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1、Managing Upward,Jacintha Peeris,Author:,Contributor:,Dianna Magnani,2,ManagingUpward,Agenda,Understanding the CTLs RoleKey Success FactorsTaking a Proactive ApproachKey Takeaways,3,ManagingUpward,CTL vs.VP Role,The CTLs job is to run the case on a day-to-day basis.The VPs job is to guide the overall
2、 relationship with the client and to step in at critical times to ensure the clients success.,Top of analytic pyramidOverall answer/implications;assigning workDay-to-day client issuesDay-to-day PD,Top of client pyramidOverall answer/implicationsOverall cause at clientExceptional(up or down)performan
3、ce issues,CTL Role,VP Role,4,ManagingUpward,Mutual Dependence,The relationship between a VP and a CTL is one of mutual dependence.,Information Analysis/outputInsightsProactive approach to workCommitmentDependabilityTrust,honesty,and open communication,Feedback and coachingInformation on the client a
4、nd the industryPrioritiesResourcesInfluence with client and within BainIncreasing responsibilities,challenging workTrust,honesty,and open communication,What Your Supervisor Needs from You,What You Need from Your Supervisor,5,ManagingUpward,Mutual Success,The CTLs success will depend in part on his/h
5、er VPs 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),6
6、,ManagingUpward,CTL Objectives,Help Your VP Win,Make Your VP Redundant,and,As a CTL,your objectives are twofold:,7,ManagingUpward,Agenda,Understanding the CTLs RoleKey Success FactorsTaking a Proactive ApproachKey Takeaways,8,ManagingUpward,Key Success Factors,VPs cite four key success factors for m
7、anaging upward.,Assume full responsibility for driving the value addition processFind the right role for the VPCollaborate with the VP to improve the outputCommunicate progress and issues in a clear and structured way,9,ManagingUpward,Drive the Value Addition(1 of 2),The best way for a caseteam lead
8、er to control a case is to drive the value addition process.,“I dont expect my team leaders to be out ahead of me in terms of intellectual leadership,yet I do want them to continuously identify the broad set of issues to be addressed and explicitly test their importance.”,Think about the big picture
9、.,“If I write the workplan,its bound to be more robust and cover non-critical path issues,because I wont put the thought into focusing it.”,Develop a hypothesis and a workplan to test it.Dont expect(or let)the VP do it.,“Caseteam leaders seem to think that I have all the answers.Id like them to come
10、 to me and tell me what should be done.”,“Search out feedback from the manager/VP,but drive the process yourself.”,Comments from VPs,Strategies,10,ManagingUpward,Drive the Value Addition(2 of 2),“When given an assignment,CTLs mistakenly take it as a commandment,instead of asking,How does it add valu
11、e?or Why are we doing this?”,Filter out bad ideas and prioritize good ones.,“Caseteam leaders say yes to everything,even stupid creative ideas.”,“The CTL needs to keep in mind whats possible.If I ask for too much,he/she should be creative in prioritizing and redefining work to get to the answer effi
12、ciently.”,“Dont knowingly over commit-you are in a better position to assess what is doable.”,Comments from VPs,Strategies,11,ManagingUpward,Find the Right Role for the VP(1 of 2),“Caseteam leaders on the edge of promotion try too hard to demonstrate they dont need help.”,Dont try to do all the work
13、 yourself.,“CTLs,driven by promotion angst,over-assume what their job is.They try to make everyone redundant.”,“Youll get no credit for trying to be a hero and doing it all yourselffind the right ways to fully involve your boss on the most important issues collaboration will optimize the end product
14、 for everyone.”,Comments from VPs,Strategies,As the driver of the value addition process,the caseteam leader is in a good position to suggest an appropriate role for the VP.,12,ManagingUpward,Find the Right Role for the VP(2 of 2),“Define my role.You cant do everything yourself.Part of the CTLs job
15、is to figure out how to get maximum effectiveness out of the resources to crack the case.”,Leverage the VPs expertise.,“CTLs consistently dont consider how to use and leverage me,particularly in handling clients and reviewing material.I might not help with detailed analysis,but I know the overall cl
16、ient situation.”,“CTLs do workplans well,but I can add value with the ultimate outputs(what we want the client to do).”,Comments from VPs,Strategies,13,ManagingUpward,Collaborate,“Offer a point of view but be a sponge for coaching Put forth your perspective(its important since youve had more time wi
17、th the data and are presumably closer to the issues),but then accept input Do not unfailingly defend your point of view-put it our there and then collaborate with your boss to optimize Assume that your work will be improved,if it isnt youre not collaborating.”,Be open to ideas.,“My challenge to team
18、 leaders and managers is put yourself in your VPs shoes-think about how to help solve their issues(as you would a clients).Too many people I work with are looking to me to solve their own problems with the work ing to me having thought about alternative approaches to supporting my objectives or the
19、clients objectives.”,Comments from VPs,Strategies,Put yourself in your VPs shoes.,Caseteam leaders should work with VPs to improve their teams output.,14,ManagingUpward,Communicate Progress and Issues,“I like people to come back the day after a meeting and play back,This is what I think you wanted.”
20、,Update your VP frequently.,“Manage my expectations through communications.I hate surprises.If I get nothing but reassuring phonemails,I know things arent going well.”,Comments from VPs,Strategies,Be honest about difficulties.,By keeping the VP informed,the caseteam leader can minimize the chance th
21、at the VP will step in unexpectedly.,“I want to know whats going on regularly,particularly on client issues.”,“CTLs always say everything is going great.I know nothing is ever perfect,so I have to root around and find problems.”,“Please,no surprises.”,15,ManagingUpward,Agenda,Understanding the CTLs
22、RoleManaging Upward Key Success FactorsTaking a Proactive ApproachKey Takeaways,16,ManagingUpward,Take Responsibility,*Paraphrased from The Servant as Leader by Robert Greenleaf,It is less demanding to act based on a set of rules regarding what is expected than to consider your response individually
23、It is easier to criticize a system than to work to improve it,Too many people are obsessed with dissecting what is wrong rather than with seeking opportunities to improve the environment around them through their own thoughts and actions.*,Take responsibility for managing your relationship with your
24、 VP.,17,ManagingUpward,Agree Upon How the VP Should Manage You,Review assignments and deliverables and VPs performance expectationsFor each assignment:assess your Development Levelappraise your performance trajectoryagree upon the most effective Situation Leadership style for managing you establish
25、checkpoints,Agree with your VP about how he/she should manage you.With your VP,18,ManagingUpward,Adjust Based on the Circumstances,Your VPs styleThe length and strength of your relationship with your VPThe nature of the caseThe urgency of the situation,Adjust your degree and style of upward manageme
26、nt based on the following factors:,When in doubt,proceed with caution and focus on acting productively.,19,ManagingUpward,Agenda,Understanding the CTLs RoleManaging Upward Key Success FactorsTaking a Proactive ApproachKey Takeaways,20,ManagingUpward,Key Takeaways(1 of 2),The CTLs job is to run the c
27、ase on a day-to-day basis.The VPs job is to guide the overall relationship with the client and to step in at critical times to ensure the clients success.The relationship between a CTL and a VP is one of mutual dependence;a CTLs success depends in part on the VPs success.The CTLs objectives are to h
28、elp the VP win and to make the VP redundant.VPs cite four key success factors for managing upward:,1.Assume full responsibility for driving the value addition process.a.Think about the big picture.b.Develop an hypothesis and a workplan to test it.c.Filter out bad ideas and prioritize good ones.2.Fin
29、d the right role for the VPa.Dont try to do all the work yourself.b.Leverage the VPs expertise.,21,ManagingUpward,Key Takeaways(2 of 2),CTLs must be proactive in managing their relationship with their VPs.Take responsibility for managing the relationship.Agree with your VP about how he/she should ma
30、nage you in relation to each aspect of the work.Adjust your degree and style of upward management based on the circumstances.,4.Communicate progress and issues in a clear and structured way.a.Update your VP frequently.b.Be honest about difficulties.,3.Collaborate with the VP to improve the output.a.Be open to ideas.b.Put yourself in your VPs shoes.,
