企业咨询-咨询技巧：咨询建议书的准备和演示 精品
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8. Draw conclusions – Group and logically synthesise the findings – Confirm conclusions through further research, if necessary
9. Prescribe alternative solutions – Generate possible solutions
11. 执行计划 – 计划并设计执行步骤和资源 要求 – 分配责任
12. 执行 – 逐步实施计划，并控制进程
13. 客户获得收益 – 实现了执行建议的预期收益
Medical analogy ... curing a child suffering from measles
1. Determine client objectives – Child: to get the sweet from doctor – Parents: to remove the suffering – Maid: to talk to friends at the clinic
Grouped归类后
• Dairy Products日用品 Butter黄油 Milk牛奶 Sour Cream酸奶
• Fruits水果 Apples苹果 Grapes葡萄 Oranges桔/橙
• Vegetables蔬菜 Carrots萝卜 Potatoes土豆
A message adds value to the information and
– Technical and functional subject matters – Other consulting tools and techniques
本次演讲的目的
• 到本次演讲结束时，听众将能够：
– 了解准备及演示咨询建议书的技巧 – 认识到在制作建议书时，需要对研究成果进行归类，运用各
7. Confirm findings – More tests -- blood test? – Discovered child played with girl suffering from measles
8. Draw conclusions – Logically pointing to measles
– Understand how consultants formulate logical and defensible recommendations
– Understand how consultants assist clients in implementation management
• This module does not include discussions on:
建议和执行是咨询流程中关键的部分
1. 确定客户目标 – 主要关注客户需求
2. 确定研究目标 – 与客户需求可能一致，也 可能不一致
3. 明确问题 – 确定需要调查的问题
4. 产生假设 – 做出一些直观、试验性的 结论
5. 确定关键问题——搜集数据 – 提出一些关键问题来验证 上面的假设，并收集资料 解释这些问题
5. 确定关键问题 – 收集数据 – 观察、记录、询问 – 体温39-40度, 红斑, 头痛 – 不适, 食欲差, 烦躁不安
6. 分析数据 – 比较过去的病例
7. 确认结论 – 进一步的检查 – 验血 ? – 发现患病儿童曾与麻疹
9. 提出可供选择的方案 – 药物治疗: 帕热森, 抗组胺 剂, 甘菊洗液 – 中医疗法 – 自然: 多休息, 多喝水 – 打针
Grouping of related ideas help readers aggregate the
contents 将相关概念归类有助于读者整合内容
Ungrouped未归类
• Apples苹果 • Butter黄油 • Carrots萝卜 • Grapes葡萄 • Milk牛奶 • Oranges桔/橙 • Potatoes土豆 • Sour Cream酸奶
1. Determine client objectives – Focus on client needs
2. Determine study objectives – May or may not be identical with client needs
3. Identify issues – Determine the problems that need to be examined
2. Determine study objectives – Doctor: to cure the sickness; earn a fee
3. Identify issues – A sick child – Symptoms: running nose, cough, fever
4. Generate hypotheses – Flu, cold, measles
6. Analyze data – Dissect the data, tear things apart and examine details thoroughly
7. Develop and confirm findings – Look for coherent patterns and establish logical groupings of information – Determine if need to collect more data
6. 分析数据 – 分解数据，细化。然后检查 所有细节
7. 提出并确认结论 – 寻找固定模式，并对信息进 行逻辑归类 – 决定是否需要进一步的资料
8. 下结论 – 对结论进行归类以及逻辑综 合 – 必要时，通过进一步的研究 确认结论
9. 提出可供选择的解决方案 – 产生各种可能的方案
10. 建议最佳方案 – 将可行的方案提升为成咨询 建议
10. Recommend best solution – Develop viable solutions into recommendations
11. Implementation planning – Plan and design implementation steps and resource requirements – Assign responsibilities
Management Consulting Skills 管理咨询技能
Consulting Techniques: Preparing and Presenting Recommendations
咨询技巧：咨询建议书的准备和演示
Presented by: Liew Shin Liat
Objectives of this module
12. Implementation – Carry out the implementation steps and check progress
13. Client derives benefits – Realise benefits of the implemented recommendations
5. Determine key questions -collect data – Observations, records, interviews – Temp 39 to 40C, red spots, headache – Discomfort, lethargy, irritation
6. Analyze data – Compare to cases seen before
医疗类比 …… 治疗患麻疹的儿童
1. 确定客户目标 – 儿童: 想从医生那获得糖 果 – 家长: 除去疾病 – 女佣: 在门诊部和朋友聊 天
2. 明确研究目标 – 医生: 治愈病人; 获得报酬
3. 明确问题 – 一名患病儿童 – 症状: 流鼻涕, 咳嗽, 发烧
4. 产生假设 – 流感, 感冒, 麻疹
10. 建议最佳方案 – 药物治疗
11. 执行计划 – 制订剂量和频次 – 叮嘱禁忌的事情
12. 执行 – 患儿吃药
13. 客户获得收益 – 康复 – 免疫力 (抗体)
The first step in preparing recommendations is to sort
related ideas 准备建议书的第一项工作就是将相关概念归类
Example
• Apples苹果 -
• Butter黄油 -
• Carrots萝卜 -
• Grapes葡萄 -
• Milk牛奶
-
• Oranges桔/橙 -
• Potatoes土豆 -
• Sour Cream酸奶-
Fruit水果 Dairy Product日用品 Vegetable蔬菜 Fruit水果 Dairy Product日用品 Fruit水果 Vegetable蔬菜 Dairy Product日用品
4. Generate hypotheses – Build first-cut tentative conclusions
5. Determine key questions -collect data – Ask key questions to test the hypotheses, collect data to answer the questions
9. Prescribe alternative solutions – Medicines: parasin, antihistamine, chamomile lotion – Herbal treatment – Natural: rest, water – Injection
10. Recommend best solution – Medicines
• At the end of this module, participants will be able to:
– Understand the techniques in preparing and presenting recommendations
– Recognise the need to group findings, use messages and link ideas in formulating recommendations
11. Implementation planning – Instruct dosage and frequency – Advise things to avoid
12. Implementation – Child takes the medicines
13. Client derives benefits – Sickness cured – Immunity (antibody)
种信息并将各种概念联系起来 – 了解咨询顾问如何制作有逻辑、有根据的建议书 – 了解咨询顾问在执行管理中如何帮助客户
• 本次演讲不讨论:
– 技术和职能问题 – 其他咨询工具和技巧
Recommendations and implementation are key parts of a consulting process
3 Is not a label for the outline 非提纲标记
4 Is not a question 不是问题
Label
?
A message conveys a single idea 一个信息的要意表达一个简单的思想
• Messages信息要意 ▪ He runs他跑步 ▪ I eat我吃 ▪ I eat rice我吃饭 ▪ Sales has not improved销售没有改进 ▪ Step 5 of the project will include 10 interviews 项目的第五步包括10次访谈 ▪ IBM should compete in the telephone equipment business IBM应当参与电话设备业务的竞争 ▪ Life sciences investment will be doubled next year 生命科学投资明年将成倍增长
addresses “so what” 信息(message)增加了材料(information)的价值并突出了“ 什么？”
1 States a position or a conclusion to be developed 表示一个位置/结论 需要进一步研究
2 Communicates one idea only 一家之言
9. Prescribe alternative solutions – Generate possible solutions
11. 执行计划 – 计划并设计执行步骤和资源 要求 – 分配责任
12. 执行 – 逐步实施计划，并控制进程
13. 客户获得收益 – 实现了执行建议的预期收益
Medical analogy ... curing a child suffering from measles
1. Determine client objectives – Child: to get the sweet from doctor – Parents: to remove the suffering – Maid: to talk to friends at the clinic
Grouped归类后
• Dairy Products日用品 Butter黄油 Milk牛奶 Sour Cream酸奶
• Fruits水果 Apples苹果 Grapes葡萄 Oranges桔/橙
• Vegetables蔬菜 Carrots萝卜 Potatoes土豆
A message adds value to the information and
– Technical and functional subject matters – Other consulting tools and techniques
本次演讲的目的
• 到本次演讲结束时，听众将能够：
– 了解准备及演示咨询建议书的技巧 – 认识到在制作建议书时，需要对研究成果进行归类，运用各
7. Confirm findings – More tests -- blood test? – Discovered child played with girl suffering from measles
8. Draw conclusions – Logically pointing to measles
– Understand how consultants formulate logical and defensible recommendations
– Understand how consultants assist clients in implementation management
• This module does not include discussions on:
建议和执行是咨询流程中关键的部分
1. 确定客户目标 – 主要关注客户需求
2. 确定研究目标 – 与客户需求可能一致，也 可能不一致
3. 明确问题 – 确定需要调查的问题
4. 产生假设 – 做出一些直观、试验性的 结论
5. 确定关键问题——搜集数据 – 提出一些关键问题来验证 上面的假设，并收集资料 解释这些问题
5. 确定关键问题 – 收集数据 – 观察、记录、询问 – 体温39-40度, 红斑, 头痛 – 不适, 食欲差, 烦躁不安
6. 分析数据 – 比较过去的病例
7. 确认结论 – 进一步的检查 – 验血 ? – 发现患病儿童曾与麻疹
9. 提出可供选择的方案 – 药物治疗: 帕热森, 抗组胺 剂, 甘菊洗液 – 中医疗法 – 自然: 多休息, 多喝水 – 打针
Grouping of related ideas help readers aggregate the
contents 将相关概念归类有助于读者整合内容
Ungrouped未归类
• Apples苹果 • Butter黄油 • Carrots萝卜 • Grapes葡萄 • Milk牛奶 • Oranges桔/橙 • Potatoes土豆 • Sour Cream酸奶
1. Determine client objectives – Focus on client needs
2. Determine study objectives – May or may not be identical with client needs
3. Identify issues – Determine the problems that need to be examined
2. Determine study objectives – Doctor: to cure the sickness; earn a fee
3. Identify issues – A sick child – Symptoms: running nose, cough, fever
4. Generate hypotheses – Flu, cold, measles
6. Analyze data – Dissect the data, tear things apart and examine details thoroughly
7. Develop and confirm findings – Look for coherent patterns and establish logical groupings of information – Determine if need to collect more data
6. 分析数据 – 分解数据，细化。然后检查 所有细节
7. 提出并确认结论 – 寻找固定模式，并对信息进 行逻辑归类 – 决定是否需要进一步的资料
8. 下结论 – 对结论进行归类以及逻辑综 合 – 必要时，通过进一步的研究 确认结论
9. 提出可供选择的解决方案 – 产生各种可能的方案
10. 建议最佳方案 – 将可行的方案提升为成咨询 建议
10. Recommend best solution – Develop viable solutions into recommendations
11. Implementation planning – Plan and design implementation steps and resource requirements – Assign responsibilities
Management Consulting Skills 管理咨询技能
Consulting Techniques: Preparing and Presenting Recommendations
咨询技巧：咨询建议书的准备和演示
Presented by: Liew Shin Liat
Objectives of this module
12. Implementation – Carry out the implementation steps and check progress
13. Client derives benefits – Realise benefits of the implemented recommendations
5. Determine key questions -collect data – Observations, records, interviews – Temp 39 to 40C, red spots, headache – Discomfort, lethargy, irritation
6. Analyze data – Compare to cases seen before
医疗类比 …… 治疗患麻疹的儿童
1. 确定客户目标 – 儿童: 想从医生那获得糖 果 – 家长: 除去疾病 – 女佣: 在门诊部和朋友聊 天
2. 明确研究目标 – 医生: 治愈病人; 获得报酬
3. 明确问题 – 一名患病儿童 – 症状: 流鼻涕, 咳嗽, 发烧
4. 产生假设 – 流感, 感冒, 麻疹
10. 建议最佳方案 – 药物治疗
11. 执行计划 – 制订剂量和频次 – 叮嘱禁忌的事情
12. 执行 – 患儿吃药
13. 客户获得收益 – 康复 – 免疫力 (抗体)
The first step in preparing recommendations is to sort
related ideas 准备建议书的第一项工作就是将相关概念归类
Example
• Apples苹果 -
• Butter黄油 -
• Carrots萝卜 -
• Grapes葡萄 -
• Milk牛奶
-
• Oranges桔/橙 -
• Potatoes土豆 -
• Sour Cream酸奶-
Fruit水果 Dairy Product日用品 Vegetable蔬菜 Fruit水果 Dairy Product日用品 Fruit水果 Vegetable蔬菜 Dairy Product日用品
4. Generate hypotheses – Build first-cut tentative conclusions
5. Determine key questions -collect data – Ask key questions to test the hypotheses, collect data to answer the questions
9. Prescribe alternative solutions – Medicines: parasin, antihistamine, chamomile lotion – Herbal treatment – Natural: rest, water – Injection
10. Recommend best solution – Medicines
• At the end of this module, participants will be able to:
– Understand the techniques in preparing and presenting recommendations
– Recognise the need to group findings, use messages and link ideas in formulating recommendations
11. Implementation planning – Instruct dosage and frequency – Advise things to avoid
12. Implementation – Child takes the medicines
13. Client derives benefits – Sickness cured – Immunity (antibody)
种信息并将各种概念联系起来 – 了解咨询顾问如何制作有逻辑、有根据的建议书 – 了解咨询顾问在执行管理中如何帮助客户
• 本次演讲不讨论:
– 技术和职能问题 – 其他咨询工具和技巧
Recommendations and implementation are key parts of a consulting process
3 Is not a label for the outline 非提纲标记
4 Is not a question 不是问题
Label
?
A message conveys a single idea 一个信息的要意表达一个简单的思想
• Messages信息要意 ▪ He runs他跑步 ▪ I eat我吃 ▪ I eat rice我吃饭 ▪ Sales has not improved销售没有改进 ▪ Step 5 of the project will include 10 interviews 项目的第五步包括10次访谈 ▪ IBM should compete in the telephone equipment business IBM应当参与电话设备业务的竞争 ▪ Life sciences investment will be doubled next year 生命科学投资明年将成倍增长
addresses “so what” 信息(message)增加了材料(information)的价值并突出了“ 什么？”
1 States a position or a conclusion to be developed 表示一个位置/结论 需要进一步研究
2 Communicates one idea only 一家之言