《岗位职责GreatA》PPT课件

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1、Developer:DaphneLiReviewer:SusanLonerganCarthaO’HareJohnClarkebcHowtobeaGreatACMarch1998Copyright©1998Bain&Company,Inc.1GreatACGettingthejobdoneManagingupTheperfectclientmeetingDevelopingpersonalstyleBuildingarewardingcareerKeytakeawaysAgenda2GreatACGettingthejobdone

2、ManagingupTheperfectclientmeetingDevelopingpersonalstyleBuildingarewardingcareerKeytakeawaysAgenda3GreatACBaincaseteamsaddressaconsiderablerangeofstrategicissues.StrategyconsultingCorporatestrategyBusinessunitstrategyPerformanceimprovementHowshouldacompanywithmanybus

3、inessesachieveitsgrowthobjectives?Howshouldabusinessunitrespondtoitscompetitors?Howmanymanufacturingplantsdoesacompanyneed?Whatproductsshouldclientproduceineachplant?Example:TypesofStrategicIssues4GreatACCompoutekAxels-4-RentBusinessproblem:Answer:First-yearACworkstr

4、eam:Lengthofcase:ACtravel:Businessunitstrategy(PCbusinessunit)ExittheretailPCmarketCutcoststhroughcomplexityreductionImplementprocessandorganizationredesignPhonecompetitorstogatherdataaboutthePCmarketAnalyzeclientdatarelatingtoaccountsreceivableandinventoryturnsBuild

5、economicmodelThreemonthsMonthlylocalvisitstoclienttogatherdataandattendmeetingsCorporatestrategy(growthstrategy)TargetandretainmostprofitablecustomersthroughmarketingprogramsandtravelagentcommissionstructuresFocusoncorporateaccountsthatarealreadypenetrated,butarecurr

6、entlyunderperforminginsharetargetsSizerentalcarmarketbasedonsecondaryresearchandcustomersurveysSpliceanddiceclientcustomerdatabasetoestablishsegmentsResearchothercompanies’retentionprograms(e.g.,airlines'frequentflyer)SixmonthsWeeklytripstoNYCforclienttaskforcemeetin

7、gsExampleofCaseteamAssignments5GreatACCaseteamCoordinatorVice-PresidentManager/CTLExperiencedConsultantNewACNewConsultantExperiencedACWhileyoumayfrequentlyencountervariations,atypicalcaseteamstructurelookslikethefollowing:CaseteamStructure6GreatACYourmixofresponsibil

8、itieswillvaryfromcasetocase.ThejobResearch/datagatheringAnalysisCommunicationTeamMarketsizeanddynamicsCompetitorsClientdataCustomer