The McKinsey Engagement

1. TEAM FOCUS: A Comprehensive Framework for Effective Problem-Solving

"Experience and research suggest that there are typically three key areas where issues arise related to providing adequate assistance during a team problem-solving project."

TEAM FOCUS framework. This model, developed from McKinsey practices, provides a structured approach to team problem-solving. It consists of two main components:

1. TEAM (Interpersonal):

   • Talk: Establish clear communication channels
   • Evaluate: Assess team performance and adapt
   • Assist: Leverage expertise and provide support
   • Motivate: Identify and address individual motivators

2. FOCUS (Analytical):

   • Frame: Define the key question and develop hypotheses
   • Organize: Create process and content maps
   • Collect: Gather relevant data efficiently
   • Understand: Identify key insights and implications
   • Synthesize: Develop and communicate recommendations

This framework aims to increase both effectiveness (doing the right thing) and efficiency (doing it well) in team problem-solving projects.

2. Talk: Communicate Constantly and Listen Attentively

"I react a certain way when you . . ."

Effective communication. The Talk element emphasizes the importance of clear and constant communication within a team. Key aspects include:

• Communicate constantly: Share information regarding personal background, project updates, new ideas, and client input.
• Listen attentively: Focus on the speaker, maintain eye contact, and demonstrate understanding.
• Separate issues from people: Present ideas objectively and discuss their merits without personal attachment.

To implement these principles, teams should:

• Document and share contact information for all team members
• Agree on a regular meeting schedule
• Use clear agendas and action plans for all meetings
• Utilize email for frequent updates in a consistent format

3. Evaluate: Set Expectations and Monitor Progress

"Trust, but verify."

Performance assessment. The Evaluate element focuses on setting clear expectations and monitoring progress throughout the project. Key aspects include:

• Discuss team dynamics: Have open conversations about working styles and preferences.
• Set expectations and monitor results: Jointly agree on tasks and deliverables, then track progress.
• Develop and reevaluate personal plans: Each team member should identify growth opportunities and share them with the team.

Implementation strategies:

• Identify personality types of team members (including clients)
• Hold a relaxed session at the project outset to discuss personalities and working preferences
• Establish procedures for handling disagreements and giving feedback
• Conduct regular feedback sessions to allow for improvement

4. Assist: Leverage Expertise and Provide Timely Feedback

"Ownership means that each person on a team, from the brand-new business analyst to the most senior partner on the engagement, knows the big picture of the project (its mission and objectives) and knows how he or she fits in."

Effective collaboration. The Assist element emphasizes leveraging team members' strengths and providing support. Key aspects include:

• Leverage expertise: Identify and utilize each team member's unique skills and knowledge.
• Keep teammates accountable: Ensure clear ownership of tasks and meet deadlines.
• Provide timely feedback: Offer constructive feedback during the project, not just at the end.

Implementation strategies:

• Conduct an initial brainstorming session to discuss the problem and key issues
• Balance workload equitably based on estimated hours required for tasks
• Provide daily updates on individual and team progress
• Include key status report meetings with the team and client

5. Motivate: Identify Unique Motivators and Celebrate Achievements

"Realize that everyone is different and is motivated by different things."

Team motivation. The Motivate element focuses on understanding and addressing individual motivators within the team. Key aspects include:

• Identify unique motivators: Understand what drives each team member.
• Positively reinforce teammates: Provide sincere compliments and recognition.
• Celebrate achievements: Organize team celebrations after project milestones and completion.

Implementation strategies:

• Use personality profiling tools (e.g., MBTI, DISC) to understand team members' preferences
• Identify primary and secondary motivators for each team member
• Give praise for and celebrate each major team milestone
• Organize a social gathering after project completion

6. Frame: Define the Key Question and Develop Hypotheses

"Framing is by far the most important step of the engagement process, in my mind—if this is done right from the outset, the rest of the engagement is usually smooth sailing."

Problem definition. The Frame element is crucial for setting the direction of the project. Key aspects include:

• Identify the key question: Clearly articulate the core problem to be solved.
• Develop the issue tree: Create a structured breakdown of the problem components.
• Formulate hypotheses: Develop potential answers to the key question for testing.

Implementation strategies:

• Document the key question, scope, and high-level plan in an engagement letter
• Identify temporal, geographical, and functional areas for the project
• Develop a general hypothesis and supporting hypotheses
• Revisit and revise hypotheses as data are gathered

7. Organize: Create Process and Content Maps

"Essentially, the issue tree should summarize, 'What is going on?' whereas the decision tree asks, 'What can we do?'"

Project structure. The Organize element focuses on creating a clear plan for the project. Key aspects include:

• Develop a high-level process map: Outline what needs to be done, by whom, and when.
• Create a content map to test hypotheses: Determine analytical priorities and approach.
• Design the story line: Begin outlining the final presentation early in the project.

Implementation strategies:

• Maintain objectivity as hypotheses are tested
• Use frameworks as a starting point to identify issues for analysis
• Explicitly list the types of analysis and data the team will and will not pursue
• Revisit the list if hypotheses are modified

8. Collect: Design Ghost Charts and Conduct Meaningful Interviews

"Create a chart a day."

Data gathering. The Collect element focuses on efficient and effective data collection. Key aspects include:

• Design "ghost charts" to exhibit necessary data: Create draft slides with anticipated insights.
• Conduct meaningful interviews: Prepare thoroughly and document key takeaways.
• Gather relevant secondary data: Focus on information directly related to hypotheses.

Implementation strategies:

• Create ghost charts with titles stating anticipated insights
• Develop interview guides and document insights within 24 hours
• Use electronic databases and search tools efficiently
• Always cite data sources on charts

9. Understand: Identify "So Whats" and Consider Implications

"So what."

Insight generation. The Understand element focuses on deriving meaningful insights from collected data. Key aspects include:

• Identify the "so whats": Determine the relevance and impact of each insight.
• Think through implications for all constituents: Consider effects on the team, client, and implementation.
• Document key insights on all charts: Clearly state the main takeaway from each data visualization.

Implementation strategies:

• Ask "so what?" to sort through analysis and find what's important
• Estimate the impact of recommendations on client operations
• Ensure each chart has a clear and meaningful point

10. Synthesize: Obtain Client Buy-In and Tell a Compelling Story

"Could we reschedule today's meeting to Thursday at 11:00? This would be more convenient for Collins and Johnson, and would also permit Clifford to be present."

Effective communication. The Synthesize element focuses on developing and delivering a compelling argument. Key aspects include:

• Obtain input and ensure "buy-in" from the client: Engage the client throughout the process.
• Offer specific recommendations for improvement: Provide actionable, well-supported advice.
• Tell a good story: Structure the argument logically and present it effectively.

Implementation strategies:

• Use the situation-complication-resolution structure for presentations
• Share the story with the client and team ahead of time for input
• Keep the story simple and focused on the original problem
• Present recommendations first, followed by supporting findings and data

Last updated: March 21, 2025