贝恩-人力资源-岗位职责-GreatA

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1、Developer:DaphneLiReviewer:SusanLonerganCarthaO’HareJohnClarkebcHowtobeaGreatACMarch1998Copyright©1998Bain&Company,Inc.1GreatACGettingthejobdoneManagingupTheperfectclientmeetingDevelopingpersonalstyleBuildingarewardingcareerKeytakeawaysAgenda2GreatACGe

2、ttingthejobdoneManagingupTheperfectclientmeetingDevelopingpersonalstyleBuildingarewardingcareerKeytakeawaysAgenda3GreatACBaincaseteamsaddressaconsiderablerangeofstrategicissues.StrategyconsultingCorporatestrategyBusinessunitstrategyPerformanceimproveme

3、ntHowshouldacompanywithmanybusinessesachieveitsgrowthobjectives?Howshouldabusinessunitrespondtoitscompetitors?Howmanymanufacturingplantsdoesacompanyneed?Whatproductsshouldclientproduceineachplant?Example:TypesofStrategicIssues4GreatACCompoutekAxels-4-R

4、entBusinessproblem:Answer:First-yearACworkstream:Lengthofcase:ACtravel:Businessunitstrategy(PCbusinessunit)ExittheretailPCmarketCutcoststhroughcomplexityreductionImplementprocessandorganizationredesignPhonecompetitorstogatherdataaboutthePCmarketAnalyze

5、clientdatarelatingtoaccountsreceivableandinventoryturnsBuildeconomicmodelThreemonthsMonthlylocalvisitstoclienttogatherdataandattendmeetingsCorporatestrategy(growthstrategy)Targetandretainmostprofitablecustomersthroughmarketingprogramsandtravelagentcomm

6、issionstructuresFocusoncorporateaccountsthatarealreadypenetrated,butarecurrentlyunderperforminginsharetargetsSizerentalcarmarketbasedonsecondaryresearchandcustomersurveysSpliceanddiceclientcustomerdatabasetoestablishsegmentsResearchothercompanies’reten

7、tionprograms(e.g.,airlines'frequentflyer)SixmonthsWeeklytripstoNYCforclienttaskforcemeetingsExampleofCaseteamAssignments5GreatACCaseteamCoordinatorVice-PresidentManager/CTLExperiencedConsultantNewACNewConsultantExperiencedACWhileyoumayfrequentlyencount

8、ervariations,atypicalcaseteamstructurelookslikethefollowing:CaseteamStructure6GreatACYourmixofresponsibilitieswillvaryfromcasetocase.ThejobResearch/datagatheringAnalysisCommunicationTeamMarketsizeanddynamicsCompetitorsClientdataCustomer