Developer:DaphneLiReviewer:SusanLonerganCarthaO’HareJohnClarkebcHowtobeaGreatACMarch1998Copyright©1998Bain&Company,Inc.2Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatAC•Gettingthejobdone•Managingup•Theperfectclientmeeting•Developingpersonalstyle•Buildingarewardingcareer•KeytakeawaysAgenda3Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatAC•Gettingthejobdone•Managingup•Theperfectclientmeeting•Developingpersonalstyle•Buildingarewardingcareer•KeytakeawaysAgenda4Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatACBaincaseteamsaddressaconsiderablerangeofstrategicissues.StrategyconsultingCorporatestrategyBusinessunitstrategyPerformanceimprovement•Howshouldacompanywithmanybusinessesachieveitsgrowthobjectives?•Howshouldabusinessunitrespondtoitscompetitors?•Howmanymanufacturingplantsdoesacompanyneed?•Whatproductsshouldclientproduceineachplant?Example:TypesofStrategicIssues5Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatACCompoutekAxels-4-RentBusinessproblem:Answer:First-yearACworkstream:Lengthofcase:ACtravel:Businessunitstrategy(PCbusinessunit)•ExittheretailPCmarket•Cutcoststhroughcomplexityreduction•Implementprocessandorganizationredesign•PhonecompetitorstogatherdataaboutthePCmarket•Analyzeclientdatarelatingtoaccountsreceivableandinventoryturns•BuildeconomicmodelThreemonthsMonthlylocalvisitstoclienttogatherdataandattendmeetingsCorporatestrategy(growthstrategy)•Targetandretainmostprofitablecustomersthroughmarketingprogramsandtravelagentcommissionstructures•Focusoncorporateaccountsthatarealreadypenetrated,butarecurrentlyunderperforminginsharetargets•Sizerentalcarmarketbasedonsecondaryresearchandcustomersurveys•Spliceanddiceclientcustomerdatabasetoestablishsegments•Researchothercompanies’retentionprograms(e.g.,airlines'frequentflyer)SixmonthsWeeklytripstoNYCforclienttaskforcemeetingsExampleofCaseteamAssignments6Copyright©1998Bain&Company,Inc.GreatACHowtobeaGreatACCaseteamCoordinatorVice-PresidentManager/CTLExperiencedConsultant...
