The McKinsey Way
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Abhijit Bhaduri
Some books never lose their relevance. This is one such book. This book written in Feb ’99 continues to be relevant even today. Ethan Rasiel, an ex-employee of McKinsey, gave us a peek behind the curtains of McKinsey, arguably the world’s most high profile consultant. Like all things high profile, there are myths and legends that are borne out of such larger than life reputations. More than 18,000 of their alumni work across every sector in 80 countries – they have no central office! They boast of alumni (see list here) like Kenichi Ohmae, Tom Peters, Helmut Kohl to name a few. At Business School campuses across the world they remain a coveted (and controversial) employer. They So what makes The Firm (as they like to call themselves) special?
The book talks about the McKinsey Way of thinking about problems, their way of working to solve these and of course how to sell the solution. As you read the book, you will soon discover how much of the McKinsey jargon has become a part of daily business lexicon. For example: “Be careful what you promise.” “Underpromise and over-deliver.” “Set definite milestones.” ”Look at the big picture.” “First go for the low hanging fruits.”
Take for instance the Elevator Test. Know your solution (or product) so thoroughly that you can explain it clearly and precisely to your client in 30 seconds. If you can do that, then you understand what you are doing well enough to sell your solution.
Watch this video of Dominic Barton, AsiaPac Chairman of McKinsey articulate his views on why he is bullish about China.
Final Recommendation: As Rasiel himself suggests, you can read this book from start to finish or dip into like a box of chocolates. If you are a consultant, then read it from cover to cover. If you are a student, read the first three parts. Most certainly recommend you read section three on how to sell a solution : (a) be structured in your presentation (b) Don’t tweak your presentation till the last minute (c) Pre-wire ie walk all the players (individually)through the findings before you gather them into one room. If you fall in neither category but just need a book that helps you to structure your thinking, dip into the box of chocolates anyway.
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