贝恩--项目启动.ppt

bc,CaseStart-Up,December1998,Copyright1998BainbuildingstrongrelationshipswithyourVP/manager,caseteammembers,andclients;runninganeffectivecaseteamkickoffmeeting;andestablishinganefficientprocessforgettingtheworkdone.,AtBain,Attheclient,Establishclearobjectives,Preparematerialsinadvance,Managethemeetinglogistics,Learnabouttheclientandtheindustry,Understandtheclientssituationandthegoalsofthecase,BuildStrongRelationships,RunanEffectiveCaseteamKickoffMeeting,EstablishanEfficientProcess,DevelopanAnswer-FirstWorkplan,CaseStart-UpRequirements,WiththeVP/managerWithindividualcaseteammembersWiththeclientprojectleader,4,CaseStart-Up,Developinganeffectiveanswer-firstworkplaniscriticaltohavingasuccessfulcasestart-up.Somethingsyoushouldconsiderwhenpreparingaworkplanare:,UnderstandtheClientsSituationandtheGoalsoftheCase,LearnabouttheClientandtheIndustry,MeetwithVP/managertodiscuss:,objectives/deliverablesprojectscopemajorissuesapproachtiming/deadlinesclientbackground/anypreviousBainwork,CheckBRAVAandtheBVUtoseeifBainhasworkedforcompetitorsandtobecomefamiliarwiththeindustry,analyticframeworks,andanypriorworkforclient,Obtainacopyof:,Contactpracticeareaheadforinsightsandadditionalmaterials,Calllibrarytorequestliteraturesearchonclient/industryandorderrelevantsubscriptions,DevelopaRedBook,Meetwithclientprojectleadertoconfirmunderstandingofproject:,goalskeydeliverablestimingmainelementsofapproachkeydecisionsthatmustbemade,bywhom,when,DevelopanAnswer-FirstWorkplan,theproposalclientannualreportsclientproduct/servicedescriptionsclientorganizationalchartsclientindustryoverviewmaterials,5,CaseStart-Up,MeetingwiththeVP/manager,caseteammembers,andclientprojectleaderduringstart-upwillallowyouto:,AgreeoncaseobjectivesanddeliverablesEstablishanoveralltimelineandfirst-passdeadlinesNaildownrolesandresponsibilitiesObtainimportantclientinformationUnderstandteammembersprofessionaldevelopmentgoalsDiscussworkstyles,BuildStrongRelationships,6,CaseStart-Up,RoleofcaseinoverallclientrelationshipKeyplayersProcessforinteractingwithclient(meetings,presentations)Background/anypreviousBainworkSensitivitiesPotentialconflictswithotherclients,TheClient,WorkStyles,YourprofessionaldevelopmentgoalsStaffingTeamstructureandreportingrelationshipsTeammappingtoclient,FrequencyofandmethodforupdatesbetweenCTLandVP/managerbetweenBainandclientDegreeofVP/managerinvolvementwithcaseteamwithclientIfmultipleVPs/managers,divisionofresponsibilitiesResponsibilityforschedulingclientmeetings,pre-wires,andpresentations,Objectives/deliverablesProjectscopeMajorissuesApproachTiming/deadlines,TheCase,TheTeam,ThefirstmeetingyoushouldscheduleiswiththeVP/manager.Topicstodiscussinclude:,Thepreliminaryanswer-firstworkplan,BuildaStrongRelationshipwiththeVP/Manager,7,CaseStart-Up,GeneralclientbackgroundOverallcaseobjectivesanddeliverablesTiming/deadlinesPotentialworkstreams(objectives,typesofwork,amountofclientcontact),TheClientandCase,WorkStyles(YoursandTheirs),FrequencyofandmethodforupdatesLikes/dislikeslatenightslastminutecrunchesweekendworkearlymorningmeetingsTravelpreferences,Previousworkexperience/BaincasesStrengthsandweaknessesProfessionaldevelopmentgoals/skillplan/HLAsTypesofworktheylike/dislike,TheTeamMember,Meetingone-on-onewithcaseteammembersgivesyouanopportunitytocommunicateyourenthusiasmaboutthecase,tolearnabouttheirprofessionaldevelopmentgoals,andtodiscussworkstyles.,BuildStrongRelationshipswithIndividualCaseteamMembers,8,CaseStart-Up,One-on-onemeetingsarethefirststepinongoingteammanagement.,HallwayConversations,One-on-OneMeetings,Voicemails,CaseteamKick-offMeeting,Activelyseekopportunitiesforformalandinformalinteractionstokeepconnectedtotheteam,OngoingTeamInteractions,9,CaseStart-Up,FrequencyandmeansofcommunicatingdeliverablesClientsrolevs.BainsroleprovidedataanalyzedatapreparepresentationsreviewpresentationdraftsFirst-passclient/Bainteammapping,Bain/ClientRelationship,MajorMeetings,Relatedwork(clientinternalstudies,otherconsultantswork,purchasedstudiesanddata)InitialdatarequestKeyclientcontacts(names,phonenumbers,E-mailaddresses),Clientkick-offmeetingMajorpresentationsWorkingsessions,GoalsKeydeliverablesTimingMainelementsofapproachKeydecisionsthatmustbemade,bywhom,when,TheCase,ClientInformation,Meetingwiththeclientprojectleaderduringthestart-upphasewillenableyoutoreiteratethecaseobjectivesanddeliverables,discussrolesandresponsibilities,obtainnecessaryclientinformation,andscheduleimportantmeetings.,BuildaStrongRelationshipwiththeClientProjectLeader,10,CaseStart-Up,Extensivepreparationisrequiredtohaveaneffectivecaseteamkick-offmeeting.,RunanEffectiveCaseteamKickoffMeeting,PrepareMaterialsinAdvance,Bainpolicies,Content(selectslidesfromproposal,RedBook),Teamlogistics/information,Clientlogistics/Information,confidentialityrecordsmanagementtravelexpenseguidelines,contactlistdirectionshotelinformationflightschedules,casecodedistributionlistcalendarwithkeydeadlines,ManagetheMeetingLogistics,Attendance(Requiredofallconsultantstaff,includingVPs.Requiredofadministrativestaffduringgroundrulesandlogisticsdiscussions.),Meetingroom(reserveforatleasttwoandahalfhours),Breakfastorlunch,asappropriate,EstablishClearObjectives,Outlinemaingoalsofcaseandwhateachpersonsrolewillbe,Seektoappearorganizedandincontrol,Considerteamgroundrules,Thinkofwaystogenerateexcitementaboutcase,Meetingagenda,11,CaseStart-Up,TeamMemberIntroductionsCaseBackgroundcontentobjectivecriticalissuesapproachClientOverviewcompanydescriptionorganizationclientteammembersWorkplananswerfirstdeliverables/tasks/activitiesteamstructurerolesandresponsibilities,SampleAgenda(1of2),AgendaItem,TimeRequired,15minutes,15minutes,20minutes,30minutes,Hereisasampleagendaforatwoandahalfhourcaseteamkickoffmeeting.,12,CaseStart-Up,TeamGroundRulesBainPoliciesconfidentialityrecordsmanagementtravelexpenseguidelinesClientLogistics/InformationcontactlistdirectionshotelinformationflightschedulesTeamLogistics/Informationcasecodedistributionlistscalendarwithkeydeadlines,SampleAgenda(2of2),AgendaItem,TimeRequired,15minutes,25minutes,15minutes,15minutes,13,CaseStart-Up,AgendaItem,ExampleApproach,TeamMemberIntroductions,CaseBackgroundcontentobjectivescriticalissuesapproach,ClientOverviewcompanydescriptionorganizationclientteammembers,Workplananswerfirstdeliverables/tasks/activitiesteamstructurerolesandresponsibilities,Goaroundroom,askeveryonetodescribehis/herbackgroundandinterestsandwhathe/shehopestogetoutofthecaseDescribecasebackground,tellwhyyouareexcitedaboutthecaseUseslidesfromproposalandstart-upmaterialsClarifycriticalissuesandbusinessdecisions,Introduceclientcompany,includingimportantproducts/servicesShoworganizationalchart,identifyingkeyclientsDescribeclientsensitivities,Usepreparedanswer-firstlogicpyramid,anddeliverablesandtimelineslides(orhaveteambrainstormhypothesisandanswer-firstlogicpyramid)ObtaininputfromteamregardingtasksandactivitiesDiscussareasofrelativeover-emphasisorunder-emphasis”basedonclientcontextIdentifycriticalpathactivitiesandpotentialroadblocks,BringtheAgendatoLife(1of3),14,CaseStart-Up,TeamGroundRules,Brainstormlistofgroundruleswithteam.Listshouldincludethefollowingtopics:importanceofpunctualityworkstyles(nights,weekends)communicationmethods(voicemail,E-mail,fax)communicationstyles(levelofdirectness,openness)feedbackprotocols(frequency,venue)protocolsforworkingwithassistants,BringtheAgendatoLife(2of3),AgendaItem,ExampleApproach,15,CaseStart-Up,BringtheAgendatoLife(3of3),BainPolicies/ClientLogistics/TeamLogistics,Reviewrules(useofothercaseteamsmaterials,researchtechniques,experiencesharingwithotherteams)ReviewimportanceofrecordsmanagementandbasicprocedureforcaseteamfilinganddocumentarchivinganddestructionDiscussexpectedfrequencyoftravel,howtogettoclient,securitypasses/buildingaccessrulesReviewrelevanttravelandexpenseguidelinesAskforvolunteertocoordinatefirstcaseteameventDistributecalendarsincludeprojectdeadlines,scheduledclientmeetings,holidaysaskteamtoaddvacationschedules,Baininternalactivities(e.g.,training,recruiting)Scheduleregularcaseteammeetings,AgendaItem,ExampleApproach,16,CaseStart-Up,ManagingprocessdetailsatbothBainandtheclientwillensureasmoothworkflow.,AttheClient,AtBain,Askfinanceforcasecode,Workwithcaseteamassistanttoestablishproductionandcaseteamfilingprocedures,ContactMIS/ITtoestablishcaseteamfoldersonshareddrivesanddiscussanyspecificMIS/ITrequirements,Ensuregraphicshasclientlogo,Identifyclientadministrationcontacttosupportteam,Investigate