&Company,Inc.Developer:AlexWouterseReviewers:TonyEcockStevenTallmanJohnClarkebcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant2GreatConsultant•Keysuccessfactors•Thefunctionofexpectationsinpredictingconsultantsuccess•Managingexpectationsfornewconsultants•Evolvingexpectationsforexperiencedconsultants•KeytakeawaysAgendabcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant3GreatConsultantGreatconsultantsbasetheirsuccessoncharacteristicsthatextendwellbeyondanalyticalthinking.•Baselineanalyticalexpertise,butalso…•Excellentinterpersonalskillsandknowledgeofpeoplemanagement–facilitation–motivatingothers–conflictmanagement•Frankself-awarenessofstrengthsandweaknesses•Receptivenesstofeedbackfromavarietyofsources•Abilityandwillingnesstoactonfeedback–training–experimentation–practice•DesiretosucceedasaconsultantFiveKeyCharacteristicsbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant4GreatConsultant•Keysuccessfactors•Thefunctionofexpectationsinpredictingconsultantsuccess•Managingexpectationsfornewconsultants•Evolvingexpectationsforexperiencedconsultants•KeytakeawaysAgendabcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant5GreatConsultantWhatpeopleexpectofyouwilldependontheirneedsandperspective.Ifindoubt,askabouttheexpectationsofthepeopleyouworkwith.NewConsultantVP/ManagerCaseteamOfficeClient“Ishesmartenoughtogetuptospeedrapidly?”“Issheexperiencedenoughtohelpussolveourproblemssuccessfully?”“Isshecooperativeenoughtointegrateintotheteamandtoaddownvaluequickly?”“Isheopenenoughtoadapttotheofficecultureandinfluenceitpositively?”“Whatdoesshebringtotheparty?”“Isheateamplayer?”“IshearrogantorcanIworkwithhim?”ExpectationsandDifferingPerspectivesbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant6GreatConsultantBainVPsonwhatittakestobeasuccessfulconsultant...“Fewconsultantshavethetotalpackagewhentheyarrive.Thebestconsultantsleverageeitherextraordinaryanalyticalorclientskillsandthendeveloptherestovertime.”“Paradoxically,teamskillsarenotawaythatconsultantsdistinguishthemselves.Almosteveryonewehirehasexcellentteamskillsbasedonwhereandhowwerecruit.”“Overtime,thereisnosubstitutefortheabilitytoquicklycrackatoughbusinessproblem/analysisanddesign/executeanefficientpathforgatheringthedatatobackitup.Thisiswhatwedodayinanddayout.Itcreatesclientsuccessstoriesandsmoothteamoperations.”SuccessfulConsultants:BainVPs’PerspectivesbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant7GreatConsultant“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,theydonotaddasmuchvalueastheythinktheydo,orthey’recapableof,andtheyaretiresometomanage.”UnsuccessfulConsultants:BainVPs’PerspectivesbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant8GreatConsultant•Keysuccessfactors•Thefunctionofexpectationsinpredictingconsultantsuccess•Managingexpectationsfornewconsultants•Evolvingexpectationsforexperiencedconsultants•KeytakeawaysAgendabcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant9GreatConsultantWhenyoustartworking,youheardifferentthingsaboutBainandwhatothersexpectofyou.“Yousignup.Then,theytellyouwhatyouarereallyupto.”“Getonagoodcase.Workforagoodmanager/mentor.”“Ifyouarenotinvolvedinrecruiting,that’sabadsign.”“Thefirstyearyouwillprobablydospreadsheets,spreadsheets,spreadsheets.”“Agreatanalystcangetawaywithlousyteamscores.”“MakeagoodimpressionontheVPsyouareworkingwith.That’sallthatcounts.”Thismoduleaimstotellyouwhatyoureallycanexpectandwhatisexpectedofyou.Start-UpExpectationsbcCopyright©1998Bain&Company,Inc.HowtobeaGreatConsultant10GreatConsultantConsultantexpectationsandrolesaregroundedintheBainmission.Bain&Company’smissionistohelpourclientscreatesuchhighlevelsofeconomicvaluethattogetherwesetnewstandardsofexcellenceinourrespectiveindustries.ThismissiondemandsMissionStatementWebelievethataccomplishingourmissionwillredefinethemanagementconsultingbusiness,andwillprovidenewlevelsofrewardsforourclientsandforourorganization.•TheBainvisionofthemostproductiveclientrelationshipandsingle-mindeddedicationtoachievingitwitheachclient•TheBaincommunityofextraordinaryteams•TheBainapproachtocreatingvalue,basedonasharpcompetitiveandcustomerfocus,themosteffectiveanalytictechniques,andourprocessforcollaborationwiththeclientMissionandExpectationsbcCopyright©1998Bain&Company,Inc.HowtobeaGreatCon