bain 岗位职责 how to be a great ac

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1、Developer:DaphneLiReviewer:SusanLonerganCarthaO’HareJohnClarkebcHowtobeaGreatACMarch1998Copyright©1998Bain&Company,Inc.1GreatACGettingthejobdoneManagingupTheperfectclientmeetingDevelopingpersonalstyleBuildingarewardingcareerKeytakeawaysAgenda2GreatACGettingthejobdoneManagingupTheperfectclientmeeting

2、DevelopingpersonalstyleBuildingarewardingcareerKeytakeawaysAgenda3GreatACBaincaseteamsaddressaconsiderablerangeofstrategicissues.StrategyconsultingCorporatestrategyBusinessunitstrategyPerformanceimprovementHowshouldacompanywithmanybusinessesachieveitsgrowthobjectives?Howshouldabusinessunitrespondtoi

3、tscompetitors?Howmanymanufacturingplantsdoesacompanyneed?Whatproductsshouldclientproduceineachplant?Example:TypesofStrategicIssues4GreatACCompoutekAxels-4-RentBusinessproblem:Answer:First-yearACworkstream:Lengthofcase:ACtravel:Businessunitstrategy(PCbusinessunit)ExittheretailPCmarketCutcoststhroughc

4、omplexityreductionImplementprocessandorganizationredesignPhonecompetitorstogatherdataaboutthePCmarketAnalyzeclientdatarelatingtoaccountsreceivableandinventoryturnsBuildeconomicmodelThreemonthsMonthlylocalvisitstoclienttogatherdataandattendmeetingsCorporatestrategy(growthstrategy)Targetandretainmostp

5、rofitablecustomersthroughmarketingprogramsandtravelagentcommissionstructuresFocusoncorporateaccountsthatarealreadypenetrated,butarecurrentlyunderperforminginsharetargetsSizerentalcarmarketbasedonsecondaryresearchandcustomersurveysSpliceanddiceclientcustomerdatabasetoestablishsegmentsResearchothercom

6、panies’retentionprograms(e.g.,airlines'frequentflyer)SixmonthsWeeklytripstoNYCforclienttaskforcemeetingsExampleofCaseteamAssignments5GreatACCaseteamCoordinatorVice-PresidentManager/CTLExperiencedConsultantNewACNewConsultantExperiencedACWhileyoumayfrequentlyencountervariations,atypicalcaseteamstructu

7、relookslikethefollowing:CaseteamStructure6GreatACYourmixofresponsibilitieswillvaryfromcasetocase.ThejobResearch/datagatheringAnalysisCommunicationTeamMarketsizeanddynamicsCompetitorsClientdataCustomer