F L Y A M T E Team-Fly - IIT Kanpur

1 Y. FL. AM. TE. Team-Fly . 00 (i-xviii) front matter 1/29/02 4:48 PM Page i THE. MCKINSEY. MIND. This page intentionally left blank. 00 (i-xviii) front matter 1/29/02 4:48 PM Page iii THE. MCKINSEY. MIND. Understanding and Implementing the Problem- Solving Tools and Management Techniques of the World's Top Strategic Consulting Firm ETHAN M. RASIEL. AU T H O R O F T H E M C K I N S E Y WAY. AND PA U L N . F R I G A. New York Chicago San Francisco Lisbon London Madrid Mexico City Milan New Delhi San Juan Seoul Singapore Sydney Toronto Copyright 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Manufactured in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher.

2 0-07-140554-2. The material in this eBook also appears in the print version of this title: 0-07-137429-9. All trademarks are trademarks of their respective owners. Rather than put a trademark symbol after every occurrence of a trade- marked name, we use names in an editorial fashion only, and to the benefit of the trademark owner, with no intention of infringement of the trademark. Where such designations appear in this book, they have been printed with initial caps. McGraw-Hill eBooks are available at special quantity discounts to use as premiums and sales promotions, or for use in corpo- rate training programs. For more information, please contact George Hoare, Special Sales, at or (212) 904-4069. TERMS OF USE. This is a copyrighted work and The McGraw-Hill Companies, Inc.

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5 This limitation of liability shall apply to any claim or cause whatsoever whether such claim or cause arises in contract, tort or other- wise. DOI: 00 (i-xviii) front matter 1/29/02 4:48 PM Page v For Emma, Jessica, and Talia EMR. For Meredith (motivation), Mom (direction), Dad (curiosity), and Lido (energy) PNF. This page intentionally left blank. 00 (i-xviii) front matter 1/29/02 4:48 PM Page vii CONTENTS. Acknowledgments ix Introduction xi 1. Framing the Problem 1. 2. Designing the Analysis 31. 3. Gathering the Data 49. 4. Interpreting the Results 83. 5. Presenting Your Ideas 103. 6. Managing Your Team 127. 7. Managing Your Client 159. 8. Managing Yourself 173. Appendix A: Data-Gathering Resources 187. Appendix B: Lessons from The McKinsey Way 205.

6 Appendix C: Implementation Lessons 209. Index 213. vii Copyright 2002 The McGraw-Hill Companies, Inc. Click Here for Terms of Use. This page intentionally left blank. 00 (i-xviii) front matter 1/29/02 4:48 PM Page ix ACKNOWLEDGMENTS. F irst and foremost, I would like to thank my coauthor, Paul Friga. This book discusses the virtues of teamwork at length, and I can think of no better example of successful teamwork than our collaboration. This book is much stronger for it. He has pushed my thinking in new and productive directions; I trust he can say the same of me. Ethan M. Rasiel . Without question, the first acknowledgment goes to my coau- thor, Ethan Rasiel. First, he graciously brought me into the process after already achieving great success with his solo effort on his first book, The McKinsey Way.

7 Second, he offered incredible insight, enthusiasm, and direction. And third, he taught me lessons in per- sistence, storytelling, and unselfishness. Paul N. Friga . The authors owe thanks to many without whom this book would not be in your hands. First, their agent, Daniel Greenberg at James Levine Communications, Inc.; their editor, Mary Glenn;. Katherine Hinkebein; and the entire team at McGraw-Hill who made this book a reality. Joe Burton, Simon Carne, Jerry Friga, Ed ix Copyright 2002 The McGraw-Hill Companies, Inc. Click Here for Terms of Use. 00 (i-xviii) front matter 1/29/02 4:48 PM Page x x Acknowledgments Pringle, and Paul Sansone made insightful suggestions in the early stages of this manuscript. Our research assistants, Lindsay Cage, Rebecca Jones, and especially Karen Jansen, rendered invaluable support administering questionnaires, researching ideas, and orga- nizing material.

8 David Ernsthausen at the Kenan-Flagler School of Business at the University of North Carolina provided expert assistance with the knowledge management section of this book, and Peggy Pickard, also of UNC, ensured that we had the facili- ties we needed for our frequent conferences and brainstorming Y. sessions. FL. Most of all, we are grateful to all those McKinsey alumni who gave us interviews or answered our questionnaires: Jim Bennett, AM. Omowale Crenshaw, Dean Dorman, Naras Eechambadi, Bob Garda, Evan Grossman, Eric Hartz, Paul Kenny, Stevie McNeal, Sylvia Mathews, Bill Ross, Larry Rouvelas, Jeff Sakaguchi, Dan TE. Veto, Steve Anderson, Alan Barasky, Martha Blue, Roger Boisvert, Francesca Brockett, Bob Buchsbaum, Ciara Burnham, S. Neil Crocker, Dominik Falkowski, Brad Farnsworth, Shyam Girid- haradas, Barbara Goose, Francesco Grillo, Reggie Groves, Fred Kindle, Deborah Knuckey, Heiner Kopperman, Kurt Lieberman, Lee Newman, Leah Niederstadt, Ron O'Hanley, Rainer Siggelkow, Chacko Sonny, and Jim Whelan, as well as many others, who, for reasons of their own, wish to remain anonymous.

9 We could not have written this book without them. Team-Fly . 00 (i-xviii) front matter 1/29/02 4:48 PM Page xi INTRODUCTION. ABOUT THIS BOOK. February 1999 saw the publication of The McKinsey Way by Ethan M. Rasiel, a former associate of management-consulting powerhouse McKinsey & Company. That book combined the . occasionally humorous anecdotes of McKinsey alumni with the personal recollections of the author to describe the techniques that McKinsey consultants use to help their clients become more effi- cient and effective. The McKinsey Way also painted a vivid pic- ture of life behind the walls of the publicity-shy organization that its employees refer to as the Firm.. The McKinsey Mind picks up where The McKinsey Way left off. Most of that book was taken up with a description of consult- ing McKinsey-style in the context of a typical project engage- ment in Firm jargon.

10 It started with the sale of the engagement and moved step by step through the implementation of McKinsey's solution. It also briefly discussed the thought process that McKin- sey consultants use to tackle tough business problems. xi Copyright 2002 The McGraw-Hill Companies, Inc. Click Here for Terms of Use. 00 (i-xviii) front matter 1/29/02 4:48 PM Page xii xii Introduction By necessity, The McKinsey Way was more descriptive than prescriptive. With The McKinsey Mind, we take the opposite tack. Whereas The McKinsey Way dealt with what McKinsey does, The McKinsey Mind shows you how to apply McKinsey techniques in your career and organization. To accomplish this, we build on the knowledge base of The McKinsey Way but offer a different per- spective, as we shall explain later in this Introduction.