贝恩-沟通方法-有效沟通-clientskills001.ppt

CU79802T8W01- Agenda Agenda Objective Bain Vision Agenda Client Process Objectives A Typical Strategy Case Data-Gathering Interactions Data Gathering Prep List (1 of 2) Data Gathering Prep List (2 of 2) Empathy: Time/Attention Imbalance Later-Stage Meetings (1 of 2) Later-Stage Meetings (2 of 2) Agenda On-Site at the Client On-site at the Client: Do’s On-site at the Client: Don’ts Agenda Relationship Building: Manager/VP Survey Most Effective Consultants Least Effective Consultants Dos and Donts” (1 of 3) Dos and Donts” (2 of 3) “Do’s and Don’ts” (3 of 3) Handling Sensitive Questions Sensitive Questions and Possible Answers (1 of 4) Sensitive Questions and Possible Answers (2 of 4) Sensitive Questions and Possible Answers (3 of 4) Sensitive Questions and Possible Answers (4 of 4) Agenda Key Takeaways CU79802T8W01- Objectives Client process On-site at the clients Relationship building Key takeaways Client Skills Clientskills.ppt Copyright? 1998 Bain Company, Inc. * LAO CU7030298IMB Author: Jeff Meltin Contributors: Susan Lonergan, Peter Fisher  bc Client Skills March 1998 Copyright? 1998 Bain Company, Inc. CU79802T8W01- Objectives Client process On-site at the clients Relationship building Key takeaways CU79802T8W01- Objectives Client process On-site at the clients Relationship building Key takeaways 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. Turner Professor, HBS Partnership Common objective Right issues addressed Significant value implemented (conceivable vs. achievable) Leadership to sustain Bain client System