bc November 1998 Copyright? 1998 Bain & Company, Inc. The Manager Job 2 TheManagerJob Job Description Seven key components make a successful manager. Value addition: Demonstrate ability to solve clients’ toughest problems Achieve real value and results Demonstrate skills in different client and analytical situations Revenue: Serve existing revenue base effectively Contribute to revenue generation Team management and development: Have a process that is effective in delivering results Develop people; build organizational capability Establish productive relationships with Partners Client asset sustainability: Demonstrate leadership in helping to create, manage, and expand high quality flagship relationships Have significant influence on key client leaders Develop advisor relationships with key client leaders Senior client influence: Are viewed as a business advisor to increasingly senior clients Drive clients to take action in multiple situations; do so in multiple client relationships Asset building: Contribute to people, products, client development/brand, office leadership Partnership values: Are viewed as a leader in the office Are recognized as a team player Adhere to operating principles Are viewed as a good corporate citizen Component Description 3 TheManagerJob Value Addition Guidelines Demonstrate ability to solve clients’ toughest problems (generate brilliant insights) strategy operations implementation Achieve real value and results (package insights to move client to act) NPV stock price Demonstrate skills in different client and analytical situations new client vs. existing client small client vs. large client strategy vs. operations For promotion to Vice President: have demonstrated consistent success over a sustained period as a manager (looking back over 2+ years) have received positive references/testimonials from senior clients have been successful while managing multiple case teams and workstreams have demonstrated breakthrough thinking worthy of “Best of Bain” Overall and versus key competitors 4 TheManagerJob Revenue Guidelines Serve existing revenue base effectively teams able to manage scale teams able to manage multiple teams clients able to handle complex cases able to manage multiple clients Contribute to revenue generation identify opportunities for follow-on work write successful proposals manage the client process assist in closing sales For promotion to Vice President: have managed multiple caseteams and workstreams effectively have played a significant role with a strategic client (either existing client or new client/client development)