Client Development Advisor - Holistic Investment Thesis

You will join the Holistic Investment Thesis (HIT) team, which is a strategic initiative co-led by Strategy & Corporate Finance (S&CF), McKinsey Transformations (MT) with contributions from Marketing & Sales (M&S), Sustainability, People & Organizational Performance, Operations and Digital and Analytics (DnA) practices. The HIT team aims to expand on McKinsey's introductory capabilities and analytic distinctiveness to add a short, clear and insightful articulation of what a client might do to drive holistic improvement in a company over an "investment horizon" of 2-4 years.

You will participate in the delivery of the holistic impact teardown to senior client team leaders such as partners & senior partners, along with our external clients.

You will develop client-ready communications that highlight opportunities to drive holistic transformation discussions. You will coordinate with other module owners (Marketing & Sales, Strategy & Corporate Finance, McKinsey Transformations, People & Organizational Performance, Sustainability), synthesize findings, and develop full HIT document. You will help to systematize, improve, and radiate the approach for developing the holistic impact teardown. You will integrate 5 lenses of holistic impact into a single investment thesis for client with an emphasis on thesis.

You will be expected to articulate the tangible actions the company should take to maximize shareholder value, specifically, operational actions that can hand-off to an executive with a PE owners mindset with a focus on impact. You will collaborate with S&CF experts to ensure financial analyses are accurate and that operational levers are translated into financial impact and visa versa. You will lead quality control the analyses supporting the integrated thesis including underlying valuation model.

Client Development Advisors create and capture new client opportunities, working as a "force multiplier" for Partners and CSTs within a Cell or Solution. They contribute to setting and executing client development strategies (across white-space, scale up and retention), build/maintain senior client relationships, develops pipelines and capture new opportunities based on client needs and firm's capabilities; always managing client service risk.

As a CDA in HIT you will develop the holistic impact thesis for clients and prospective clients across a wide range of industries by leveraging firm's Holistic Impact framework that covers 5 elements, i.e. financial and operational elements (shareholder value creation), capabilities, health and the workforce, customers, and social and environmental impact. You will learn to shape CEO-ready narrative that frames a company's holistic value creation agenda.

You will apprentice with senior S&CF(Strategy& Corporate Finance) along with MT (McKinsey Transformation) leaders on how to translate narrative and agendas into actions at the client.

You will live coach on influencing client team leaders to take action. You will apprentice in shark-tank approach where HIT CDA fully owns the thesis generation, impact lever sizing, backup analyses and overall document. You will have high visibility to firm leadership sponsoring HIT as top-3 firm strategic initiatives.

As a CDA in HIT, you will:

• Identify new opportunities at target clients based on understanding of client needs, market dynamics and our capabilities

• Work with the lead investor to orchestrate and drive the client conversation, applying a proven HIT formula on what it takes to "win"

• Estimate opportunities across multiple dimensions and collaborate with experts across the firm to make them specific and actionable

• Take accountability to deliver highest quality output, to support CEO/CFO discussion, by leveraging deep expertise in corporate finance, combined with experience in investment banking and transformation

• Educate McKinsey leaders on how to develop a holistic agenda for a client, backed by a solid fact base; you will be responsible to dimensionize the impact by highlighting relevant importance/value of each impact lever

• Drive execution of client development agenda, collaborating with leaders and take primary accountability for results; managing pipeline and account plans

• Support lead investors in converting the opportunities identified in HIT for a client portfolio in a cell/sector into impact situations

• Work hand in hand with lead investors to shape the agenda for the sector (e.g., identify priority clients and strategic discussion points, develop materials, monitor progress, etc.)

• Actively work with McKinsey leaders on engaging with clients in follow up discussions (after initial HIT discussion) to broaden client buy-in, keep momentum and tailor our proposals; engage actively with McKinsey leaders and clients when new developments arise, especially when these could be a 'critical moment' opportunity to connect with clients (e.g., changes in share price/analyst sentiments, M&A activity, etc.)

• Build and maintain a broad network and deep expertise in the sector; initiate and strengthen relationships with senior executives and other key decision makers at a large portfolio of current and target client organizations

• Develop client relationships as part of HIT delivery and follow-up engagements with clients, in a support role to the Lead Investor; maintain client relationships built on expertise (e.g., with Finance, Controlling, MA, IR, etc. clients)

• In the long run, maintain selected client relationships during transformation execution and regular check-ins with clients, in collaboration with McKinsey leaders

• Build and maintain extensive and deep network within S&CF practice globally (e.g., closely working with 15+ Partners/Senior Partners and 90% of Senior Knowledge Experts on a regular basis); maintain strong network in selected global sectors based on expertise

• Bring content and insights from across the firm practices to McKinsey leaders and clients, actively navigating and prioritizing what content is most relevant for the client, given the insights of the HIT

• Occasionally, engage with client as content leader on S&CF topics that were identified as part of the HIT (e.g., investor relations strategy, M&A, portfolio strategy)

• Regularly meet with current and prospective clients about potential opportunities and cultivate their appetite to work with us. As part of HIT delivery and follow up, CDAs meet with clients in executive position (alongside with lead investors)

• Credibly frame value opportunities and engage with broader set of clients to bring the HIT to a wider audience in the organization

• Coach Partners and Associate Partners on developing holistic investment thesis and leveraging it to shape the client agenda; help colleagues with broad range of topics, from core S&CF concepts, understanding the investor mindset, orchestrating client meetings to deliver provocative / challenging investment story

• Actively build the HIT product, integrating insights across practices, shaping the output to be clear, concise and directly linked to shareholder value

• Deliver trainings for S&CF analysts and Engagement managers staffed on HIT rotations

• Contribute to the firm beyond core role (e.g., shaping a solution or service line, contributing to path innovation, recruiting, learning)

• 4-year degree required; advanced degree, preferably an MBA or master's degree in a relevant field preferred

• 10+ years of consulting or industry experience in corporate finance, strategy or private equity; prior experience as a consultant in a professional services firm preferred

• Familiarity with corporate finance to quality control models and analyses

• Comfort articulating insights and implications from non-financial lenses

• Comfort with building storylines (thesis) that integrate multiple workstreams

• Comfort with speaking with C-Level clients and ability to build consensus for their ideas and help lead without formal line authority

• Comfort with ambiguous, ever-changing situations

• Excel, PPTX, story-lining, and synthesis skills

• Ability to communicate effectively, both verbally and in writing, in English and local office language(s)

• Ability to work collaboratively in a team and create an inclusive environment with people at all levels of an organization

• Entrepreneurial approach, ability and desire to initiate the identification and pursuit of innovative ideas, complemented with great attention to details