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bc November1998 Copyright 1998Bain Company Inc TheManagerJob 2 TheManagerJob JobDescription Sevenkeycomponentsmakeasuccessfulmanager Valueaddition Demonstrateabilitytosolveclients toughestproblemsAchieverealvalueandresultsDemonstrateskillsindifferentclientandanalyticalsituations Revenue ServeexistingrevenuebaseeffectivelyContributetorevenuegeneration Teammanagementanddevelopment HaveaprocessthatiseffectiveindeliveringresultsDeveloppeople buildorganizationalcapabilityEstablishproductiverelationshipswithPartners Clientassetsustainability Demonstrateleadershipinhelpingtocreate manage andexpandhighqualityflagshiprelationshipsHavesignificantinfluenceonkeyclientleadersDevelopadvisorrelationshipswithkeyclientleaders Seniorclientinfluence AreviewedasabusinessadvisortoincreasinglyseniorclientsDriveclientstotakeactioninmultiplesituations dosoinmultipleclientrelationships Assetbuilding Contributetopeople products clientdevelopment brand officeleadership Partnershipvalues AreviewedasaleaderintheofficeArerecognizedasateamplayerAdheretooperatingprinciplesAreviewedasagoodcorporatecitizen Component Description 3 TheManagerJob ValueAdditionGuidelines Demonstrateabilitytosolveclients toughestproblems generatebrilliantinsights strategyoperationsimplementationAchieverealvalueandresults packageinsightstomoveclienttoact NPVstockpriceDemonstrateskillsindifferentclientandanalyticalsituationsnewclientvs existingclientsmallclientvs largeclientstrategyvs operations ForpromotiontoVicePresident havedemonstratedconsistentsuccessoverasustainedperiodasamanager lookingbackover2 years havereceivedpositivereferences testimonialsfromseniorclientshavebeensuccessfulwhilemanagingmultiplecaseteamsandworkstreamshavedemonstratedbreakthroughthinkingworthyof BestofBain Overallandversuskeycompetitors 4 TheManagerJob RevenueGuidelines ServeexistingrevenuebaseeffectivelyteamsabletomanagescaleteamsabletomanagemultipleteamsclientsabletohandlecomplexcasesabletomanagemultipleclientsContributetorevenuegenerationidentifyopportunitiesforfollow onworkwritesuccessfulproposalsmanagetheclientprocessassistinclosingsales ForpromotiontoVicePresident havemanagedmultiplecaseteamsandworkstreamseffectivelyhaveplayedasignificantrolewithastrategicclient eitherexistingclientornewclient clientdevelopment 5 TheManagerJob ClientAssetSustainabilityGuidelines Demonstrateleadershipinhelpingtocreate manage andexpandhighqualityflagshiprelationships drivesignificantvalueonrepeatcases Havesignificantinfluenceonkeyclientleaders helpdrivestrategicagendaandthoughtprocesses Developadvisorrelationshipswithkeyclientleaders abletohelpclientsdeterminewhereadditionalworkwouldbeappropriate viewedasanexpertaskedforadviceonabroadrangeofbusinessissuesvaluedasageneralcoach ForpromotiontoVicePresident havedrivenmultipleflagshiprelationshipsovertimeataCEO Executivelevelarehighlyvaluedbyseniorclients testimonials references 6 TheManagerJob SeniorClientInfluenceGuidelines AreviewedasabusinessadvisortoincreasinglyseniorclientsviewedasanexpertinmanyareasviewedasanadvisoronmanytopicsDriveclientstotakeactioninmultiplesituations dosoinmultipleclientrelationships ForpromotiontoVicePresident haveplayedasignificantrolewithseniorclientexecutives decisionmakersarehighlyvaluedbyseniorclients references testimonials irreplaceable toseniorclientshaveprovenabilityinexistingandnewclientsituations 7 TheManagerJob TeamManagementandDevelopmentGuidelines HaveaprocessthatiseffectiveindeliveringresultsmotivatedteamlowyieldlossDeveloppeople buildorganizationalcapabilityconsultingstaff advisor coach mentor administrativestaff advisor coach mentor EstablishproductiverelationshipswithPartners ForpromotiontoVicePresident averageoraboveaveragecaseteamscoresandupwardfeedbackovertime 12 24months respected admiredbypeersandsubordinates 8 TheManagerJob AssetBuildingGuidelines ForpromotiontoVicePresident exemplarycontributioninoneareaaboveaveragecontributioninmorethanonearea Herearesomewaystocontributetoassetbuilding CaseteamprocessesAdvisorprocessesTrainingRecruitingOfficeleadershipCorporatecitizenship generalconnectedness PeopleAssets Practice capabilityareacontributionsBRAVAcontributionsBDPs how todocumentsforcapabilityareas ProductAssets Contributions non staffed toclientdevelopmentMarketing speeches articles networking ClientDevelopment Brand Infrastructureinitiatives graphics library IT travel Generalofficeleadership presence positiveforceforchange OfficeLeadership InvestmentclubDealgeneration Other 9 TheManager
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