贝恩咨询岗位职责-ManagerJobz

bcNovember1998Copyright©1998Bain&Company,Inc.TheManagerJobbcCopyright©1998Bain&Company,Inc.TheManagerJobBOS2TheManagerJobJobDescriptionSevenkeycomponentsmakeasuccessfulmanager.Valueaddition:•Demonstrateabilitytosolveclients’toughestproblems•Achieverealvalueandresults•DemonstrateskillsindifferentclientandanalyticalsituationsRevenue:•Serveexistingrevenuebaseeffectively•ContributetorevenuegenerationTeammanagementanddevelopment:•Haveaprocessthatiseffectiveindeliveringresults•Developpeople;buildorganizationalcapability•EstablishproductiverelationshipswithPartnersClientassetsustainability:•Demonstrateleadershipinhelpingtocreate,manage,andexpandhighqualityflagshiprelationships•Havesignificantinfluenceonkeyclientleaders•DevelopadvisorrelationshipswithkeyclientleadersSeniorclientinfluence:•Areviewedasabusinessadvisortoincreasinglyseniorclients•Driveclientstotakeactioninmultiplesituations;dosoinmultipleclientrelationshipsAssetbuilding:•Contributetopeople,products,clientdevelopment/brand,officeleadershipPartnershipvalues:•Areviewedasaleaderintheoffice•Arerecognizedasateamplayer•Adheretooperatingprinciples•AreviewedasagoodcorporatecitizenComponentDescriptionbcCopyright©1998Bain&Company,Inc.TheManagerJobBOS3TheManagerJobValueAdditionGuidelines•Demonstrateabilitytosolveclients’toughestproblems(generatebrilliantinsights)–strategy–operations–implementation•Achieverealvalueandresults(packageinsightstomoveclienttoact)–NPV–stockprice•Demonstrateskillsindifferentclientandanalyticalsituations–newclientvs.existingclient–smallclientvs.largeclient–strategyvs.operationsForpromotiontoVicePresident:–havedemonstratedconsistentsuccessoverasustainedperiodasamanager(lookingbackover2+years)–havereceivedpositivereferences/testimonialsfromseniorclients–havebeensuccessfulwhilemanagingmultiplecaseteamsandworkstreams–havedemonstratedbreakthroughthinkingworthyof“BestofBain”OverallandversuskeycompetitorsbcCopyright©1998Bain&Company,Inc.TheManagerJobBOS4TheManagerJobRevenueGuidelines•Serveexistingrevenuebaseeffectively–teamsabletomanagescaleteamsabletomanagemultipleteams–clientsabletohandlecomplexcasesabletomanagemultipleclients•Contributetorevenuegeneration–identifyopportunitiesforfollow-onwork–writesuccessfulproposals–managetheclientprocess–assistinclosingsalesForpromotiontoVicePresident:–havemanagedmultiplecaseteamsandworkstreamseffectively–haveplayedasignificantrolewithastrategicclient(eitherexistingclientornewclient/clientdevelopment)bcCopyright©1998Bain&Company,Inc.TheManagerJobBOS5TheManagerJobClientAssetSustainabilityGuidelines•Demonstrateleadershipinhelpingtocreate,manage,andexpandhighqualityflagshiprelationships(drivesignificantvalueonrepeatcases)•Havesignificantinfluenceonkeyclientleaders(helpdrivestrategicagendaandthoughtprocesses)•Developadvisorrelationshipswithkeyclientleaders(abletohelpclientsdeterminewhereadditionalworkwouldbeappropriate)–viewedasanexpert–askedforadviceonabroadrangeofbusinessissues–valuedasageneralcoachForpromotiontoVicePresident:–havedrivenmultipleflagshiprelationshipsovertimeataCEO/Executivelevel–arehighlyvaluedbyseniorclients(testimonials/references)bcCopyright©1998Bain&Company,Inc.TheManagerJobBOS6TheManagerJobSeniorClientInfluenceGuidelines•Areviewedasabusinessadvisortoincreasinglyseniorclients–viewedasanexpertinmanyareas–viewedasanadvisoronmanytopics•Driveclientstotakeactioninmultiplesituations;dosoinmultipleclientrelationshipsForpromotiontoVicePresident:–haveplayedasignificantrolewithseniorclientexecutives/decisionmakers–arehighlyvaluedbyseniorclients(references/testimonials)–“irreplaceable”toseniorclients–haveprovenabilityinexistingandnewclientsituationsbcCopyright©1998Bain&Company,Inc.TheManagerJobBOS7TheManagerJobTeamManagementandDevelopmentGuidelines•Haveaprocessthatiseffectiveindeliveringresults–motivatedteam–lowyieldloss•Developpeople;buildorganizationalcapability–consultingstaff(advisor/coach/mentor)–administrativestaff(advisor/coach/mentor)•EstablishproductiverelationshipswithPartnersForpromotiontoVicePresident:–averageoraboveaveragecaseteamscoresandupwardfeedbackovertime(12-24months)–respected/admiredbypeersandsubordinatesbcCopyright©1998Bain&Company,Inc.TheManagerJobBOS8TheManagerJobAssetBuildingGuidelinesForpromotiontoVicePresident:–exemplarycontributioninonearea–aboveaveragecontributioninmorethanoneareaHerearesomewaystocontributetoassetbuilding.•Caseteamprocesses•Advisorprocesses•Training•Recruiting•Officeleadership•Corporatecitizenship(generalconnectedness)PeopleAssets•Practice/capabilityareacontributions•BRAVAcontributions•BDPs,how-todocumentsforcapabilityareasProductAssets•Contributions(non-staffed)toclientdevelopment•Marketing(speeches,articles,networking)ClientDevelopment/Brand•Infrastructureinitiatives(graphics,library,IT,travel)•Generalofficeleadership(presence,positiveforceforchange)OfficeLeadership•Investmentclub•DealgenerationOtherbcCopyright©1998Bain&Company,Inc.TheManagerJobBOS9TheManagerJobPartnershipValuesGuidelines•Areviewedasaleaderintheoffice•Arerecognizedasateamplayer•Adher