某咨询有效沟通clientskills.pptx

Author: Jeff MeltinContributors: Susan Lonergan, Peter Fisher  bcClient SkillsMarch 1998Copyright? 1998 Bain Company, Inc. 1CU7030298IMB ObjectivesClient processOn-site at the clientsRelationship buildingKey takeawaysAgenda2CU79802T8W01- ObjectivesClient processOn-site at the clientsRelationship buildingKey takeawaysAgenda3CU79802T8W01- The idea that consulting depends solely on analytical expertise and on ability to present convincing reports is losing ground, partly because there are now more people within organizations with the required analytic techniques than in the boom years of ‘strategy consulting’.Increasingly, the best management consultants define their objective as not just recommending solutions but also helping institutionalize more effective management processes.”Arthur N. TurnerProfessor, HBSObjective4CU79802T8W01-.ppt PartnershipCommon objectiveRight issues addressedSignificant value implemented (conceivable vs. achievable)Leadership to sustainBainclientSystems integratedClient capability enhancementValue and cost calculatedThe Bain vision of the most productive client relationship and single-minded dedication to achieving it with our client:Bain Vision5CU79802T8W01-.ppt ObjectivesClient processOn-site at the clientsRelationship buildingKey takeawaysAgenda6CU79802T8W01- The basic objective of the client process is to structure, schedule, and staff a series of interactions so that:Bain continually builds credibilityThe client moves toward action or actsPersonal relationships can be builtClient Process Objectives7CU79802T8W01-.ppt Major/senior client presentationsPre-wiresData gatheringAnalysis updates/check-insThe typical client process on a Bain strategy case will cycle through four types of meetings/interactions.A Typical Strategy Case8CU79802T8W01-.ppt New Bainies often handle data-gathering interactions independently.Obtain the required data in the required timediscover the best datamotivate the client to prov