062原版咨询手册全套资料_贝恩《咨询思维和案例分析指导》_Bain Case Interview
001原版咨询手册全套资料_贝恩咨询做的全套职位描述
Controller / Director / VPJob Description:•Work closely with the company’s CFO, and ensure that all of the responsibilities pertaining to the accounting department are met•Develop and direct the activities of the professional staff involved with the financial aspects of (regional) operations, including forecasting, planning, budgeting, credit and collections, cost accounting, and financial control systems•Report to the CFO (President) and be responsible for all accounting functions•Providing analytical, budgetary & financial planninganagement/reporting support to senior m•Establishing and maintaining internal controls, external financial reporting•Interface with external auditors, handling all corporate tax matters•Coordinate and oversee the annual profit planning process•Introduce new methodologies and techniques for the use in planning and analysis •Evaluate business opportunities and their potential impact on the strategic growth of the company•Introduce and prepare financial analysis to be presented to senior management and develop interim and long-term financial forecasts•Responsible for staff development and management•Perform special analyses and presentations to senior management relating to changes in accounting rules and accounting / reporting impact of changes in business conditions•Interface with regional controller in the areas of financial reporting and accounting •Ensure compliance with tax regulations in all jurisdictions•Conceive and implement policy and procedure•Oversee expansion into other regional offices, acting as project manager for new office build-outs in finance side•Be a key business partner in the organization to ensure proper financial considerations are taken into all business decisions•Coordinate, schedule and manage resources across development and implementation teams•Develop the short-term and long-term financial strategic plans and possible public listing in 3-5 years•Ensure accuracy and timeliness of all financial reporting and Accounting operations •Improve financial management tool•Lead and support the financial analysis of the business to support decision making •Manage a small team with the highest efficiency•Manage design, development, testing and implementation of global financial system •Prepare report of customer performance and staff performance•Reengineer financial and accounting operations processes and information systems •Responsible for Finance, Accounting, Administration, Logistics in Asia Pacific•Support business and revenue growth initiatives•Direct the whole accounting operation to ensure maintenance of sound financial accounting systems meeting statutory requirements•Develop and maintain sound internal control procedures, and implement and efficient and timely reporting system•Supervise accounting team, logistic team and IT personnel•Establish annual plans and monthly forecasts meeting tight deadline•Liaise with auditors and bankersAccounting ManagerJob Description:•Supervision of all accounting and internal and external reporting function, including all required public filings•Handles all aspects of Accounts Payable, Accounts Receivable, General Ledger, and financial statement preparation•Oversee all payroll functions and coordinate information with outside payroll service •Prepare accurate month-end and year-end closings•Completes special projects per the direction of the CEO•Supervise staff accountant to ensure that all entries and analysis are accurate and completed in a timely manner•Ensure that all system interfaces to the general ledger are properly recorded•Prepare various balance sheet and income statement account reconciliation•Understand and assist the maintenance and monthly process of the company’s general ledger and report writing systems•Assist with coordination of month end and year end activities and audits•Assist in special projects as assigned•Handle all aspects of financial accounting: financial statements, budgeting, and allocating grant money•Will oversee the AP department and oversee the accounting/month end close process •Work with xxx system, including report maintenance, account maintenance and report writing•Participate in month end closes including preparation and entry of journal entries, run month end financial reports•Coordinate inclusion of different data streams such as Payroll, Accounts Receivable and Circulation Accounts Receivable•Analyze revenue and expense accounts; assist in balance sheet analysis•Corporate accounting functions: consolidations, audit, management reporting, financial analysis, and bank reconciliation•Streamline operational expenditure analysis, develop annual operating budget, provide financial and analytical information to management, and perform ad-hocproject analyses as needed•Working closely with colleagues throughout the organization to manage a complex organization with both manufacturing requirements and the delivery of e-services •Implementing the financial infrastructure needed to support an organization with planned annual revenues of xxx by fiscal year xxxFinancial Analyst (AccountingSupervisor / Assistant Manager)Job Description:•Financial analyses and comparative, detailed analyses of business plan and actual results, business development and company operating and expansion projects •Implement and maintain financial reporting system and prepare, analyze and review consolidated financial results•Provide information and value-added analysis to business managers at all levels, including the corporate office and the board of directors•Prepare financial reports, provide advice on transactions, define accounting policies, and organize/consolidate multi-year plans and annual budgets•Monitor financial controls and maintain/enhance financial reporting infrastructure•Assist in monthly financial close and budget review process•Maintenance of salary information working with Human Resources to reconcile any discrepancies•Analysis of balance sheet accounts, fixed asset accounts and expense accounts•Daily interaction with business operations staff required to support their business demands and ad hoc projects based on senior management needs to facilitatefinancial reviews•Provide support to meeting planners in the preparation of budget forecasts and the reporting of actual meeting expenditures•Process vendor invoices for payment•Respond to request for information/special projects from departmental managers •Analyze the financial statement of the division, particularly for each product being produced•Preparing consolidations packages•Prepare and analyze performance reports•Prepare annual budgets, forecast & planning & analysis for designated business unit •Analyze monthly expense variance with comments and research questions/comments from specific business unit•Produce monthly profit & loss and funds flows packages for various business units •Create reports in various software packages; perform ad hoc analysis as required •Supervise cash management system, oversee daily collections, disbursement, short term investing and borrowing, and monthly cash reporting•Capital expenditure forecast process, analyze, and report•Prepare, review, and analyze of quarterly revenue forecasts and operating expenses •Administration of bonus plans for all employees•Track and report overhead expenses, headcount, and capital additions vs. budgets •Review proposed purchasing for compliance to budget; prepare weekly cash flow forecast•Preparation of consolidated explanations of variance to budgets and forecasts for expense and capital expenditures•Preparation of consolidated major account analysis which will include prepaid assets, fixed assets, investments, intangible assets, accrued liabilities and equity •Conduct monthly meetings with department heads to review actual expenses versus budget/forecasted expenses and to revise the department forecasts appropriately •Review payroll gross to gross reconciliation and the payroll journal entries •Prepare the payroll bank reconciliationOffice ManagerJob Description:•Provides analytical and specialized administrative support associated with office operations•Deals with sensitive departmental organizational issues•Works independently with latitude to identify issues and recommend solutions•Coordinates ongoing multiple projects, orchestrates meetings, develops timelines, researches agenda items, negotiates work space, procures data/communicationsequipment, furniture, supplies and may direct clerical staff for on-site support asneeded•Researches, compiles and formats information into database and spreadsheets•Monitors project costs, timelines, staffing, space and equipment needs•Analyzes data and makes recommendations to correct variances, disseminates information to project teams/staff•Interprets policies and procedures in response to inquires•Maintains confidential company files and records, and ensures that all internal and external reports and records are kept current, complete and timely•Overseeing the daily administrative functions and workflow of the department•Acting as a liaison between department, function, clients and engagement team•Manage the daily office business details; supervise xxx staff•High degree of autonomy, and is expected to accomplish all kinds of special projects as required•Analyzing and coordinating office services such as personnel, budget preparation and control , fiscal affairs, equipment utilization, and record controls•Prepare memorandums outlining and explaining administrative procedures and policies to supervisory workers, and monitor compliance•Organize and standardizes of records such as office supply requisitions and bookkeeping, filing systems, equipment maintenance contracts, and other services •With operations team and HR, plans and prepares for new employees joining the firm with regard to standard equipment set-up•Training on office equipment, assign phone extension, assigning desk/work area, ordering business cards, adding to employee rosters, etc.•Develop office budget and supports fiscal responsibility and cost control with regard to office equipment and operations purchases•Maintains contact and nurtures relationships with internal customer and outside vendors•Formulates and coordinates specifications and requirements for vendor proposal and contracts, and other associated documents for facilities management •Manage performance within operations team (performance reviews, goal setting, counseling, coaching, training)•Mentor and advise team members as regular point of contact•Participate in career development and employee retentionExecutive SecretaryJob Description:•Arrange travel schedules, appointments, and meetings•Handle phone systems•Take care of the CFO schedule, conducting light research, attending meetings and hearings•Prepare official corporate documents and correspondence, and providing protocol support for distinguished visitors•Provide administrative support to President•Coordinate travel arrangements and conference calls•Maintain meeting and appointment schedule•Provide general clerical support: (type correspondence, faxing, mail, phones, photocopying, etc.)•Prepare presentation material using PowerPoint•Compile several monthly reports•Provide departments support as needed•Assist with follow-up and resolution of miscellaneous customer service issues•Assist in the inventory control of department supplies•Prepare mainframe computer reports, ad-hoc reports (such as shipment reviews) sales bulletins and prepares and answers routine correspondence •Interacts with customers via telephone and e-mail making professional decisions regarding customer requests and requirements (e.g. will be able to resolve first line customer inquires like basic pricing questions and/or contact appropriate parties in response to customer questions)•Perform general office duties including opening and screening mail, making travel arrangements, maintaining department’s files, and filing expense reports for Sales Department•Administers samples and specification requests from customers which includes analysis of requirements based on the request•Plans and coordinates department meetingsMarketing & Sales Director / VPJob Description:•Develop a marketing programs plan, which covers strategy, activities and budget •Hire and manage marketing programs professionals to execute all activities•Actively participate in the developm ent of the company’s positioning and key marketing messages•Act as a company spokesperson•Work closely with the product development team to identify new products and will be responsible for leading global marketing and communication strategy •Conduct and specify marketing requirements for market and customer research•Identify opportunities and develop information to define markets, market potential, competition and product requirements that are the key to success•Define and communicate strategic vision for products•Define and document product descriptions and demonstrations•Prepare press releases, end user case histories and technology white papers•Maintain product status information and knowledge of customer requested and requirements using certain processes•Help identify and develop close key vendor relationships•Work with marketing and sales staff to produce programs that exceed customer expectations in sales and customer service•Define promotion activities, advertising plans, internet broadcasting, and will push the envelope on using the latest internet technology to create a national presence •Develop a public relations campaign, strengthen the sales strategy generating new revenue streams and guide the strategic outcomes for customer service •Responsible for executing marketing strategies and providing overall direction for the company marketing effort•Development of a marketing team and the identification of new opportunities•Develop and implement promotional efforts including print advertising, product brochures, promotions, website strategy and tradeshow execution for all products and services•Corporate identity branding, developing and implementing traditional and on-line campaigns•Establish relationships with PR and advertising agencies, and developing budgets for marketing•Responsible for formulating & administering corporate policies & developing long range goals & objectives•Provide strategic direction for the marketing division including sales and marketing support staff•Optimize plan profitability and position in the marketplace•Direct the entire group and individual marketing effort including planning & forecasting, overseeing all groups sales activities, analyzing and interpreting results obtained, and taking necessary corrective action•Establishes procedures and goals for the division•Serve as a member of the senior management team providing input and direction on the company’s strategic and operational goals and objectivesMarketing ManagerJob Description :•Responsible for the development of marketing strategy and annual marketing plan to achieve financial goals of the brand•Responsible for the coordination and implementation of pricing, promotion, advertising strategy and merchandising, media and distribution•Responsible for budget management, analysis and interpretation of financial, marketing and competitive data•Search for and identify market potential for new and existing products•Establish pricing and market strategies, estimate potential sales, defines and executes promotional activities, plan and execute tactical and strategic support for productsfrom start to end•Responsible to guide the research and development and manufacturing direction of the company by understanding the market place•Support key accounts through joint sales calls and develop customer-specific product marketing strategy as needed•Act as product management ‘s “Product Champions” for the sales organization•Provide remote and on-site sales, initiated product direction presentation, product application presentations, product benefit and differentiation presentations, etc.•Provide customer feedback on current products and proposed product directions•Provide regular feedback on observed competitive presence and trends•Analyze track and understand market size segmentation growth trends and characteristics for the product line•Analyze and understand competitive products, pricing, positioning, market share, strength & weaknesses, channel, company, etc.•Provide training and product knowledge to sales staff•Work with Brand Marketing through planning stages of annual plans to provide market perspective and focus•Direct and provide input to Marketing which allows them for deliver desired / required promotional and merchandising efforts•Evaluate, recommend, plan and conduct sales and product training and materials •Maintain brand equity and positioning in all target market segments•Responsible for developing and managing channels development, buying and promotional programs necessary to enhance the growth of the strategic business unit •Develop and implement strategies and tactics to enhance the growth of the strategic business unit•Assist in the development and implementation of annual buying and rebate programs to support strategic business unit brand•Working with the appropriate marketing and/or product manager, coordinate the development and implementation of channel programs that compliment the individual brand strategies•Implement acquisition and retention activities, concept planning and development, budget and projections•Manage creative production (multi-media campaign), media buying, organize and managing procedures and personnel•Develop departmental budget and provide input to division operation budget•Set short and long-term goals, budgets and strategies for marketing functional area relative to division goals•Research, analyze and update consumers activity, sales performance and consumer trends in creating and maintaining promotional strategiesGroup Product Manager / ProductManagerJob Description:•Effectively manage all aspects of product line development, launch and maintenance •Define project plans and implementation timelines; carry through to implementation •Develop financial, sales and marketing plans and implementation schedules•Develop and lead training for sales and other company personnel•To lead the product development group to meet all commitments, include budgetary, new product delivery, and existing product enhancement•Play a leading role in the context of the overarching marketing plan•Identify and prioritize product opportunities, creating the business plan for pursuing these opportunities to define the go-to-market plan•Should be lead ideas-from product definition and requirements gathering to pricing, testing and packaging•Also be responsible for helping position the product line and creating an appropriate launch plan with strategies for messaging, communications and event attendance •Have to work with numerous constituents within the organization gaining their input and buy-in•Report to: Director of product Marketing•Work with all related groups, internal and external, to ensure successful and timely implementation of enhancements and other changes•Collect market requirements from end-users and the competitive environment, synthesize these requirements into product plan, and then work with the productdevelopment team to deliver the goods• A solid understanding and intuition for the end-user experience is critical in developing products that are easy to understand and use•Develop a team to create and execute a strategic marketing plan to support direct and channel sales•Lead the research to competition in market position technology, and strategies to keep the product on the leading edge•Work internally as well as with customers and partners to define the future of the company’s products•Have the opportunity to work with strategic partners to develop co-marketing strategies•Responsible for product management and market planning•Develop requirements for product development and champions the development process•Maximizes product performance from both revenue and customer satisfaction perspectives•Documents marketing requirements for all new product release•Primary advocate for category and feature sets for new product release•Presents market information to senior management including analysis of trade-offs between market potential and development requirements•Interface with sales, project management, industry partnership, engineering, and senior management to enhance or develop new products and services•Survey the marketplace to make feature-by-feature comparison pricing strategies •Product positioning, product launch plans, and pricing policy recommendations that result in successful market entry for new feature / function products •Development, recruiting, and alliance / partners among other areas. Work closely with multiple functions within the company to manage the brand•Serve as the primary contact to the field/sales department for product –related questions, materials and information•Develop competitive analysis and positioning relative to company products and the marketplace•Capture market requirements to help drive product development•Provide competitive support to sales and marketing groups, including providing competitor counter positioning, pricing strategies, internal sharing of competitiveinformation from other market segments, etc.•Provide regular overviews to sales team of key market directions, including collaboration in developing pricing strategies in-line with market trends, business & network directions in market, etc.Sales Manager/ SupervisorJob Description:•Manage a team of sales reps to maintain and grow existing accounts and develop new revenue opportunities in the general business market•Responsible for achieving sales goals for all product lines in the sales region, through management of outside sales representatives and branch sales staffs •Responsible for driving revenues within this region•Will be responsible for developing new accounts, managing sales reps, maintaining a strong relationship with existing customers and will cover xxx% of the North American market•Generation of product revenue on existing product lines within the commercial marketplace•Training sales force, and evaluating prospective and current competitiveness and general coverage of territory•Work to create a "high level of awareness" for company products with the sale force bya combination of in-person communication, written documents and mentoring•Provide motivation to sales team to surpass sales targets through coaching and effective training•Provide leadership and guidance to a sales team of account executives, to achieve the monthly goals and quotas•Responsible for recruiting all levels of account executives, tracking key accounts, holding sales meetings, and providing a positive working atmosphere •Responsible for retaining and expanding revenue-generating opportunities by managing the existing and expanding customer base•Research and target appropriate client leads•Become well acquainted with potential clients' strategies and marketing objectives, conduct new business presentations, structure deals for clients and write businessproposals•Generate revenue that will contribute to the sale team quarterly goals•Work with customers to resolve a sales related customer complaint, assist with sales presentations and proposals, and ensuring that all company standards are met •Conduct sales meetings, perform coach, hire, train and terminate (if necessary)•Set goals and objectives for assigned territory•Will be promoted to Regional manager in the next year if the performance is present •Responsible for developing sales plans that exceed sales objectives in assigned categories for key accounts•Responsible for closely monitoring and analyzing forecasts, POS, and report trends/shifts to organization•Continually improves company product position inside key accounts through product placement and improved customer service•Maximizing revenue and limiting expense by directing business of targeted direct channels of distribution•Managing a sales force and monitoring performance, and reporting sales activity and results to various levels of the organization•Formulating a winning sales plan which will enable the team to consistently exceed sales quotas•Direct and manage sales activities in accordance with objectives, policies and controls •Originate and implement sales procedures, programs, plans budgets, objective and customer relations programs•Develop forecasts and resolve customer problem•Supervise subordinates in execution of order analysis and processing, maintenance of records and files and the preparation of reports having to do with sales activities by customer reps, customer, sales expense, costs and other related factorsEngineering Director / VPJob Description:•Define, develop and implement competitive xxx product strategies•Manage the performance and careers of a development team consisting of hardware, software and system performance engineers, applications managers and engineers,product marketing engineers and operations managers•Manage the development process through volume production, including resource planning, budget management, development process and schedules and productintroduction•Develop processes and procedures to ensure optimal approaches are utilized in all aspects of every project in fulfillment of business unit objectives•Develop or acquire the necessary tools and technologies to drive continuous improvement and maintain a world-class development environment •Manage department spending and resources to ensure the best possible Return of Investment•Assist in setting technology and product roadmap for the business unit and the company•Responsible for all techn icals of the company’s projects•Direct an organization in the completion of cost-effective designs that perform reliably and safely to customer specifications in a timely manner•Develop understanding of company’s business objectives and transfer understa nding to members of engineering team•Institutionalize processes / procedures to ensure organizational goals are met•Establish new approach in engineering group to accept standardized designs as valid methodology•Ensure appropriate level of test, reviews, etc. is allocated to each project•Implement productivity improvement measures and efficiently distribute workload •Implement external and internal benchmarking program focused on discovering and formalizing best practice approach•Ensure engineering designs achieve high level of manufacturability•Analyze organization to discover skills/talents of individuals, structure of positions, and reporting relationships and accountability•Determine best way to manage resources for maximum productivity•Develop department to its full potential•Provide support to marketing with technical input and helping to establish credibility with customers•Establish relevant product specifications for various product releases•Interface with customers/engineering staff to resolveproblems/discrepancies/concerns regarding project plans/delivery schedules •Arranges and leads designated cross-functional programs through mew product development process。
012原版咨询手册全套资料_贝恩咨询_有效沟通-cmnctnstl2(49页)
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Source: Tannen, Deborah, “Talking From 9 to 5”, Avon Books, 1994; Tannen, Deborah, “You Just Don’t Understand”, Ballantine Books, New York, 1990
cmnctnstl2 2
Source: Tannen, Deborah, “Talking From 9 to 5”, Avon Books, 1994; Tannen, Deborah, “You Just Don’t Understand”, Ballantine Books, New York, 1990
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cmnctnstl2 4
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cmnctnstl2 3
Communication Styles Analyzing Style - Getting Credit for Your Ideas (2 of 2)
• Isabelle’s comments did not get heard
– introduced her idea indirectly, using a disclaimer “this probably won’t work but…”
• John recognized the ritual
– heard praise as first step of pattern appreciated tact of approach
– understood that criticism was the main message
• Al assumed feedback would be direct
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cmnctnstl2 1
033原版咨询手册全套资料_贝恩咨询_分析方法-valuechain1(PPT 25页)
Material Preparation
Conversion
Final Assembly
Quality Assurance
Packaging
•Process Re-engineering •Cost Analysis
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valuCeHchI ainValue Chain 6
Value Chain Analysis
•Competitive differentiation •Drawing business
boundaries
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valuCeHchI ainValue Chain 5
Value Chain Analysis
The scope of the value chain depends largely on the purpose for which the tool is being used.
–gain cost advantage/improve performance –increase competitive differentiation
•Value chain analysis is an analytical tool which can help provide
clarity to consultants and clients
Value Chain Scope
System or Industry Value Chain:
Inputs (Supplier)
Conversion (Manufacturer)
Distribution (Distributor/
Retailer)
Consumption (End-User)
042原版咨询手册全套资料_贝恩咨询_分析方法-Penetration Curve (PPT 15页)
• Determining product management or phase-out, given the speed of new products’
adoption
BOS
7
Penetration Curves
• Concept • Application •Case example • Methodology
Decline
The decline of the product, driven by complete substitution for or replacement with another product
Time
BOS
4
Penetration Curves
Characteristics of Penetration Curves
• How large is the market for H. Pylori tests over time?
BOS
9
Penetration Curves
Disguised Case Situation (2 of 2)
Combining secondary research with surveys, the team obtained a few historic penetration points, as well as the projected saturation point.
Research:
• A search of the existing literature revealed that in 1995, only 5% of doctors
were testing patients suspected of having an ulcer for H. Pylori
025原版咨询手册全套资料_贝恩咨询_岗位职责-ManagerJobs(59页)
Program Description (2 of 4)
• Why
– Bain’s reputation and success ultimately depends on it to ensure that the instinctive reaction to a tricky situation is generally the right one reinforce a firm wide commitment to “doing the right thing” reinforce a culture which embodies integrity and honesty that we can all be proud of provide a business environment consistent with firm management and employees values
– Management - reinforce (actively), interpret, apply, provide incentives/disincentives
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BOS professionalstandards 4
Professional Standards
Policy Areas
Policy Areas
Protecting / sharing client
information
Competitor data
gathering
Exclusivity and client
Professional Standards Compliance
Failure to follow described policies will result in significant penalties, up to and including immediate involuntary termination.
贝恩咨询分析方法-bainmath-专业PPT文档
Application: The concept of proportion can be used to project SG&A costs in 1999, given revenue in 1996, SG&A costs in 1996, and revenue in 1999 (assuming SG&A and revenue in 1999 are proportional to SG&A and revenue in 1996)
BOS CU7112997ECA 8 Copyright© 1998 Bain & Company, Inc.
Bain Math
Inflation - Real vs. Nominal Figures
Whether you should use real (constant) figures or nominal (current) figures depends on the situation and the client’s preference.
•Financial math
•Statistical math
Agenda
BOS CU7112997ECA 3 Copyright© 1998 Bain & Company, Inc.
Bain Math
Ratio
Definition: Application:
The
ratio
of
A
to
B
is
written
of currency.
• If an item cost $1.00 in 1997 and cost $1.03 in 1998, inflation was 3%
贝恩咨询公司全面资料,面试必备
目录应届生求职网简介 (2)第一章贝恩（Bain）简介 (4)1.1贝恩（Bain）信息框图 (4)1.2贝恩（Bain）概况 (4)1.3贝恩（Bain）企业文化 (5)1.4贝恩（Bain）组织结构 (5)1.5 贝恩（Bain）开展业务 (6)1.6 贝恩（Bain）竞争对手 (6)1.7 贝恩（Bain）历史 (6)1.8 贝恩（Bain）领导者介绍 (7)1.9 贝恩（Bain）发展战略 (7)1.10贝恩（Bain）生涯管理 (7)第二章贝恩面试资料 (8)2.1贝恩2010面试经验分享 (8)2.1.1贝恩面试交流会 (8)2.1.2上海BAIN-PTA面试 (9)2.1.3 贝恩PTA面试 (9)2.1.4 Bain Pre-talk面经 (10)2.1.5 Bain SH Telephone Pretalk (10)2.2贝恩2008-2009面试经验分享 (11)2.2.1贝恩（Bain）面试问题 (11)2.2.2 Bain面经 (11)2.2.3贝恩（Bain）咨询之路 (13)第三章贝恩综合求职经验 (15)3.1 贝恩FAQ (15)3.2 my life in Bain (15)3.3 贝恩高级咨询顾问典型的一天 (16)附录：更多求职精华资料推荐 (18)内容声明：本文由应届生求职网（）收集、整理、编辑，内容来自于相关企业的官方网站及论坛热心同学贡献，内容属于我们广大的求职同学，欢迎大家与同学好友分享，让更多同学得益，此为编写这套应届生实习大礼包2011的本义。
祝所有同学都能顺利找到合适的工作！应届生求职网济效益。
把企业看作一个完整、密切相关的整体。
帮助企业寻找投资机会，以期更快更高的收益和更持久的成长。
帮助企业做出战略、组织、运营、技术和并购等重大决策。
如果合适，贝恩还进一步帮助企业决策——这意味着从根本上改变企业。
当与那些对现状不满的客户合作时，贝恩才是最成功的。
008原版咨询手册全套资料_贝恩咨询_业绩评估-PerformanceReviewCriteria
– effectively present analysis, persuading and motivating clients to act
– build collaborative relationships with clients; gain expert status
– perform effective reality checks and quality control
– leverage Bain tools when required
– use business judgment to develop persuasive conclusions and insights
appropriately; leverage
– help orchestrate Bain-client relationship
– build consensus on work, answer, action implications
– drive clients to act
their time, give feedback, and use them as sounding board
– suggest additional analysis and next steps for continued value creation
• Demonstrate clear, logical written
and oral communication
• Earn clients’ respect in joint as
– provide PD opportunities
020原版咨询手册全套资料_贝恩咨询_岗位职责-Great Consultant(24页)
This module aims to tell you what you really can expect and what is expected of you.
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Great Consultant 9
How to be a Great Consultant
Mission and Expectations
…treat the Bain job as an extension of school. Like courses and professors, cases
and team leaders are good or bad. Case work is an assignment, not a personal
If in doubt, ask about the expectations of the people you work with.
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Great Consultant 5
How to be a Great Consultant Successful Consultants: Bain VPs’ Perspectives
Office
New Consultant
Client
“What does she bring to the party?”
“Is he a team player?”
Caseteam
“Is he arrogant or can I work with him?”
“Is she cooperative enough to integrate into the team and to add own value quickly?”
This mission demands
027原版咨询手册全套资料_贝恩咨询_分析方法-Reengineering5(PPT 59页)
Unsuccessful Reengineering Programs
(~2/3 of all programs)
Example s from Public Sources:
• Pacific Telesis / Pacific Bell
• Levi Strauss & Co.
Bain Value-Added
• Objective, outsider’s perspective • Creative “out of the box” thinking • Experience in reengineering and
corporate transformation
• Coaching and training • Dedicated team to ensure that
Reengineering
•Objectives •Reengineering Introduction
–definition –significance –Bain’s reengineering practice
•Reengineering Process •Example
•Defense Co. •Exercise
radical redesign of an entire business system (core processes)
• Achieving substantive improvement
in critical performance measures (cost, customer service, capital, etc.)
•Defense Co. •Exercise
021原版咨询手册全套资料_贝恩咨询_岗位职责-Great AC(52页)
Agenda
GreatAC 3
How to be a Great AC
Bain caseteams address a considerable range of strategic issues.
Types of Strategic Issues
Strategy consulting
Corporate strategy
• Size rental car market based on secondary research and customer surveys
• Splice and dice client customer database to establish segments
• Research other companies’ retention programs (e.g., airlines' frequent flyer)
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How to be a Great AC
Copyright© 1998 Bain & Company, Inc.
How to be a Great AC
•Getting the job done •Managing up •The perfect client meeting •Developing personal style •Building a rewarding career •Key takeaways
Agenda
GreatAC 2
How to be a Great AC
•Getting the job done •Managing up •The perfect client meeting •Developing personal style •Building a rewarding career •Key takeaways
064原版咨询手册全套资料_贝恩《Case Interview》11页
Framework
• Cost of Goods Sold (COGS)
– Multi-channel approach in order to increase volume and decrease unit costs
• Sales, General & Administrative (SG&A)
– Mail Order: historically have focused on this channel; now moving online
– Retail stores: off-line consolidation; moving online – Internet: Many Internet-only retailers
• Explore broader issues to determine if channel segmentation is appropriate during analysis
– Same product competing in overall market – Channels may have cost advantages
– Easy returns at over 400 stores nationwide – Professional advice from entertainment associates
Recommendation
Consider alternatives
• Target new customers with trials and promotions
• Cross channel promotions
– Virtual coupons in direct mailer – Long-term coupon plan to build repeat purchases – Friends & family programs
061原版咨询手册全套资料_贝恩《 Management Tools XX Highlights》23页
iCustomer Segmentation iCustomer Surveys iDownsizing
iEconomic Value-Added Analysis iGrowth Strategies iKnowledge Management iMerger Integration Teams iMission and Vision Statements iOutsourcing iPay-for-Performance iReengineering iStock Buybacks iStrategic Alliances iStrategic Planning iSupply Chain Integration iTotal Quality Management
20
15.8 15
16.2
10
5
0 North
America
Respondents: 284
Europe 170
17.5
Asia 133
14.3
South America
72
BOS
“Compass-setting” tools saw highest use
Strategic Planning Benchmarking Mission and Vision Statements Customer Segmentation Outsourcing Customer Surveys Customer Relationship Management Corporate Code of Ethics Growth Strategies Pay-for-Performance Core Competencies Contingency Planning Strategic Alliances Change Management Programs Knowledge Management Balanced Scorecard Downsizing Total Quality Management Reengineering Supply Chain Integration Economic Value-Added Analysis Activity Based Management Merger Integration Teams Corporate Venturing Stock Buybacks
009原版咨询手册全套资料_贝恩咨询_有效沟通-clientskills(32页)
Agenda
Clientskills.ppt6
Client Skills
Client Process Objectives
The basic objective of the client process is to structure, schedule, and staff a series of interactions so that:
Bain Vision
•Partnership •Common objective •Right issues addressed •Significant value implemented (conceivable vs. achievable) •Leadership to sustain
– Bain – client
Major/senior client presentations
Pre-wires
Clientskills.ppt13
Client Skills Later-Stage Meetings (2 of 2)
The new “Bainie” typically has two assignments/responsibilities in afterstage meetings: fulfilling a particular role and ensuring that all logistical needs are met.
•Objectives •Client process •On-site at the clients •Relationship building •Key takeaways
Agenda
Clientskills.ppt3
Client Skills
顾问咨询指南(doc82页)
目录TABLE OF CONTENTS背景 BACKGROUND (4)了解本指南 UNDERSTANDING THIS GUIDE (6)八模块企业发展阶梯 THE 8 MODULE BUSINESS DEVELOPMENT LADDER (9)模块一：了解你的企业 MODULE 1: UNDERSTANDING WHAT BUSINESS YOU ARE IN (10)概述O VERVIEW (10)主要学习目标K EY L EARNING O BJECTIVES (11)工具T OOLS (12)典型的模块一程序T YPICAL M ODULE 1P ROGRAM (13)需完成的任务T ASKS TO B E C OMPLETED (14)模块二:了解顾客、市场和产品 MODULE 2: UNDERSTANDING THE CUSTOMERS， MARKETS AND PRODUCTS (29)概述O VERVIEW (29)主要学习目标K EY L EARNING O BJECTIVES (30)工具T OOLS (31)典型模块二程序T YPICAL M ODULE 2P ROGRAM (33)需完成的任务T ASKS TO B E C OMPLETED (34)模块三:确定商业模式 MODULE 3: DEFINING THE BUSINESS MODEL (50)概述O VERVIEW (50)主要学习目标K EY L EARNING O BJECTIVES (51)工具T OOLS (52)典型的模块三程序T YPICAL M ODULE 3P ROGRAM (54)需完成的任务T ASKS TO B E C OMPLETED (54)需完成的任务T ASKS TO B E C OMPLETED (55)模块四:员工授权 MODULE 4: TEAM EMPOWERMENT (71)对企业业绩进行管理M ANAGING O RGANISATIONAL P ERFORMANCE (72)主要学习目标K EY L EARNING O BJECTIVES (73)工具T OOLS (74)需完成的任务T ASKS TO B E C OMPLETED (77)模块五:市场营销战略计划 MODULE 5: STRATEGIC MARKETING PLAN (93)概述O VERVIEW (93)主要学习目标K EY L EARNING O BJECTIVES (94)工具T OOLS (95)典型的模块五程序T YPICAL M ODULE 5P ROGRAM (97)需完成的任务T ASKS TO B E C OMPLETED (98)模块六:企业系统化 MODULE 6: BUSINESS INDEPENDENCE (114)概述O VERVIEW (114)主要学习目标K EY L EARNING O BJECTIVES (116)工具T OOLS (117)典型的模块六程序T YPICAL M ODULE 6P ROGRAM (119)需完成的任务T ASKS TO B E C OMPLETED (120)模块七:组织结构，知识，环境管理和技术应用战略 MODULE 7: ORGANISATIONAL STRUCTURE， KNOWLEDGE， ENVIRONMENTAL MANAGEMENT AND TECHNOLOGY STRATEGIES (136)概述O VERVIEW (136)主要学习目标K EY L EARNING O BJECTIVES (138)工具T OOLS (139)典型的模块七程序T YPICAL M ODULE 7P ROGRAM (141)需完成的任务T ASKS TO B E C OMPLETED (142)模块八:反馈和持续改善 MODULE 8: FEEDBACK AND CONTINUOUS IMPROVEMENT (158)概述O VERVIEW (158)学习目标L EARNING O BJECTIVES (159)工具T OOLS (160)典型的模块八程序T YPICAL M ODULE 8P ROGRAM (162)需完成的任务T ASKS TO B E C OMPLETED (162)需完成的任务T ASKS TO B E C OMPLETED (163)注NOTES (179)注NOTES (180)注NOTES (181)注NOTES (182)背景Background本指南旨在为咨询顾问公司和其它商业服务机构提供技术和方法，使他们能够成功地为中小企业提供咨询服务。
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Case Interview
We value the case interview process as a means for us to get to know each other better. It is a chance for you to show us how you think through a real business problem and for us to give you an example of the kinds of work we see everyday. For this reason, our interviewers prepare their interviews based on real cases and tend not to rely on brainteasers or theoretical problems.
What are they typically like?
A good case interview should be an enjoyable and thoughtful discussion of business issues and problem-solving techniques. We are not looking for a "right answer" or asking you to spit back memorized business terms, current events or well-known frameworks. Rather, we hope to see a good dose of problem-solving skills, creativity and common sense. A good interview will be fun and full of energy!
How do you ace the case?
Your answer should reflect structured thinking in which you:
•Break the problem down
•Focus by prioritizing which areas to investigate
•Demonstrate clear analytic evidence based on assumptions, math and logic
•Make an actual recommendation
At Bain, we look for recommendations that are actions designed to generate results, not merely academic answers. Click on one of the interactive cases above (based, as usual, on a real case) and we will go through these steps together.
Follow the case:
1. Introduce the client situation
2. Develop an approach
3. Estimate/discuss relevant facts
4. Synthesize conclusions
5. Make a recommendation and discuss
Case I
Think about what information you need to answer these questions. Select 5 facts/issues that you would like to investigate from the list below.
❑Size and growth of IBC sales in Asia
❑Projected size of Asian tire market
❑Profitability of new sales offices over time
❑Acme Packaging's customer acquisition costs versus competitors
❑Market share of worldwide IBC market by geography
❑Customer purchasing criteria
❑Market share and growth of IBC sales in Asia by customer industry
❑Current and historical income statement for Acme Packaging
❑Gulf Partner's current portfolio
❑Potential buyers of Acme Packaging in 5 years
❑Worldwide IBC pricing trends
1.Can Acme Packaging double its operating income by year 5 (2006)? Bain's recommended answer is below:
Make a Recommendation and discuss.
Bain's Ranking and Rationale for Gulf Partners' growth opportunities
are below.
1. Expand presence in Asia by increasing sales in non-rubber
customer industries
- The chemical IBC industry in Asia is larger than the rubber IBC
industry and is increasing at a faster rate. The market is fairly
fragmented, and a fragmented market is easier to penetrate than a
market dominated by st rong competitors. Acme’s presence in the
chemical industry, as well as other companies selling across
industries, indicates that selling across industries is possible.
2. Aggressively increase market share within the rubber IBC
market in Asia
- Acme currently has a 65% share in the rubber IBC market.
Although Acme could leverage its current position to gain additional
market share, the opportunity is not large. The remaining market
share is divided between only two companies, and the remaining
customers may not be as profitable.
3. Enter new geographical markets by opening sales offices outside Asia
- Europe represents a growing but heavily consolidated market. 80% of Europe’s IBC sales go to five companies. Acme Packaging would have difficulty penetrating a market dominated by strong competitors.
- Although the United States is a more fragmented market, the growth rate is 3x less than the growth in Asia. Furthermore, entering the U.S. versus growing share in Asia would be less profitable for Acme Packaging based on the financials of new sales offices.
- A new office does not yield profit until year 4, and since Gulf Partners wants to sell the business within five years, they are probably more interested in short-term growth opportunities.。