ProfessionalStandards(英文版)

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click here to type page title,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,bc,Copyright 1998 Bain & Company, Inc.,Professional Standards,BOS,bc,Professional Standards,March 1998,Author: Peter Aman,Contributors: Barbara Bjornson,Laird Reed,Copyright 1998 Bain & Company, Inc.,2,professionalstandards,Agenda,Compliance andIntroduction,Policies,Cases,Sourcesof additionalinformation,3,professionalstandards,Agenda,Compliance andIntroduction,Policies,Cases,Sourcesof additionalinformation,4,professionalstandards,Professional Standards Compliance,Failureto follow describedpolicies willresultin significantpenalties, upto andincluding immediateinvoluntary termination.,5,professionalstandards,PolicyAreas,Protecting /,sharingclientinformation,Competitor data,gathering,Exclusivity,and client conflict,Harassment,and,discrimination,Insider,trading,Generaland Expense Policies,PolicyAreas,6,professionalstandards,What,asetofworldwideprofessionalstandards(capturedinclientservicepolicystatements)whichreinforceourcommitmenttoactingwithintegrityandhonesty,specificguidelines(capturedinclientservicepolicystatements)fortrickysituationswherethereistensionbetweendoingthebestfortheclientanddoingthe,“,“right,”,”thing,orbetweenneedsofmultipleclients,agroupofpeopleinthecenterandinlocalofficesdedicatedtointerpretingandapplyingthepolicies,ProgramDescription(1of4),7,professionalstandards,Why,Bain,sreputationandsuccessultimatelydependsonittoensurethattheinstinctivereactiontoatrickysituationisgenerallytherightone,reinforceafirmwidecommitmentto,“,“doingtherightthing,”,”,reinforceaculturewhichembodiesintegrityandhonestythatwecanallbeproudof,provideabusinessenvironmentconsistentwithfirmmanagementandemployeesvalues,Protectionfromlawsuits,ProgramDescription(2of4),8,professionalstandards,Who,everyindividualemployee,-embodiesourprofessionalstandards,thoroughlyunderstandsthemandappliesthemconsistentlyandcomprehensively,localofficeProfessionalStandardsProgramManager,-interprets,counsels,providesfeedbacktootherofficesandtheCenter,ProfessionalStandardsProgramDirector(PeterAman),- central resource to manageimplementationof program and assist driving ofcontinued program development and improvement,ProfessionalStandards Program Officer and Coordinator (Colin Anderson,BarbBjornson),- central resource to further develop, refine, and interpret; mechanismformediation,Management,- reinforce(actively),interpret, apply, provide incentives/disincentives,ProgramDescription(3 of 4),9,professionalstandards,How,throughlocal resources(Professional StandardsManagerscoordinatedwith the Center),worldwide training for all levels,rolemodeling attheteam level,local communicationsandmarketing coordinated by the center(e.g.,intranet),internal/external marketing,incentives and disincentives,BVU,ProgramDescription(4 of 4),10,professionalstandards,Agenda,Compliance and Introduction,Policies,Cases,Sourcesof additional information,11,professionalstandards,ProfessionalStandards Policies,Protecting and sharing client information,Competitor datagathering,Exclusivityandclient conflict,Harassment and discrimination,Insidertrading,GeneralandExpensePolicies,12,professionalstandards,client identity,client internaldata,proprietaryinsights,purchased studies (permission may beoverarchingatcasestart),presentations,proposals,back-upinformation,successstories,generalinsights,generaldeveloped information,publicly available information,Information,Which can andshould,be shared,Which should be shared oncesanitized,Cannotbe shared without explicit permission fromthe client,No confidential or proprietary information(including the clients identity and characteristics ofthe relationship), providedby orobtained for,a client may be givento anyone outside the caseteam.Information which isneitherproprietary nor confidential may be shared onlywith the express approval ofa Bainpartner on the originatingcase, and in many cases, theclient.,Protecting & SharingClientInformation -Guidelines,13,professionalstandards,When client information is providedto a competing caseteam orwithina Practice Area, thematerial mustbe sanitizedby or at the direction of the Operating VPwho isthen also responsible for approving the final product,When client information is providedto a non-competing case team, theprocessof sanitizingthe information maybe doneby orat thedirection of the VP asking for theinformation but the Operating VP isresponsible for approving the final product,Sanitizing (ordisguising) client information andapproving/disapproving communication of the informationis theresponsibility of the Operating VP who did thework accordingto thefollowing guidelines:,Protecting & SharingClientInformation -Disguising Information,14,professionalstandards,Is the information confidential (or does it unambiguously belong to the client)?,Yes,No,Does the developed info create a competitive advantage for the client (i.e., would the value received by the clients be reduced by sharing the info?),No,Does the developed information depend heavily onclientproprietary data/input/information,Sourcedata highly proprietary (notpublic),Sourcedata reliant on client inputand orinvolvement (e.g., client interviews),No,Did client paya significantportion (e.g., x% or $x)of thecost ofBainsvalue-added in developing the information(i.e.,insight paidfor byone client, not many)?,No,Yes,Yes,Yes,Would sharingthe info passthe “SunshineTest”?,Would sharingthe info passthe “SunshineTest”?,Yes,No,No,Yes,Sanitize Informationand Share it,Information May Not be Shared Without Client Permission,Information Should beShared,Protecting & SharingClientInformation-DecisionRules for Developed Info.,15,professionalstandards,*,Copyright permitting,Protecting andSharing Client Information- Policy Summary,External Reports,Articleor report name, date, author, etc.,News ormagazine article,Literature search,Reportpurchased by Bain (not client),Bain Presentations,Methodology Slides,Workplans,Industry overview data,Strategic insights (if the insightswere developed overmany clients and notjust one (e.g., lessons learned from a retail customer segmentation case),Strategic insights (if the insightswere developed for just oneclient(e.g.,a sequencingalgorithm fortwo auto manufacturers),Internal client data,Clientresearch/data,Reportpurchased by client,A studyconducted bythe client,A dataspreadsheet from theclient,X,X,X*,X*,X,X,X,X,X,X,X*,X,X,Information that canand should beshared,Clientapproval before sharing information,Information must be disguised before sharing,Subjectto OperatingVP approval,16,professionalstandards,The greatest amount of the highestqualityinformation,At thelowestpossible costfor ourclient,With the highest standards of professionalconduct (andtradeoffs willalwaysbe resolved in favorof business ethics over data collection convenience),Competitor Data Gathering -Objectives,17,professionalstandards,Clientconfidentiality mustbe protected.,never reveal client name without VPand client approval,All statements, written or verbal,must betrue.,Lying is neveracceptable under anycircumstances,Refusing to answer questionsis preferableto lying,Bain Employeescan not mis-represent themselves,the firm (nameor type of enterprise), orthe type of researchthey are performing,Competitor Data Gathering -Policies (1 of4),18,professionalstandards,Interview respondentscan bepromised non-sensitive results ofresearch onlyif suchresults are furnished as describedand promised,No company maybe contactedby a case teamfor acompetitor interviewwithoutexpress approval from a VPon thecase (to prevent inadvertently calling another offices/teamsclientby mistake),Competitor Data Gathering -Policies (2 of4),19,professionalstandards,Only VPs may approve/sign written statements which describe forcompetitor interviewtargets the purposeof thequestions or the destination/limitations on the use of the resulting data,Non-managementemployees maybe contactedonly with express approval (from aVP on the case),When interviewing someone currentlyassociated with ourclientwho previouslyworkedfor acompetitor ofour client, Bain staff should clearly communicatethat,we expect themto honor their confidentiality commitments to their current (or previous) employer,we arespecifically asking them toavoid divulging any information which is proprietary orshouldbe consideredconfidential,we areonly asking for informationthat they arecomfortable divulging,Competitor Data Gathering -Policies (3 of4),20,professionalstandards,In no circumstances may a Bain employee offer anykind of monetary ornon-monetary incentive for the purpose ofgathering information,Bain employeesare responsible forthe actions ofthosethey directlyor indirectlysupervise,Overarching test of any decision isalwaysthe “SunshineTest”- whether theactionstandsup under scrutiny byan objective 3rd party (or on the front page of the WallStreetJournal),Competitor Data Gathering -Policies (4 of4),21,professionalstandards,How dowe represent ourselves?,I am (your name) of Bain & Company- a managementconsulting firm,I am (your name) of Bain & Company- I amdoing market research,I am (your name) a potentialinvestor,Iam(yourname)apotentialcustomer,Iam(yourname);wouldyougivemesomeinformation,Iam(yourname)abusinessschoolstudent,Bain&Company-amarketresearchfirm,amarketresearchfirm,Always,Acceptable,AcceptableOnlywithVPandoftenclient,Approval,Absolutely,Prohibited,X,X,X,X,X,X,X,X,CompetitorDataGathering-Guidelines(1of3),22,professionalstandards,Howdoyourepresenttheclient?,nomention,industryofclient,area of interest to client,clientname,anythingelse,What organizationsdowecontact?,customers,industryassociations,suppliers,competitors,securityanalysts,Always,Acceptable,Acceptable OnlywithVPandoftenclient,Approval,Absolutely,Prohibited,X,X,X,X,X,X,X,X,X,X,Competitor DataGathering -Guidelines(2of3),23,professionalstandards,Whointhe organizationdowecontact?,seniormanagement,middleand juniormanagement,non-management(laborand clerical),Areincentivesappropriateforgathering information,money,othernon-monetaryrewards,Always,Acceptable,Acceptable OnlywithVPandoftenclient,Approval,Absolutely,Prohibited,X,X,X,X,X,Competitor DataGathering -Guidelines(3of3),24,professionalstandards,Bain &Companyisdedicatedtohelpingourclientsachieve outstanding results.Assuch,weprideourselvesonhaving themost rigorous standardsintheconsultingindustrywith respecttoconfidentiallyand conflict of interest.,Confidentialityofdata:,Ourgoalisabsoluteprotection of proprietary clientdata,Rigorousinternalpoliciesandprocedures,“,Assignment exclusivity:,Bain &Companywill notacceptaclientassignmentworldwidewhereinour judgment successwouldcauseanexistingclient assignmenttofail.Under manycircumstances,thispermits Baintoservetwo competitors in an industry.However,thiswill often restrict staffing andtheoffice involved.Toour knowledge,nootherleadingconsulting firmoperatesastandardthis rigorous.,ExclusivityandClientConflict-PolicySummary(1of2),25,professionalstandards,Formal,“,“performancepartnership”:,Whereappropriate,weaspiretoagreetoformal,“,“performancepartnerships”withourclients,aimedatcreatingsustainedexceptionalclientresults.Sucharrangementsareentirelyatthebehestofourclients.A,“,“performancepartnership,”,”relationshipisinnowayarequirementbyBain&Company.,“,InternalBaingatekeeper,”,”:,AmemberoftheBain&CompanyworldwidePolicyCommitteeisdesignated,“,“internalgatekeeper,”,”,toensureanyissuesrelatingtopossibleconflictofinterestareresolvedinamannerfullyconsistentwithBainpoliciesandclientinterests.,“,People exclusivity:,Individuals whoareinvolved in strategyworkfora client are restricted from dong strategy work for a directcompetitor fora minimumperiod following the endof an assignment -typicallyone to twoyears forsenior individuals.,Exclusivity andClient Conflict - PolicySummary (2 of2),26,professionalstandards,HarassmentandDiscrimination- Policy Summary,No employee shall threaten orinsinuateany adverse effectswhatsoeveron another employeewhois refusing tosubmit tosexual advances.,No employee shall engagein sexually harassing behavior, including propositions,sexual comments, sexually degrading terms, or thedisplay of workplace decorations,whichcould possiblyoffend anotheremployee.,No employees shall createan offensive or intimidatingworkenvironment orexperienceby words,acts, jokes, threats, orprinted materials whichdemean orshowhostilityto anindividual race, color,religion,gender, nationality,age,sexual orientation,or disability.,27,professionalstandards,Our policyon insider tradingprovides the greatest protection tobothindividual employees aswellas tothefirm(designedto preventanyviolationsof securitieslaws,inadvertent orotherwise, aswellas toavoid theappearance ofimproper conduct onthe part of anyone employed atourfirm).,You are prohibited from trading, and from tippingothers totrade, ina companys stock when:,you know material, non-publicinformation about acompany; or,the company isa Bain client (and appears onBains Restricted List);or,the company isotherwiseassociatedwithBainor aBainclient (and appearson BainsRestricted List),If tradingoutside the U.S., you are expectedto adhereto locallaws;however,evenif there is nolocalprohibition on,“,“insidertrading”,trading inthestockof aBainclient isnotpermitted.,Insider Trading- PolicySummary (1of 2),28,professionalstandards,The “RestrictedList,”,” ofcompaniesin which employees may not trade ismaintained byLocalControllers, Corporate Treasury and possiblythesenior Librarian ineachlocaloffice.,If you owna security, you may,sellthe sharesimmediately (assuming noissue ofinsider information)or,holdthe shares(either in a “blind,”,” trust oruntil 3 monthsafter youleave Bain),in rare circumstances and onlywiththe approvalof the Center, you maybe able to sell asecurity onthe Restricted List within a prescribed window,The consequences of insider tradingviolations can bestaggering:,civilfinesup to3 times theprofitgained or loss avoidedby thetrading,criminal fines (nomatter howsmallthe profit),of upto $1million,liability tothosedamaged bythe trading,the appearance ofimproper conduct can have a very serious impacton Bains businessand financial results,sanctions upto and includingterminationof employment forcause,Insider Trading -PolicySummary (2of 2),29,professionalstandards,General andExpense Policies,Employees may notviolate anycriminal orcivillaws or regulations (federal,state,or local) as partof any workfor Bain &Company or its clients nor maytheyrecommend (eitherseriously orin jest) that theclient violate any criminal or civil lawsor regulations.,Bain &Company letterhead mayonly be usedfor Bain &Company business.,Employees can notacceptgiftsor paymentsfrom3rd party vendorsexcept those generallyaccepted inthe businesscommunity)(e.g.,frequent flier awards).,Employees cannot use Bain or Bain generated contacts to promote orsellproducts ofcompanies inwhichtheyhave amaterial interest.,General Policies:,Employees must follow ExpenseStandards todetermine reimbursableexpenses.,Expense Policies:,30,professionalstandards,Agenda,Compliance and Introduction,Policies,Cases,Sources of Additional Information,31,professionalstandards,Whiletalking socially with afriendwho is working for a different client inthe same industryas your client (telecommunications),yourfriendmentions that hermanager hasjustapproved thepurchase ofa $4,000 industryreport. This 200pagecomprehensive document is froma researchfirm and hasmuchof thedatathat she needs tocomplete heranalysis.She thinks it might be helpfulto your case team.,You believethis reportcontains much of the data andanalysis that youwouldneed for your ownanalysis. Your friend has a copy ofthe report,and,as itcontains noprivate or confidentialdata from her client, she asksif you wanta copy. Additionally,she offers you a numberof general articles, webpages, andliterature searches on the industrythat might be of some use to you.,Situation:,Complication:,Cross-TeamSharingofExternalDataSources(1of3),32,professionalstandards,Canyouphotocopypartsofthe$4,000reportthatherBaincaseteampurchased?,Canyouusethepubliclyavailablearticles,webpages,andliteraturesearchesyourfriendhasfoundeventhoughsheconductedthesearchontimethatwasbilledtoanotherclient?,Questions:,Cross-TeamSharingofExternalDataSources(2of3),33,professionalstandards,IfBain,notoneofitsclients,paidforthereport,theinformationcanbesharedwithinBain.However,youshouldcheckwiththeBainlibraryandtheresearchfirmthatpublishedthereporttoensurecopyrightlawswillnotbeviolated.,IfaBainclientpurchasedthereport,Bainmustsecuretheapprovalofthatclientinordertosharethereportwithanotherclient-checkwithyourVP.Typically,thetwoclientswillsplitthecostofthereport.Again,youshouldcheckwiththeBainlibraryandtheresearchfirmthatwrotethereporttoensurecopyrightlawswillnotbeviolated.,Publiclyavailablearticles,webpages,andliteraturesearchescanbesharedwithyouwithapprovalofthemanageronthecase-checkwithhim/herfirst.,Answers:,Cross-TeamSharingofExternalDataSources(3of3),34,professionalstandards,WhileresearchingthebenchmarkingworkthatBainhasdoneforitsclientsintheutilitiesindustry,youfindacasethatcontainsaninternalandexternalBDPforacompetitorfromanothercountry.AcasesummaryexistsonBRAVAbutitdoesnothaveanyofthebackupdatathatwouldbehelpfulinyoureffortstobenchmarkthecompetitorsofyourclient.ThoughthecasewasdisguisedinBRAVAitappearsthatsomeofthebestpracticesareinternaltotheBainclientforwhomtheworkwasperformed.,A slide thatlistssources inthe BRAVA presentation shows that much ofthe information that wascollected for thecompetitorsis from public sourceslike OSHA, the EPA, andvarious local newspapers. However,thereis detailedcost information on theold client that came from their finance department aswell as an internal report that theclient,s operations group conducted,independentof Bain, ontheircompetitors, machinerymaintenancecosts.To ensurethe accuracyof your analysisand tosavetime,you proposeto your caseteamleaderthatyou integrate muchof the datafromthe previousBDP into your ownwork,updating information where necessary by using the contactsunearthed bythe original work.,Situation:,Complication:,Sharing Dataand Research Donefor AnotherClient (1 of 3),35,professionalstandards,Can you contact the CTAon theothercaseand requestthe publiclyavailable backupdata?,Can you usethe other clientsinternal study done oncompetitorsmachinery maintenance costs with the rationalethat it doesnot containany of theotherclient,s owndata?,Can you utilize the listof sourcesthat the previousteam developed?,Can you request acopy of theoriginal clientsfinalpresentationand use theaggregatednumbers theycalculatedto reality check your own work?,Questions:,Sharing Dataand Research Donefor AnotherClient (2 of 3),36,professionalstandards,Obtaining the publicly available backup data isallowed. However,you shouldcontact yourmanager forhis/her approvalbeforeasking forthe data.,Usingthe internalreport thatthe other clients operationsgroupconduct ontheircompetitorsmachinery maintenance costs is notpermitted asit unambiguouslybelongs to the client and wasdeveloped using client resources. Even ifthe reportcontains only a summaryof publiclyavailable information and no internal data, it shouldnot beusedand would most certainlyfailthe SunshineTest.(TheSunshine Test: would you andothers at Bain beat all concernedif this particularinformationbecame verypublic - e.g., onpage1 of The Wall Street Journal.),In order toupdatecostinformationin this example, it is permissible to contact the people andorganizations contactedby the other caseteam.Thisis atime-savingstep and, since the information is not considered confidential, using itwillnot compromise theBainwork done for theoriginal client.,Sharing a clientsconfidential numbers with another c