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ManagingUpward Agenda CTL vs. VP Role Mutual Dependence Mutual Success CTL Objectives Agenda Key Success Factors Drive the Value Addition (1 of 2) Drive the Value Addition (2 of 2) Find the Right Role for the VP (1 of 2) Find the Right Role for the VP (2 of 2) Collaborate Communicate Progress and Issues Agenda Take Responsibility Agree Upon How the VP Should Manage You Adjust Based on the Circumstances Agenda Key Takeaways (1 of 2) Key Takeaways (2 of 2) * bc Managing Upward BOS bc Managing Upward December 1998 Copyright? 1998 Bain Company, Inc. Jacintha Peeris Author: Contributor: Dianna Magnani Understanding the CTL’s Role Key Success Factors Taking a Proactive Approach Key Takeaways The CTL’s job is to run the case on a day-to-day basis. The VP’s job is to guide the overall relationship with the client and to step in at critical times to ensure the client’s success. Top of analytic pyramid Overall answer/implications; assigning work Day-to-day client issues Day-to-day PD Top of client pyramid Overall answer/implications Overall cause at client Exceptional (up or down) performance issues CTL Role VP Role The relationship between a VP and a CTL is one of mutual dependence. Information Analysis/output Insights Proactive approach to work Commitment Dependability Trust, honesty, and open communication Feedback and coaching Information on the client and the industry Priorities Resources Influence with client and within Bain Increasing responsibilities, challenging work Trust, honesty, and open communication What Your Supervisor Needs from You What You Need from Your Supervisor The CTL’s success will depend in part on his/her VP’s success. Your VP must succeed if you are to succeed Your VP will want you to succeed (as long as you want him/her to succeed) Your current VP has more input into your career than anyone else (more than you last VP, the senior management of the firm, the client, and former or current team members) Help Your VP Win Make