1、 bcManaging UpwardDecember 1998Copyright 1998 Bain&Company,Inc.Jacintha Peeris Author:Contributor:Dianna Magnani 2ManagingUpwardAgenda Understanding the CTLs Role Key Success Factors Taking a Proactive Approach Key Takeaways3ManagingUpwardCTL vs.VP Role The CTLs job is to run the case on a day-to-da
2、y 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.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
3、cause at client Exceptional(up or down)performance issuesCTL RoleVP Role4ManagingUpwardMutual Dependence The relationship between a VP and a CTL is one of mutual dependence.Information Analysis/output Insights Proactive approach to work Commitment Dependability Trust,honesty,and open communication F
4、eedback and coaching Information on the client and the industry Priorities Resources Influence with client and within Bain Increasing responsibilities,challenging work Trust,honesty,and open communicationWhat Your Supervisor Needs from YouWhat You Need from Your Supervisor5ManagingUpwardMutual Succe
5、ss The CTLs success will depend in part on his/her 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,t
6、he client,and former or current team members)6ManagingUpwardCTL Objectives Help Your VP WinMake Your VP RedundantandAs a CTL,your objectives are twofold:7ManagingUpwardAgenda Understanding the CTLs Role Key Success Factors Taking a Proactive Approach Key Takeaways8ManagingUpwardKey Success Factors V
7、Ps cite four key success factors for managing upward.Assume full responsibility for driving the value addition process Find the right role for the VP Collaborate with the VP to improve the output Communicate progress and issues in a clear and structured way9ManagingUpwardDrive the Value Addition(1 o
8、f 2)The best way for a caseteam leader 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 impor
9、tance.”Think about the big picture.“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 t
10、he answers.Id like them to come to me and tell me what should be done.”“Search out feedback from the manager/VP,but drive the process yourself.”Comments from VPsStrategies10ManagingUpwardDrive the Value Addition(2 of 2)“When given an assignment,CTLs mistakenly take it as a commandment,instead of ask
11、ing,How does it add value?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 g
12、et to the answer efficiently.”“Dont knowingly over commit-you are in a better position to assess what is doable.”Comments from VPsStrategies11ManagingUpwardFind 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
13、 all the work 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
14、end product for everyone.”Comments from VPsStrategiesAs the driver of the value addition process,the caseteam leader is in a good position to suggest an appropriate role for the VP.12ManagingUpwardFind the Right Role for the VP(2 of 2)“Define my role.You cant do everything yourself.Part of the CTLs
15、job 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
16、client situation.”“CTLs do workplans well,but I can add value with the ultimate outputs(what we want the client to do).”Comments from VPsStrategies13ManagingUpwardCollaborate “Offer a point of view but be a sponge for coaching Put forth your perspective(its important since youve had more time with t
17、he 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 leade
18、rs 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 client
19、s objectives.”Comments from VPsStrategies Put yourself in your VPs shoes.Caseteam leaders should work with VPs to improve their teams output.14ManagingUpwardCommunicate Progress and Issues “I like people to come back the day after a meeting and play back,This is what I think you wanted.”Update your
20、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 VPsStrategies Be honest about difficulties.By keeping the VP informed,the caseteam leader can minimize the chance that the VP will st
21、ep 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.”15ManagingUpwardAgenda Understanding the CTLs Role Managing Upward Ke
22、y Success Factors Taking a Proactive Approach Key Takeaways16ManagingUpwardTake 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 It is easier to critici
23、ze a system than to work to improve itToo 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 VP.17ManagingUpwardAgree
24、 Upon How the VP Should Manage You Review assignments and deliverables and VPs performance expectations For each assignment:-assess your Development Level-appraise your performance trajectory-agree upon the most effective Situation Leadership style for managing you-establish checkpointsAgree with yo
25、ur VP about how he/she should manage you.With your VP,18ManagingUpwardAdjust Based on the Circumstances Your VPs style The length and strength of your relationship with your VP The nature of the case The urgency of the situationAdjust your degree and style of upward management based on the following
26、 factors:When in doubt,proceed with caution and focus on acting productively.19ManagingUpwardAgenda Understanding the CTLs Role Managing Upward Key Success Factors Taking a Proactive Approach Key Takeaways20ManagingUpwardKey Takeaways(1 of 2)The CTLs job is to run the case on a day-to-day basis.The
27、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 help the VP win and to make the
28、 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.Find the right role for the VPa.Do
29、nt try to do all the work yourself.b.Leverage the VPs expertise.21ManagingUpwardKey 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 manage you in relation to each aspe
30、ct 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.
