Bain岗位职责TheManagerJ.ppt

bc ProfessionalStandards March1998 Author PeterAman Contributors BarbaraBjornson LairdReed Copyright 1998Bain Company Inc 2 professionalstandards Agenda ComplianceandIntroductionPoliciesCasesSourcesofadditionalinformation 3 professionalstandards Agenda ComplianceandIntroductionPoliciesCasesSourcesofadditionalinformation 4 professionalstandards ProfessionalStandardsCompliance Failuretofollowdescribedpolicieswillresultinsignificantpenalties uptoandincludingimmediateinvoluntarytermination 5 professionalstandards PolicyAreas Protecting sharingclientinformation Competitordatagathering Exclusivityandclientconflict Harassmentanddiscrimination Insidertrading GeneralandExpensePolicies PolicyAreas 6 professionalstandards Whatasetofworldwideprofessionalstandards capturedinclientservicepolicystatements whichreinforceourcommitmenttoactingwithintegrityandhonestyspecificguidelines capturedinclientservicepolicystatements fortrickysituationswherethereistensionbetweendoingthebestfortheclientanddoingthe right thing orbetweenneedsofmultipleclientsagroupofpeopleinthecenterandinlocalofficesdedicatedtointerpretingandapplyingthepolicies ProgramDescription 1of4 7 professionalstandards WhyBain sreputationandsuccessultimatelydependsonittoensurethattheinstinctivereactiontoatrickysituationisgenerallytherightonereinforceafirmwidecommitmentto doingtherightthing reinforceaculturewhichembodiesintegrityandhonestythatwecanallbeproudofprovideabusinessenvironmentconsistentwithfirmmanagementandemployeesvaluesProtectionfromlawsuits ProgramDescription 2of4 8 professionalstandards Whoeveryindividualemployee embodiesourprofessionalstandards thoroughlyunderstandsthemandappliesthemconsistentlyandcomprehensivelylocalofficeProfessionalStandardsProgramManager interprets counsels providesfeedbacktootherofficesandtheCenterProfessionalStandardsProgramDirector PeterAman centralresourcetomanageimplementationofprogramandassistdrivingofcontinuedprogramdevelopmentandimprovementProfessionalStandardsProgramOfficerandCoordinator ColinAnderson BarbBjornson centralresourcetofurtherdevelop refine andinterpret mechanismformediationManagement reinforce actively interpret apply provideincentives disincentives ProgramDescription 3of4 9 professionalstandards Howthroughlocalresources ProfessionalStandardsManagerscoordinatedwiththeCenter worldwidetrainingforalllevelsrolemodelingattheteamlevellocalcommunicationsandmarketingcoordinatedbythecenter e g intranet internal externalmarketingincentivesanddisincentivesBVU ProgramDescription 4of4 10 professionalstandards Agenda ComplianceandIntroductionPoliciesCasesSourcesofadditionalinformation 11 professionalstandards ProfessionalStandardsPolicies ProtectingandsharingclientinformationCompetitordatagatheringExclusivityandclientconflictHarassmentanddiscriminationInsidertradingGeneralandExpensePolicies 12 professionalstandards clientidentityclientinternaldataproprietaryinsightspurchasedstudies permissionmaybeoverarchingatcasestart presentationsproposalsback upinformationsuccessstories generalinsightsgeneraldevelopedinformationpubliclyavailableinformation Information Whichcanandshouldbeshared Whichshouldbesharedoncesanitized Cannotbesharedwithoutexplicitpermissionfromtheclient Noconfidentialorproprietaryinformation includingtheclient sidentityandcharacteristicsoftherelationship providedbyorobtainedfor aclientmaybegiventoanyoneoutsidethecaseteam InformationwhichisneitherproprietarynorconfidentialmaybesharedonlywiththeexpressapprovalofaBainpartnerontheoriginatingcase andinmanycases theclient Protecting SharingClientInformation Guidelines 13 professionalstandards WhenclientinformationisprovidedtoacompetingcaseteamorwithinaPracticeArea thematerialmustbesanitizedbyoratthedirectionoftheOperatingVPwhoisthenalsoresponsibleforapprovingthefinalproductWhenclientinformationisprovidedtoanon competingcaseteam theprocessofsanitizingtheinformationmaybedonebyoratthedirectionoftheVPaskingfortheinformationbuttheOperatingVPisresponsibleforapprovingthefinalproduct Sanitizing ordisguising clientinformationandapproving disapprovingcommunicationoftheinformationistheresponsibilityoftheOperatingVPwhodidtheworkaccordingtothefollowingguidelines Protecting SharingClientInformation DisguisingInformation 14 professionalstandards Doesthedevelopedinformationdependheavilyonclientproprietarydata input information Sourcedatahighlyproprietary notpublic Sourcedatareliantonclientinputandorinvolvement e g clientinterviews Didclientpayasignificantportion e g x or x ofthecostofBain svalue addedindevelopingtheinformation i e insightpaidforbyoneclient notmany Wouldsharingtheinfopassthe SunshineTest Wouldsharingtheinfopassthe SunshineTest SanitizeInformationandShareit InformationMayNotbeSharedWithoutClientPermission InformationShouldbeShared Protecting SharingClientInformation DecisionRulesforDevelopedInfo 15 professionalstandards Copyrightpermitting ProtectingandSharingClientInformation PolicySummary ExternalReportsArticleorreportname date author etc NewsormagazinearticleLiteraturesearchReportpurchasedbyBain notclient BainPresentationsMethodologySlidesWorkplansIndustryoverviewdataStrategicinsights iftheinsightsweredevelopedovermanyclientsandnotjustone e g lessonslearnedfromaretailcustomersegmentationcase Strategicinsights iftheinsightsweredevelopedforjustoneclient e g asequencingalgorithmfortwoautomanufacturers InternalclientdataClientresearch dataReportpurchasedbyclientAstudyconductedbytheclientAdataspreadsheetfromtheclient X X X X X X X X X X X X X Informationthatcanandshouldbeshared Clientapprovalbeforesharinginformation Informationmustbedisguisedbeforesharing SubjecttoOperatingVPapproval 16 professionalstandards ThegreatestamountofthehighestqualityinformationAtthelowestpossiblecostforourclientWiththehigheststandardsofprofessionalconduct andtradeoffswillalwaysberesolvedinfavorofbusinessethicsoverdatacollectionconvenience CompetitorDataGathering Objectives 17 professionalstandards Clientconfidentialitymustbeprotected neverrevealclientnamewithoutVPandclientapprovalAllstatements writtenorverbal mustbetrue LyingisneveracceptableunderanycircumstancesRefusingtoanswerquestionsispreferabletolyingBainEmployeescannotmis representthemselves thefirm nameortypeofenterprise orthetypeofresearchtheyareperforming CompetitorDataGathering Policies 1of4 18 professionalstandards Interviewrespondentscanbepromisednon sensitiveresultsofresearchonlyifsuchresultsarefurnishedasdescribedandpromisedNocompanymaybecontactedbyacaseteamforacompetitorinterviewwithoutexpressapprovalfromaVPonthecase topreventinadvertentlycallinganotheroffice s team sclientbymistake CompetitorDataGathering Policies 2of4 19 professionalstandards OnlyVPsmayapprove signwrittenstatementswhichdescribeforcompetitorinterviewtargetsthepurposeofthequestionsorthedestination limitationsontheuseoftheresultingdataNon managementemployeesmaybecontactedonlywithexpressapproval fromaVPonthecase Wheninterviewingsomeonecurrentlyassociatedwithourclientwhopreviouslyworkedforacompetitorofourclient Bainstaffshouldclearlycommunicatethatweexpectthemtohonortheirconfidentialitycommitmentstotheircurrent orprevious employerwearespecificallyaskingthemtoavoiddivulginganyinformationwhichisproprietaryorshouldbeconsideredconfidentialweareonlyaskingforinformationthattheyarecomfortabledivulging CompetitorDataGathering Policies 3of4 20 professionalstandards InnocircumstancesmayaBainemployeeofferanykindofmonetaryornon monetaryincentiveforthepurposeofgatheringinformationBainemployeesareresponsiblefortheactionsofthosetheydirectlyorindirectlysuperviseOverarchingtestofanydecisionisalwaysthe SunshineTest whethertheactionstandsupunderscrutinybyanobjective3rdparty oronthefrontpageoftheWallStreetJournal CompetitorDataGathering Policies 4of4 21 professionalstandards Howdowerepresentourselves Iam yourname ofBainwouldyougivemesomeinformationIam yourname abusinessschoolstudentBain Company amarketresearchfirmamarketresearchfirm AlwaysAcceptable AcceptableOnlywithVPandoftenclientApproval AbsolutelyProhibited X X X X X X X X CompetitorDataGathering Guidelines 1of3 22 professionalstandards Howdoyourepresenttheclient nomentionindustryofclientareaofinteresttoclientclientnameanythingelseWhatorganizationsdowecontact customersindustryassociationssupplierscompetitorssecurityanalysts AlwaysAcceptable AcceptableOnlywithVPandoftenclientApproval AbsolutelyProhibited X X X X X X X X X X CompetitorDataGathering Guidelines 2of3 23 professionalstandards Whointheorganizationdowecontact seniormanagementmiddleandjuniormanagementnon management laborandclerical Areincentivesappropriateforgatheringinformationmoneyothernon monetaryrewards AlwaysAcceptable AcceptableOnlywithVPandoftenclientApproval AbsolutelyProhibited X X X X X CompetitorDataGathering Guidelines 3of3 24 professionalstandards Bain Companyisdedicatedtohelpingourclientsachieveoutstandingresults Assuch weprideourselvesonhavingthemostrigorousstandardsintheconsultingindustrywithrespecttoconfidentiallyandconflictofinterest Confidentialityofdata OurgoalisabsoluteprotectionofproprietaryclientdataRigorousinternalpoliciesandprocedures Assignmentexclusivity Bain Companywillnotacceptaclientassignmentworldwidewhereinourjudgmentsuccesswouldcauseanexistingclientassignmenttofail Undermanycircumstances thispermitsBaintoservetwocompetitorsinanindustry However thiswilloftenrestrictstaffingandtheofficeinvolved Toourknowledge nootherleadingconsultingfirmoperatesastandardthisrigorous ExclusivityandClientConflict PolicySummary 1of2 25 professionalstandards Formal performancepartnership Whereappropriate weaspiretoagreetoformal performancepartnerships withourclients aimedatcreatingsustainedexceptionalclientresults Sucharrangementsareentirelyatthebehestofourclients A performancepartnership relationshipisinnowayarequirementbyBain Company InternalBaingatekeeper AmemberoftheBain CompanyworldwidePolicyCommitteeisdesignated internalgatekeeper toensureanyissuesrelatingtopossibleconflictofinterestareresolvedinamannerfullyconsistentwithBainpoliciesandclientinterests Peopleexclusivity Individualswhoareinvolvedinstrategyworkforaclientarerestrictedfromdongstrategyworkforadirectcompetitorforaminimumperiodfollowingtheendofanassignment typicallyonetotwoyearsforseniorindividuals ExclusivityandClientConflict PolicySummary 2of2 26 professionalstandards HarassmentandDiscrimination PolicySummary Noemployeeshallthreatenorinsinuateanyadverseeffectswhatsoeveronanotheremployeewhoisrefusingtosubmittosexualadvances Noemployeeshallengageinsexuallyharassingbehavior includingpropositions sexualcomments sexuallydegradingterms orthedisplayofworkplacedecorations whichcouldpossiblyoffendanotheremployee Noemployeesshallcreateanoffensiveorintimidatingworkenvironmentorexperiencebywords acts jokes threats orprintedmaterialswhichdemeanorshowhostilitytoanindividualrace color religion gender nationality age sexualorientation ordisability 27 professionalstandards Ourpolicyoninsidertradingprovidesthegreatestprotectiontobothindividualemployeesaswellastothefirm designedtopreventanyviolationsofsecuritieslaws inadvertentorotherwise aswellastoavoidtheappearanceofimproperconductonthepartofanyoneemployedatourfirm Youareprohibitedfromtrading andfromtippingotherstotrade inacompany sstockwhen youknowmaterial non publicinformationaboutacompany orthecompanyisaBainclient andappearsonBain sRestrictedList orthecompanyisotherwiseassociatedwithBainoraBainclient andappearsonBain sRestrictedList IftradingoutsidetheU S youareexpectedtoadheretolocallaws however evenifthereisnolocalprohibitionon insidertrading tradinginthestockofaBainclientisnotpermitted InsiderTrading PolicySummary 1of2 28 professionalstandards The RestrictedList ofcompaniesinwhichemployeesmaynottradeismaintainedbyLocalControllers CorporateTreasuryandpossiblytheseniorLibrarianineachlocaloffice Ifyouownasecurity youmaysellthesharesimmediately assumingnoissueofinsiderinformation orholdtheshares eitherina blind trustoruntil3monthsafteryouleaveBain inrarecircumstancesandonlywiththeapprovaloftheCenter youmaybeabletosellasecurityontheRestrictedListwithinaprescribedwindowTheconsequencesofinsidertradingviolationscanbestaggering civilfinesupto3timestheprofitgainedorlossavoidedbythetradingcriminalfines nomatterhowsmalltheprofit ofupto 1millionliabilitytothosedamagedbythetradingtheappearanceofimproperconductcanhaveaveryseriousimpactonBain sbusinessandfinancialresultssanctionsuptoandincludingterminationofemploymentforcause InsiderTrading PolicySummary 2of2 29 professionalstandards GeneralandExpensePolicies Employeesmaynotviolateanycriminalorcivillawsorregulations federal state orlocal aspartofanyworkforBain Companyoritsclientsnormaytheyrecommend eitherseriouslyorinjest thattheclientviolateanycriminalorcivillawsorregulations Bain CompanyletterheadmayonlybeusedforBain Companybusiness Employeescannotacceptgiftsorpaymentsfrom3rdpartyvendors exceptthosegenerallyacceptedinthebusinesscommunity e g frequentflierawards EmployeescannotuseBainorBaingeneratedcontactstopromoteorsellproductsofcompaniesinwhichtheyhaveamaterialinterest GeneralPolicies EmployeesmustfollowExpenseStandardstodeterminereimbursableexpenses ExpensePolicies 30 professionalstandards Agenda ComplianceandIntroductionPoliciesCasesSourcesofAdditionalInformation 31 professionalstandards Whiletalkingsociallywithafriendwhoisworkingforadifferentclientinthesameindustryasyourclient telecommunications yourfriendmentionsthathermanagerhasjustapprovedthepurchaseofa 4 000industryreport This200pagecomprehensivedocumentisfromaresearchfirmandhasmuchofthedatathatsheneedstocompleteheranalysis Shethinksitmightbehelpfultoyourcaseteam Youbelievethisreportcontainsmuchofthedataandanalysisthatyouwouldneedforyourownanalysis Yourfriendhasacopyofthereport and asitcontainsnoprivateorconfidentialdatafromherclient sheasksifyouwantacopy Additionally sheoffersyouanumberofgeneralarticles webpages andliteraturesearchesontheindustrythatmightbeofsomeusetoyou Situation Complication Cross TeamSharingofExternalDataSources 1of3 32 professionalstandards Canyouphotocopypartsofthe 4 000reportthatherBaincaseteampurchased Canyouusethepubliclyavailablearticles webpages andliteraturesearchesyourfriendhasfoundeventhoughsheconductedthesearchontimethatwasbilledtoanotherclient Questions Cross TeamSharingofExternalDataSources 2of3 33 professionalstandards IfBain notoneofitsclients paidforthereport theinformationcanbesharedwithinBain However youshouldcheckwiththeBainlibraryandtheresearchfirmthatpublishedthereporttoensurecopyrightlawswillnotbeviolated IfaBainclientpurchasedthereport Bainmustsecuretheapprovalofthatclientinordertosharethereportwithanotherclient checkwithyourVP Typically thetwoclientswillsplitthecostofthereport Again youshouldcheckwiththeBainlibraryandtheresearchfirmthatwrotethereporttoensurecopyrightlawswillnotbeviolated Publiclyavailablearticles webpages andliteraturesearchescanbesharedwithyouwithapprovalofthemanageronthecase checkwithhim herfirst Answers Cross TeamSharingofExternalDataSources 3of3 34 professionalstandards WhileresearchingthebenchmarkingworkthatBainhasdoneforitsclientsintheutilitiesindustry youfindacasethatcontainsaninternalandexternalBDPforacompetitorfromanothercountry AcasesummaryexistsonBRAVAbutitdoesnothaveanyofthebackupdatathatwouldbehelpfulinyoureffortstobenchmarkthecompetitorsofyourclient ThoughthecasewasdisguisedinBRAVAitappearsthatsomeofthebestpracticesareinternaltotheBainclientforwhomtheworkwasperformed AslidethatlistssourcesintheBRAVApresentationshowsthatmuchoftheinformationthatwascollectedforthecompetitorsisfrompublicsourceslikeOSHA theEPA andvariouslocalnewspapers However thereisdetailedcostinformationontheoldclientthatcamefromtheirfinancedepartmentaswellasaninternalreportthattheclient soperationsgroupconducted independentofBain ontheircompetitors machinerymaintenancecosts Toensuretheaccuracyofyouranalysisandtosavetime youproposetoyourcaseteamleaderthatyouintegratemuchofthedatafromthepreviousBDPintoyourownwork updatinginformationwherenecessarybyusingthecontactsunearthedbytheoriginalwork Situation Complication SharingDataandResearchDoneforAnotherClient 1of3 35 professionalstandards CanyoucontacttheCTAontheothercaseandrequestthepubliclyavailablebackupdata Canyouusetheotherclient sinternalstudydoneoncompetitors machinerymaintenancecostswiththerationalethatitdoesnotcontainanyoftheotherclient sowndata Canyouutilizethelistofsourcesthatthepreviousteamdeveloped Canyourequestacopyoftheoriginalclient sfinalpresentationandusetheaggregatednumberstheycalculatedtorealitycheckyourownwork Questions SharingDataandResearchDoneforAnotherClient 2of3 36 professionalstandards Obtainingthepubliclyavailablebackupdataisallowed However youshouldcontactyourmanagerforhis herapprovalbeforeaskingforthedata Usingtheinternalreportthattheotherclient soperationsgroupconductontheircompetitors machinerymaintenancecostsisnotpermittedasitunambiguouslybelongstotheclientandwasdevelopedusingclientresources Evenifthereportcontainsonlyasummaryofpubliclyavailableinformationandnointernaldata itshouldnotbeusedandwouldmostcertainlyfailtheSunshineTest TheSunshineTest wouldyouandothersatBainbeatallconcernedifthisparticularinformationbecameverypublic e g onpage1ofTheWallStreetJournal Inordertoupdatecostinformationinthisexample itispermissibletocontactthepeopleandorganizationscontactedbytheothercaseteam Thisisatime savingstepand sincetheinformationisnotconsideredconfidential usingitwillnotcompromisetheBainworkdonefortheoriginalclient Sharingaclient sconfidentialnumberswithanothercaseteamisnotallowedunlessthenumbersaredisguised astepwhichgenerallyrendersthecomparisonuseless Maintainingtheintegrityofclient sproprietaryandconfidentialinformationisessentialtoprotectingBain sreputationasafirmandtherebyprotectingtheinterestsofourclients Ifyouhavequestionsabouttheoriginalanalysis youshouldcontacttheoperatingVPfromtheoriginalcase Answers SharingDataandResearchDoneforAnotherClient 3of3 37 professionalstandards Youhavebeenstaffedonacaseteamassignedtosegmentthecustomerbaseofaclientintheautomotiveindustry Twoyearsagoyouhelpedco