1、bc,November 1998,Copyright 1998 Bain&Company,Inc.,The Manager Job,2,TheManagerJob,Job Description,Seven key components make a successful manager.,Value addition:,Demonstrate ability to solve clients toughest problemsAchieve real value and resultsDemonstrate skills in different client and analytical
2、situations,Revenue:,Serve existing revenue base effectivelyContribute to revenue generation,Team management and development:,Have a process that is effective in delivering resultsDevelop people;build organizational capabilityEstablish productive relationships with Partners,Client asset sustainabilit
3、y:,Demonstrate leadership in helping to create,manage,and expand high quality flagship relationshipsHave significant influence on key client leadersDevelop advisor relationships with key client leaders,Senior client influence:,Are viewed as a business advisor to increasingly senior clientsDrive clie
4、nts to take action in multiple situations;do so in multiple client relationships,Asset building:,Contribute to people,products,client development/brand,office leadership,Partnership values:,Are viewed as a leader in the officeAre recognized as a team playerAdhere to operating principlesAre viewed as
5、 a good corporate citizen,Component,Description,3,TheManagerJob,Value Addition Guidelines,Demonstrate ability to solve clients toughest problems(generate brilliant insights)strategyoperationsimplementationAchieve real value and results(package insights to move client to act)NPVstock priceDemonstrate
6、 skills in different client and analytical situationsnew client vs.existing clientsmall client vs.large clientstrategy vs.operations,For promotion to Vice President:have demonstrated consistent success over a sustained period as a manager(looking back over 2+years)have received positive references/t
7、estimonials from senior clientshave been successful while managing multiple case teams and workstreamshave demonstrated breakthrough thinking worthy of“Best of Bain”,Overall and versus key competitors,4,TheManagerJob,Revenue Guidelines,Serve existing revenue base effectivelyteamsable to manage scale
8、 teamsable to manage multiple teamsclientsable to handle complex casesable to manage multiple clientsContribute to revenue generationidentify opportunities for follow-on workwrite successful proposalsmanage the client processassist in closing sales,For promotion to Vice President:have managed multip
9、le caseteams and workstreams effectivelyhave played a significant role with a strategic client(either existing client or new client/client development),5,TheManagerJob,Client Asset Sustainability Guidelines,Demonstrate leadership in helping to create,manage,and expand high quality flagship relations
10、hips(drive significant value on repeat cases)Have significant influence on key client leaders(help drive strategic agenda and thought processes)Develop advisor relationships with key client leaders(able to help clients determine where additional work would be appropriate)viewed as an expertasked for
11、 advice on a broad range of business issuesvalued as a general coach,For promotion to Vice President:have driven multiple flagship relationships over time at a CEO/Executive levelare highly valued by senior clients(testimonials/references),6,TheManagerJob,Senior Client Influence Guidelines,Are viewe
12、d as a business advisor to increasingly senior clientsviewed as an expert in many areasviewed as an advisor on many topicsDrive clients to take action in multiple situations;do so in multiple client relationships,For promotion to Vice President:have played a significant role with senior client execu
13、tives/decision makersare highly valued by senior clients(references/testimonials)“irreplaceable”to senior clientshave proven ability in existing and new client situations,7,TheManagerJob,Team Management and Development Guidelines,Have a process that is effective in delivering results motivated teaml
14、ow yield lossDevelop people;build organizational capabilityconsulting staff(advisor/coach/mentor)administrative staff(advisor/coach/mentor)Establish productive relationships with Partners,For promotion to Vice President:average or above average caseteam scores and upward feedback over time(12-24 mon
15、ths)respected/admired by peers and subordinates,8,TheManagerJob,Asset Building Guidelines,For promotion to Vice President:exemplary contribution in one areaabove average contribution in more than one area,Here are some ways to contribute to asset building.,Caseteam processesAdvisor processesTraining
16、RecruitingOffice leadershipCorporate citizenship(general connectedness),People Assets,Practice/capability area contributionsBRAVA contributionsBDPs,how-to documents for capability areas,Product Assets,Contributions(non-staffed)to client developmentMarketing(speeches,articles,networking),Client Devel
17、opment/Brand,Infrastructure initiatives(graphics,library,IT,travel)General office leadership(presence,positive force for change),Office Leadership,Investment clubDeal generation,Other,9,TheManagerJob,Partnership Values Guidelines,Are viewed as a leader in the officeAre recognized as a team playerAdhere to operating principlesAre viewed as a good corporate citizen,For promotion to Vice President:viewed as a leader in the officeembody the firms operating principles,
