文档介绍：bc
Managing Upward
December 1998
Copyright© 1998 Bain & Company, Inc.
Jacintha Peeris
Author:
Contributor:
Dianna Magnani
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Agenda
Understanding the CTL’s Role
Key ess Factors
Taking a Proactive Approach
Key Takeaways
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CTL vs. VP Role
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 ess.
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
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Mutual Dependence
The relationship between a VP and a CTL is one of mutual dependence.
Information
Analysis/output
Insights
Proactive approach to mitment
Dependability
Trust, honesty, and munication
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 munication
What Your Supervisor Needs from You
What You Need from Your Supervisor
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Mutual ess
The CTL’s ess will depend in part on his/her VP’s ess.
Your VP must eed if you are to eed
Your VP will want you to eed (as long as you want him/her to eed)
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)
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CTL Objectives
Help Your VP Win
Make Your VP Redundant
and
As a CTL, your objectives are twofold:
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Agenda
Understanding the CTL’s Role
Key ess Factors
Taking a Proactive Approach
Key Takeaways
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ManagingUpward
Key ess Factors
VPs cite four key ess factors for managing upward.
Assume full responsibility for driving the value