Bain岗位职责HowtobeaGreatA

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1、Developer:DaphneLiReviewer:SusanLonerganCarthaO’HareJohnClarkebcHowtobeaGreatACMarch1998Copyright©1998Bain&Company,Inc.1GreatACGettingthejobdoneManagingupTheperfectclientmeetingDevelopingpersonalstyleBuildingarewardingcareerKeytakeawaysAgenda2GreatACGetting

2、thejobdoneManagingupTheperfectclientmeetingDevelopingpersonalstyleBuildingarewardingcareerKeytakeawaysAgenda3GreatACBaincaseteamsaddressaconsiderablerangeofstrategicissues.StrategyconsultingCorporatestrategyBusinessunitstrategyPerformanceimprovementHowshoul

3、dacompanywithmanybusinessesachieveitsgrowthobjectives?Howshouldabusinessunitrespondtoitscompetitors?Howmanymanufacturingplantsdoesacompanyneed?Whatproductsshouldclientproduceineachplant?Example:TypesofStrategicIssues4GreatACCompoutekAxels-4-RentBusinessprob

4、lem:Answer:First-yearACworkstream:Lengthofcase:ACtravel:Businessunitstrategy(PCbusinessunit)ExittheretailPCmarketCutcoststhroughcomplexityreductionImplementprocessandorganizationredesignPhonecompetitorstogatherdataaboutthePCmarketAnalyzeclientdatarelatingto

5、accountsreceivableandinventoryturnsBuildeconomicmodelThreemonthsMonthlylocalvisitstoclienttogatherdataandattendmeetingsCorporatestrategy(growthstrategy)TargetandretainmostprofitablecustomersthroughmarketingprogramsandtravelagentcommissionstructuresFocusonco

6、rporateaccountsthatarealreadypenetrated,butarecurrentlyunderperforminginsharetargetsSizerentalcarmarketbasedonsecondaryresearchandcustomersurveysSpliceanddiceclientcustomerdatabasetoestablishsegmentsResearchothercompanies’retentionprograms(e.g.,airlines'fre

7、quentflyer)SixmonthsWeeklytripstoNYCforclienttaskforcemeetingsExampleofCaseteamAssignments5GreatACCaseteamCoordinatorVice-PresidentManager/CTLExperiencedConsultantNewACNewConsultantExperiencedACWhileyoumayfrequentlyencountervariations,atypicalcaseteamstruct

8、urelookslikethefollowing:CaseteamStructure6GreatACYourmixofresponsibilitieswillvaryfromcasetocase.ThejobResearch/datagatheringAnalysisCommunicationTeamMarketsizeanddynamicsCompetitorsClientdataCustomer