贝恩咨询岗位职责-ManagerJob1(2)

bcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSbcProfessionalStandardsMarch1998Author:PeterAmanContributors:BarbaraBjornsonLairdReedCopyright©1998Bain&Company,Inc.professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSAgenda ComplianceandIntroduction Policies Cases SourcesofadditionalinformationprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSAgenda ComplianceandIntroduction Policies Cases SourcesofadditionalinformationprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProfessionalStandardsComplianceFailuretofollowdescribedpolicieswillresultinsignificantpenalties,uptoandincludingimmediateinvoluntarytermination.professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSPolicyAreasProtecting/sharingclientinformationCompetitordatagatheringExclusivityandclientconflictHarassmentanddiscriminationInsidertradingGeneralandExpensePoliciesPolicyAreasprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProgramDescription(1of4)Whatasetofworldwideprofessionalstandards(capturedinclientservicepolicystatements)whichreinforceourcommitmenttoactingwithintegrityandhonestyspecificguidelines(capturedinclientservicepolicystatements)fortrickysituationswherethereistensionbetweendoingthebestfortheclientanddoingthe“right”thing,orbetweenneedsofmultipleclientsagroupofpeopleinthecenterandinlocalofficesdedicatedtointerpretingandapplyingthepoliciesprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProgramDescription(2of4)Why Bain’sreputationandsuccessultimatelydependsonittoensurethattheinstinctivereactiontoatrickysituationisgenerallytherightone reinforceafirmwidecommitmentto“doingtherightthing” reinforceaculturewhichembodiesintegrityandhonestythatwecanallbeproudof provideabusinessenvironmentconsistentwithfirmmanagementandemployeesvalues ProtectionfromlawsuitsprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProgramDescription(3of4)Whoeveryindividualemployee-embodiesourprofessionalstandards,thoroughlyunderstandsthemandappliesthemconsistentlyandcomprehensivelylocalofficeProfessionalStandardsProgramManager-interprets,counsels,providesfeedbacktootherofficesandtheCenterProfessionalStandardsProgramDirector(PeterAman)-centralresourcetomanageimplementationofprogramandassistdrivingofcontinuedprogramdevelopmentandimprovementProfessionalStandardsProgramOfficerandCoordinator(ColinAnderson,BarbBjornson)-centralresourcetofurtherdevelop,refine,andinterpret;mechanismformediationManagement-reinforce(actively),interpret,apply,provideincentives/disincentivesprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProgramDescription(4of4)How throughlocalresources(ProfessionalStandardsManagerscoordinatedwiththeCenter) worldwidetrainingforalllevels rolemodelingattheteamlevel localcommunicationsandmarketingcoordinatedbythecenter(e.g.,intranet) internal/externalmarketing incentivesanddisincentives BVUprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSAgenda ComplianceandIntroduction Policies Cases SourcesofadditionalinformationprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProfessionalStandardsPolicies Protectingandsharingclientinformation Competitordatagathering Exclusivityandclientconflict Harassmentanddiscrimination Insidertrading GeneralandExpensePoliciesprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProtecting&SharingClientInformation-Guidelinesclientidentityclientinternaldataproprietaryinsightspurchasedstudies(permissionmaybeoverarchingatcasestart)presentationsproposalsback-upinformationsuccessstoriesgeneralinsightsgeneraldevelopedinformationpubliclyavailableinformationInformationWhichcanandshouldbesharedWhichshouldbesharedoncesanitizedCannotbesharedwithoutexplicitpermissionfromtheclientNoconfidentialorproprietaryinformation(includingtheclient’sidentityandcharacteristicsoftherelationship),providedbyorobtainedfor,aclientmaybegiventoanyoneoutsidethecaseteam.InformationwhichisneitherproprietarynorconfidentialmaybesharedonlywiththeexpressapprovalofaBainpartnerontheoriginatingcase,andinmanycases,theclient.professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProtecting&SharingClientInformation-DisguisingInformationWhenclientinformationisprovidedtoacompetingcaseteamorwithinaPracticeArea,thematerialmustbesanitizedbyoratthedirectionoftheOperatingVPwhoisthenalsoresponsibleforapprovingthefinalproductWhenclientinformationisprovidedtoanon-competingcaseteam,theprocessofsanitizingtheinformationmaybedonebyoratthedirectionoftheVPaskingfortheinformationbuttheOperatingVPisresponsibleforapprovingthefinalproductSanitizing(ordisguising)clientinformationandapproving/disapprovingcommunicationoftheinformationistheresponsibilityoftheOperatingVPwhodidtheworkaccordingtothefollowingguidelines:professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProtecting&SharingClientInformation-DecisionRulesforDevelopedInfo.Doesthedevelopedinformationdependheavilyonclientproprietarydata/input/information Sourcedatahighlyproprietary(notpublic) Sourcedatareliantonclientinputandorinvolvement(e.g.,clientinterviews)Didclientpayasignificantportion(e.g.,>x%or>$x)ofthecostofBain’svalue-addedindevelopingtheinformation(i.e.,insightpaidforbyoneclient,notmany)?Wouldsharingtheinfopassthe“SunshineTest”?Wouldsharingtheinfopassthe“SunshineTest”?SanitizeInformationandShareitInformationMayNotbeSharedWithoutClientPermissionInformationShouldbeSharedprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSProtectingandSharingClientInformation-PolicySummary*CopyrightpermittingExternalReports Articleorreportname,date,author,etc. Newsormagazinearticle Literaturesearch ReportpurchasedbyBain(notclient) BainPresentations MethodologySlides Workplans Industryoverviewdata Strategicinsights(iftheinsightsweredevelopedovermanyclientsandnotjustone(e.g.,lessonslearnedfromaretailcustomersegmentationcase)) Strategicinsights(iftheinsightsweredevelopedforjustoneclient(e.g.,asequencingalgorithmfortwoautomanufacturers)) Internalclientdata Clientresearch/data Reportpurchasedbyclient Astudyconductedbytheclient AdataspreadsheetfromtheclientXXX*X*XXXXXXX*XXInformationthatcanandshouldbesharedClientapprovalbeforesharinginformationInformationmustbedisguisedbeforesharingSubjecttoOperatingVPapprovalprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCompetitorDataGathering-ObjectivesThegreatestamountofthehighestqualityinformationAtthelowestpossiblecostforourclientWiththehigheststandardsofprofessionalconduct(andtradeoffswillalwaysberesolvedinfavorofbusinessethicsoverdatacollectionconvenience)professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCompetitorDataGathering-Policies(1of4)Clientconfidentialitymustbeprotected.neverrevealclientnamewithoutVPandclientapprovalAllstatements,writtenorverbal,mustbetrue.LyingisneveracceptableunderanycircumstancesRefusingtoanswerquestionsispreferabletolyingBainEmployeescannotmis-representthemselves,thefirm(nameortypeofenterprise),orthetypeofresearchtheyareperformingprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCompetitorDataGathering-Policies(2of4)Interviewrespondentscanbepromisednon-sensitiveresultsofresearchonlyifsuchresultsarefurnishedasdescribedandpromisedNocompanymaybecontactedbyacaseteamforacompetitorinterviewwithoutexpressapprovalfromaVPonthecase(topreventinadvertentlycallinganotheroffice’s/team’sclientbymistake)professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCompetitorDataGathering-Policies(3of4)OnlyVPsmayapprove/signwrittenstatementswhichdescribeforcompetitorinterviewtargetsthepurposeofthequestionsorthedestination/limitationsontheuseoftheresultingdataNon-managementemployeesmaybecontactedonlywithexpressapproval(fromaVPonthecase)Wheninterviewingsomeonecurrentlyassociatedwithourclientwhopreviouslyworkedforacompetitorofourclient,Bainstaffshouldclearlycommunicatethatweexpectthemtohonortheirconfidentialitycommitmentstotheircurrent(orprevious)employerwearespecificallyaskingthemtoavoiddivulginganyinformationwhichisproprietaryorshouldbeconsideredconfidentialweareonlyaskingforinformationthattheyarecomfortabledivulgingprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCompetitorDataGathering-Policies(4of4)InnocircumstancesmayaBainemployeeofferanykindofmonetaryornon-monetaryincentiveforthepurposeofgatheringinformationBainemployeesareresponsiblefortheactionsofthosetheydirectlyorindirectlysuperviseOverarchingtestofanydecisionisalwaysthe“SunshineTest”-whethertheactionstandsupunderscrutinybyanobjective3rdparty(oronthefrontpageoftheWallStreetJournal)professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCompetitorDataGathering-Guidelines(1of3)Howdowerepresentourselves?Iam(yourname)ofBain&Company-amanagementconsultingfirmIam(yourname)ofBain&Company-IamdoingmarketresearchIam(yourname)apotentialinvestorIam(yourname)apotentialcustomerIam(yourname);wouldyougivemesomeinformationIam(yourname)abusinessschoolstudentBain&Company-amarketresearchfirmamarketresearchfirmAlwaysAcceptableAcceptableOnlywithVPandoftenclientApprovalAbsolutelyProhibitedXXXXXXXXprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCompetitorDataGathering-Guidelines(2of3)Howdoyourepresenttheclient?nomentionindustryofclientareaofinteresttoclientclientnameanythingelseWhatorganizationsdowecontact?customersindustryassociationssupplierscompetitorssecurityanalystsAlwaysAcceptableAcceptableOnlywithVPandoftenclientApprovalAbsolutelyProhibitedXXXXXXXXXXprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCompetitorDataGathering-Guidelines(3of3)Whointheorganizationdowecontact?seniormanagementmiddleandjuniormanagementnon-management(laborandclerical)Areincentivesappropriateforgatheringinformationmoneyothernon-monetaryrewardsAlwaysAcceptableAcceptableOnlywithVPandoftenclientApprovalAbsolutelyProhibitedXXXXXprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSExclusivityandClientConflict-PolicySummary(1of2)Bain&Companyisdedicatedtohelpingourclientsachieveoutstandingresults.Assuch,weprideourselvesonhavingthemostrigorousstandardsintheconsultingindustrywithrespecttoconfidentiallyandconflictofinterest.Confidentialityofdata: Ourgoalisabsoluteprotectionofproprietaryclientdata Rigorousinternalpoliciesandprocedures“Assignmentexclusivity’: Bain&Companywillnotacceptaclientassignmentworldwidewhereinourjudgmentsuccesswouldcauseanexistingclientassignmenttofail.Undermanycircumstances,thispermitsBaintoservetwocompetitorsinanindustry.However,thiswilloftenrestrictstaffingandtheofficeinvolved.Toourknowledge,nootherleadingconsultingfirmoperatesastandardthisrigorous.professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSExclusivityandClientConflict-PolicySummary(2of2)Formal“performancepartnership”: Whereappropriate,weaspiretoagreetoformal“performancepartnerships”withourclients,aimedatcreatingsustainedexceptionalclientresults.Sucharrangementsareentirelyatthebehestofourclients.A“performancepartnership”relationshipisinnowayarequirementbyBain&Company.“InternalBaingatekeeper”: AmemberoftheBain&CompanyworldwidePolicyCommitteeisdesignated“internalgatekeeper”,toensureanyissuesrelatingtopossibleconflictofinterestareresolvedinamannerfullyconsistentwithBainpoliciesandclientinterests.“Peopleexclusivity: Individualswhoareinvolvedinstrategyworkforaclientarerestrictedfromdongstrategyworkforadirectcompetitorforaminimumperiodfollowingtheendofanassignment-typicallyonetotwoyearsforseniorindividuals.professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSHarassmentandDiscrimination-PolicySummary Noemployeeshallthreatenorinsinuateanyadverseeffectswhatsoeveronanotheremployeewhoisrefusingtosubmittosexualadvances. Noemployeeshallengageinsexuallyharassingbehavior,includingpropositions,sexualcomments,sexuallydegradingterms,orthedisplayofworkplacedecorations,whichcouldpossiblyoffendanotheremployee. Noemployeesshallcreateanoffensiveorintimidatingworkenvironmentorexperiencebywords,acts,jokes,threats,orprintedmaterialswhichdemeanorshowhostilitytoanindividualrace,color,religion,gender,nationality,age,sexualorientation,ordisability.professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSInsiderTrading-PolicySummary(1of2) Ourpolicyoninsidertradingprovidesthegreatestprotectiontobothindividualemployeesaswellastothefirm(designedtopreventanyviolationsofsecuritieslaws,inadvertentorotherwise,aswellastoavoidtheappearanceofimproperconductonthepartofanyoneemployedatourfirm). Youareprohibitedfromtrading,andfromtippingotherstotrade,inacompany'sstockwhen: youknowmaterial,non-publicinformationaboutacompany;or thecompanyisaBainclient(andappearsonBain'sRestrictedList);or thecompanyisotherwiseassociatedwithBainoraBainclient(andappearsonBain'sRestrictedList) IftradingoutsidetheU.S.,youareexpectedtoadheretolocallaws;however,evenifthereisnolocalprohibitionon“insidertrading”,tradinginthestockofaBainclientisnotpermitted.professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSInsiderTrading-PolicySummary(2of2) The“RestrictedList”ofcompaniesinwhichemployeesmaynottradeismaintainedbyLocalControllers,CorporateTreasuryandpossiblytheseniorLibrarianineachlocaloffice. Ifyouownasecurity,youmay sellthesharesimmediately(assumingnoissueofinsiderinformation)or holdtheshares(eitherina“blind”trustoruntil3monthsafteryouleaveBain) inrarecircumstancesandonlywiththeapprovaloftheCenter,youmaybeabletosellasecurityontheRestrictedListwithinaprescribedwindow Theconsequencesofinsidertradingviolationscanbestaggering: civilfinesupto3timestheprofitgainedorlossavoidedbythetrading criminalfines(nomatterhowsmalltheprofit),ofupto$1million liabilitytothosedamagedbythetrading theappearanceofimproperconductcanhaveaveryseriousimpactonBain’sbusinessandfinancialresults sanctionsuptoandincludingterminationofemploymentforcauseprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSGeneralandExpensePolicies Employeesmaynotviolateanycriminalorcivillawsorregulations(federal,state,orlocal)aspartofanyworkforBain&Companyoritsclientsnormaytheyrecommend(eitherseriouslyorinjest)thattheclientviolateanycriminalorcivillawsorregulations. Bain&CompanyletterheadmayonlybeusedforBain&Companybusiness. Employeescannotacceptgiftsorpaymentsfrom3rdpartyvendors[exceptthosegenerallyacceptedinthebusinesscommunity)(e.g.,frequentflierawards)]. EmployeescannotuseBainorBaingeneratedcontactstopromoteorsellproductsofcompaniesinwhichtheyhaveamaterialinterest.GeneralPolicies: EmployeesmustfollowExpenseStandardstodeterminereimbursableexpenses.ExpensePolicies:professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSAgenda ComplianceandIntroduction Policies Cases SourcesofAdditionalInformationprofessionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCross-TeamSharingofExternalDataSources(1of3) Whiletalkingsociallywithafriendwhoisworkingforadifferentclientinthesameindustryasyourclient(telecommunications),yourfriendmentionsthathermanagerhasjustapprovedthepurchaseofa$4,000industryreport.This200pagecomprehensivedocumentisfromaresearchfirmandhasmuchofthedatathatsheneedstocompleteheranalysis.Shethinksitmightbehelpfultoyourcaseteam. Youbelievethisreportcontainsmuchofthedataandanalysisthatyouwouldneedforyourownanalysis.Yourfriendhasacopyofthereport,and,asitcontainsnoprivateorconfidentialdatafromherclient,sheasksifyouwantacopy.Additionally,sheoffersyouanumberofgeneralarticles,webpages,andliteraturesearchesontheindustrythatmightbeofsomeusetoyou.Situation:Complication:professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCross-TeamSharingofExternalDataSources(2of3) Canyouphotocopypartsofthe$4,000reportthatherBaincaseteampurchased? Canyouusethepubliclyavailablearticles,webpages,andliteraturesearchesyourfriendhasfoundeventhoughsheconductedthesearchontimethatwasbilledtoanotherclient?Questions:professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSCross-TeamSharingofExternalDataSources(3of3) IfBain,notoneofitsclients,paidforthereport,theinformationcanbesharedwithinBain.However,youshouldcheckwiththeBainlibraryandtheresearchfirmthatpublishedthereporttoensurecopyrightlawswillnotbeviolated. IfaBainclientpurchasedthereport,Bainmustsecuretheapprovalofthatclientinordertosharethereportwithanotherclient-checkwithyourVP.Typically,thetwoclientswillsplitthecostofthereport.Again,youshouldcheckwiththeBainlibraryandtheresearchfirmthatwrotethereporttoensurecopyrightlawswillnotbeviolated. Publiclyavailablearticles,webpages,andliteraturesearchescanbesharedwithyouwithapprovalofthemanageronthecase-checkwithhim/herfirst.Answers:professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSSharingDataandResearchDoneforAnotherClient(1of3) WhileresearchingthebenchmarkingworkthatBainhasdoneforitsclientsintheutilitiesindustry,youfindacasethatcontainsaninternalandexternalBDPforacompetitorfromanothercountry.AcasesummaryexistsonBRAVAbutitdoesnothaveanyofthebackupdatathatwouldbehelpfulinyoureffortstobenchmarkthecompetitorsofyourclient.ThoughthecasewasdisguisedinBRAVAitappearsthatsomeofthebestpracticesareinternaltotheBainclientforwhomtheworkwasperformed. AslidethatlistssourcesintheBRAVApresentationshowsthatmuchoftheinformationthatwascollectedforthecompetitorsisfrompublicsourceslikeOSHA,theEPA,andvariouslocalnewspapers.However,thereisdetailedcostinformationontheoldclientthatcamefromtheirfinancedepartmentaswellasaninternalreportthattheclient’soperationsgroupconducted,independentofBain,ontheircompetitors’machinerymaintenancecosts.Toensuretheaccuracyofyouranalysisandtosavetime,youproposetoyourcaseteamleaderthatyouintegratemuchofthedatafromthepreviousBDPintoyourownwork,updatinginformationwherenecessarybyusingthecontactsunearthedbytheoriginalwork.Situation:Complication:professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSSharingDataandResearchDoneforAnotherClient(2of3) CanyoucontacttheCTAontheothercaseandrequestthepubliclyavailablebackupdata? Canyouusetheotherclient’sinternalstudydoneoncompetitors’machinerymaintenancecostswiththerationalethatitdoesnotcontainanyoftheotherclient’sowndata? Canyouutilizethelistofsourcesthatthepreviousteamdeveloped? Canyourequestacopyoftheoriginalclient’sfinalpresentationandusetheaggregatednumberstheycalculatedtorealitycheckyourownwork?Questions:professionalstandardsbcCopyright©1998Bain&Company,Inc.ProfessionalStandardsBOSSharingDataandResearchDoneforAnotherClient(3of3) Obtainingthepubliclyavailablebackupdataisallowed.However,youshouldcontactyourmanagerforhis/herapprovalbeforeaskingforthedata. Usingtheinternalreportthattheotherclient’soperationsgroupconductontheircompetitors’machinerymaintenancecostsisnotpermittedasitunambiguouslybelongstotheclientandwasdevelopedusingclientresources.Evenifthereportcontainsonlyasummaryofpubliclyavailableinformationandnointernaldata,itshouldnotbeusedandwouldmostcertainlyfailtheSunshineTest.(TheSunshineTest:wouldyouandothersatBainbeatallconcernedifthisparticularinformationbecameverypublic-e.g.,onpage1ofTheWallStreetJournal.) Inordertoupdatecostin