Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click to edit Master text styles,second level,third level,fourth level,fifth level,*,*,*,bc,Managing Upward,BOS,bc,Managing Upward,December 1998,Copyright 1998 Bain&Company,Inc.,Jacintha Peeris,Author:,Contributor:,Dianna Magnani,1,ManagingUpward,Agenda,Understandingthe CTL,s Role,Key Success Factors,Takinga Proactive Approach,Key Takeaways,2,ManagingUpward,CTL vs.VP Role,The CTL,s jobis to run thecase ona day-to-daybasis.The VP,s jobis to guide the overall relationship withthe client andto step in atcritical times to ensure the clients success.,Top ofanalytic pyramid,Overallanswer/implications;assigning work,Day-to-day client issues,Day-to-day PD,Top ofclientpyramid,Overallanswer/implications,Overallcauseat client,Exceptional(up or down)performance issues,CTL Role,VP Role,3,ManagingUpward,MutualDependence,The relationship between a VP and aCTL isone ofmutualdependence.,Information,Analysis/output,Insights,Proactive approach towork,Commitment,Dependability,Trust,honesty,and open communication,Feedback and coaching,Information onthe client and the industry,Priorities,Resources,Influence withclientand within Bain,Increasing responsibilities,challenging work,Trust,honesty,and open communication,What Your SupervisorNeeds from You,What You Needfrom Your Supervisor,4,ManagingUpward,MutualSuccess,The CTL,s success will depend in part on his/herVPs success.,Your VPmust succeedif youare tosucceed,Your VPwill want youto succeed(as longas youwant him/her to succeed),Your current VP has more input intoyour career than anyone else(morethan you lastVP,the senior management of the firm,the client,andformeror current team members),5,ManagingUpward,CTL Objectives,Help Your VP Win,Make Your VP Redundant,and,As a CTL,yourobjectives are twofold:,6,ManagingUpward,Agenda,Understandingthe CTL,s Role,Key Success Factors,Takinga Proactive Approach,Key Takeaways,7,ManagingUpward,Key Success Factors,VPs cite fourkey success factors for managing upward.,Assumefull responsibility for driving thevalueaddition process,Find the rightrole for theVP,Collaborate with theVP to improvethe output,Communicate progressand issues ina clearand structured way,8,ManagingUpward,Drive the Value Addition(1of 2),The best way for a caseteamleaderto control a case isto drive the value additionprocess.,“,I dontexpectmy team leaders to be out ahead ofme interms of intellectualleadership,yet I dowant them tocontinuously identifythe broad setof issues tobe addressed and explicitlytest their importance.”,Think about the big picture.,“,If I write theworkplan,its boundto bemore robust and covernon-criticalpath issues,becauseI wontput the thought intofocusing it.”,Developa hypothesisand a workplanto test it.Dont expect(or let)the VPdo it.,“,Caseteam leaders seemto think thatI haveall the answers.Id likethem tocome to me and tellme whatshouldbe done.”,“,Searchout feedback from themanager/VP,but drive the processyourself.”,Comments fromVPs,Strategies,9,ManagingUpward,Drive the Value Addition(2of 2),“,When given anassignment,CTLs mistakenlytake itas a commandment,instead of askin,Filterout badideasand prioritizegood ones.,“,Caseteam leaders say,yes to everything,even stupid creative,ideas.”,“,The CTL,needs,to keepin mind whats possible.If I askfor too much,he/sheshouldbe creative i,n prior,itizingand redefining workto getto theanswerefficiently.”,“,Dont knowingly overcommit-you are in abetterposition to assess what isdoable.,”,”,Comments fromVPs,Strategies,10,ManagingUpward,Find the RightRole for theVP(1 of 2),“,Caseteam leaders on the edgeof promotiontry toohard to demonstratethey dont need help.,”,”,Dont try to do all the workyourself.,“,CTLs,driven by promotion angst,over-assume whattheirjob is.Theytry tomake everyoneredundant.”,“,Youllget nocreditfor trying tobe a hero anddoing it all yourself,find the right waysto fully involve yourboss on the most importantissuescollaborationwill optimizethe end product foreveryone.”,Comments fromVPs,Strategies,As thedriverof thevalue additionprocess,thecaseteam leader is ina goodposition to suggestan appropriaterole for theVP.,11,ManagingUpward,Find the RightRole for theVP(2 of 2),“,Definemy role.Youcant do everything yourself.Partof theCTLs job is to figure out how to get maximum effectiveness outof theresources tocrack the case.”,Leverage the VPs expertise.,“,CTLs consistently don,t consider how to use and leverageme,particularly inhandling clients andreviewing material.I mightnot help withdetailed analysis,but I know theoverallclientsituation.”,“,CTLs doworkplans well,butI can add value withthe ultimate outputs(what we wantthe client todo).”,Comments fromVPs,Strategies,12,ManagingUpward,Collaborate,“,Offer apoint,Be opento ideas.,“,My challenge to teamleadersand managersis putyourself in your VPs shoes-think abouthow tohelp solve their issues(asyou would a clients).Toomany people Iwork with arelooking to m