The McKinsey Engagement: A Powerful Toolkit For More Efficient and Effective Team Problem Solving

270 Pages·2008·25.08 MB·English

by  Ph.D.

THE
McKINSEY
ENGAGEMENT
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A POWERFUL TOOLKIT FOR
MORE EFFICIENT & EFFECTIVE
TEAM PROBLEM SOLVING
THE
McKINSEY
ENGAGEMENT
PAUL N. FRIGA, Ph.D.
New York Chicago San Francisco Lisbon London Madrid MexicoCity
Milan New Delhi San Juan Seoul Singapore Sydney Toronto
Copyright © 2009 by Dr. Paul N. Friga. All rights reserved. Except as permitted under the United
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CONTENTS
Acknowledgments ix
Preface xiii
Introduction 1
P 1 TEAM
ART
CHAPTER 1: Talk 11
Concept 11
Rules of Engagement 12
Rule 1: Communicate Constantly 13
Rule 2: Listen Attentively 14
Rule 3: Separate Issues from People 15
Operating Tactics 16
Stories from the Field 17
Case Study 24
CHAPTER 2: Evaluate 29
Concept 29
Rules of Engagement 31
Rule 1: Discuss Team Dynamics 31
Rule 2: Set Expectations and Monitor Results 32
Rule 3: Develop and Reevaluate a Personal Plan 33
Operating Tactics 36
v
vi Contents
Stories from the Field 36
Case Study 43
CHAPTER 3: Assist 47
Concept 47
Rules of Engagement 49
Rule 1: Leverage Expertise 49
Rule 2: Keep Teammates Accountable 51
Rule 3: Provide Timely Feedback 52
Operating Tactics 54
Stories from the Field 55
Case Study 62
CHAPTER 4: Motivate 67
Concept 67
Rules of Engagement 68
Rule 1: Identify Unique Motivators 68
Rule 2: Positively Reinforce Teammates 71
Rule 3: Celebrate Achievements 73
Operating Tactics 74
Stories from the Field 75
Case Study 79
P 2 FOCUS
ART
CHAPTER 5: Frame 87
Concept 87
Rules of Engagement 89
Rule 1: Identify the Key Question 89
Rule 2: Develop the Issue Tree 91
Rule 3: Formulate Hypotheses 95
Operating Tactics 97
Stories from the Field 97
Case Study 102
Contents vii
CHAPTER 6: Organize 109
Concept 109
Rules of Engagement 110
Rule 1: Develop a High-Level Process Map 111
Rule 2: Create a Content Map to Test Hypotheses 112
Rule 3: Design the Story Line 113
Operating Tactics 114
Stories from the Field 115
Case Study 122
CHAPTER 7: Collect 127
Concept 127
Rules of Engagement 128
Rule 1: Design “Ghost Charts” to Exhibit
Necessary Data 128
Rule 2: Conduct Meaningful Interviews 130
Rule 3: Gather Relevant Secondary Data 132
Operating Tactics 134
Stories from the Field 135
Case Study 140
CHAPTER 8: Understand 147
Concept 147
Rules of Engagement 148
Rule 1: Identify the “So What(s)” 148
Rule 2: Think Through the Implications for
All Constituents 149
Rule 3: Document the Key Insight on All Charts 150
Operating Tactics 152
Stories from the Field 152
Case Study 155
viii Contents
CHAPTER 9: Synthesize 161
Concept 161
Rules of Engagement 162
Rule 1: Obtain Input and Ensure “Buy-in”
from the Client 162
Rule 2: Offer Specific Recommendations
for Improvement 164
Rule 3: Tell a Good Story 165
Operating Tactics 168
Stories from the Field 169
Case Study 174
Afterword 223
Business School Applications 223
Consulting Firm Applications 225
Corporate Applications 226
Outcomes of the Case Study (from Tim’s Perspective) 227
Outcomes of the Case Study (from Paul’s Perspective) 229
The TEAM FOCUS Rules of Engagement 231
Index of Stories from the Field 233
List of Illustrations 237
Index 239
ACKNOWLEDGMENTS
There are so many amazing people who have contributed to
making this book possible. I hesitate to try to document them
for fear of omission, but I will give it the old college try.
MY FAMILY
My Wife, Meredith—the love of my life who inspires me
every day
My Son, Nicholas—who teaches me just how precious life is
My Dad—who still lives with me today
My Mom—who keeps me focused on the important things
My Brother—who always offers a fresh intellectual perspective
My Sister—who is a constant source of positive energy
My Uncle Rich—who is always ready for a great conversation
My Uncle Joe—who thinks he has a good sense of humor
The Lord—who makes all things possible
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