Managing Upward Download the entire document at: www.gazhoo.com

Agenda Understanding the CTL’s Role Key Success Factors Taking a Proactive Approach Key Takeaways Download the entire document at: www.gazhoo.com

Understanding the CTL’s Role

Key Success Factors

Taking a Proactive Approach

Key Takeaways

CTL vs. VP Role The CTL’s job is to run the case on a day-to-day basis. The VP’s job is to guide the overall relationship with the client and to step in at critical times to ensure the client’s 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 cause at client Exceptional (up or down) performance issues CTL Role VP Role Download the entire document at: www.gazhoo.com

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 cause at client

Exceptional (up or down) performance issues

Mutual 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 Feedback and coaching Information on the client and the industry Priorities Resources Influence with client and within XYZ Increasing responsibilities, challenging work Trust, honesty, and open communication What Your Supervisor Needs from You What You Need from Your Supervisor Download the entire document at: www.gazhoo.com

Information

Analysis/output

Insights

Proactive approach to work

Commitment

Dependability

Trust, honesty, and open communication

Feedback and coaching

Information on the client and the industry

Priorities

Resources

Influence with client and within XYZ

Increasing responsibilities, challenging work

Trust, honesty, and open communication

TheManagerJob Asset Building Guidelines For promotion to Vice President: exemplary contribution in one area above average contribution in more than one area Here are some ways to contribute to asset building. Caseteam processes Advisor processes Training Recruiting Office leadership Corporate citizenship (general connectedness) People Assets Practice/capability area contributions BRAVA contributions BDPs, how-to documents for capability areas Product Assets Contributions (non-staffed) to client development Marketing (speeches, articles, networking) Client Development/ Brand Infrastructure initiatives (graphics, library, IT, travel) General office leadership (presence, positive force for change) Office Leadership Investment club Deal generation Other Download the entire document at: www.gazhoo.com

TheManagerJob

For promotion to Vice President:

exemplary contribution in one area

above average contribution in more than one area

Caseteam processes

Advisor processes

Training

Recruiting

Office leadership

Corporate citizenship (general connectedness)

Practice/capability area contributions

BRAVA contributions

BDPs, how-to documents for capability areas

Contributions (non-staffed) to client development

Marketing (speeches, articles, networking)

Infrastructure initiatives (graphics, library, IT, travel)

General office leadership (presence, positive force for change)

Investment club

Deal generation

TheManagerJob Partnership Values Guidelines Are viewed as a leader in the office Are recognized as a team player Adhere to operating principles Are viewed as a good corporate citizen For promotion to Vice President: viewed as a leader in the office embody the firm’s operating principles Download the entire document at: www.gazhoo.com

TheManagerJob

Are viewed as a leader in the office

Are recognized as a team player

Adhere to operating principles

Are viewed as a good corporate citizen

For promotion to Vice President:

viewed as a leader in the office

embody the firm’s operating principles