咨询顾问公司服务模式的启示(ppt 15页)(英文)
合集下载
《咨询顾问经典培训》幻灯片PPT
LOGICAL THINKING AS A CONSULTANT
DURING THE COURSE OF A STUDY TEAMS ARE CONTINUALLY MOVING FROM THINKING TO DOING
The Problem Solving Process
Thinking
Generate hypotheses/determine analytical paths/gather
Provide detailed fact base for presentation
Final Slide 1 Final Slide 2
Slide Writing
-2-
DATA VS INFORMATION
Data is ...
Information is ...
-3-
WHAT IS DATA?
Competitors targeting middle segment have growing share
• Bondex’s market share is 40%
• Bondex has five divisions
High
Level of
Abstraction
Low
-4-
Logic is the system of relationships between those pieces
Transparently clear progression of ideas
Absolutely convincing support
-8-
BUT, IN CONVENTIONALLY STRUCTURED DOCUMENTS CONCLUSIONS ARE BURIED AT THE ENDS OF SECTIONS
DURING THE COURSE OF A STUDY TEAMS ARE CONTINUALLY MOVING FROM THINKING TO DOING
The Problem Solving Process
Thinking
Generate hypotheses/determine analytical paths/gather
Provide detailed fact base for presentation
Final Slide 1 Final Slide 2
Slide Writing
-2-
DATA VS INFORMATION
Data is ...
Information is ...
-3-
WHAT IS DATA?
Competitors targeting middle segment have growing share
• Bondex’s market share is 40%
• Bondex has five divisions
High
Level of
Abstraction
Low
-4-
Logic is the system of relationships between those pieces
Transparently clear progression of ideas
Absolutely convincing support
-8-
BUT, IN CONVENTIONALLY STRUCTURED DOCUMENTS CONCLUSIONS ARE BURIED AT THE ENDS OF SECTIONS
波士顿咨询顾问公司服务模式的启示精品文档
北京南洋林德投资顾问有限公司
CLIENT DEVELOPMENT PROPOSAL
Neolinde Investment Company
January 2019
AGENDA
– Objectives – Contribution by client segment – Segmented approach – Implementation – Selling process improvement
Medium size prospect with potential deal size over RMB 0.5 million
8-10
Recurring client with sale-on over RMB
2-4
0.3 million per deal
Planned deals
11-16
Plus: Add hoc/Walk-in client
北京南洋林德投资顾问有限公司
2019 OBJECTIVES SET
Fundamental Strategies
Sustainable cash flow
Brand building
Capability development
2019 Objectives
•Double(?) sales amount •Upgrade client profile
Impact
Power of an event, idea, etc. to produce changes
Trust
Confidence in the honesty, integrity, reliability etc. of another person and thing
沟通与交流(服务顾问)幻灯片
沟通与交流
Click to edit Master title style
• • • • • Click to edit Master text styles Second level Third level Fourth level Fifth level 沟通与交流
奥迪网络部 培训室 2009年3月
提问
口头
倾听
书面
声音 语气
肢体 语言
身体 动作
19
奥迪培训 / Audi Training
19
沟通与交流
Click to edit Master title style
观看录像，请分析片中的人物特点以及他们之间沟通 交流过程中的语言性交流方面传递的信息。 • Click to edit Master text styles
• 用语12%
其它
12
奥迪培训 / Audi Training
12
沟通与交流
Click to edit Master title style
沟通的种类 • • • • • Click to edit Master text styles 沟通 Second level Third level 语言 非语言 Fourth level Fifth level
刘备（一）
• • • • •
Click to edit Master text styles 刘备（二） Second level 刘备（三） Third level Fourth level 孙权（一） Fifth level
孙权（二） 孙权（三）
15
奥迪培训 / Audi Training
15
沟通与交流
9
奥迪培训 / Audi Training
Click to edit Master title style
• • • • • Click to edit Master text styles Second level Third level Fourth level Fifth level 沟通与交流
奥迪网络部 培训室 2009年3月
提问
口头
倾听
书面
声音 语气
肢体 语言
身体 动作
19
奥迪培训 / Audi Training
19
沟通与交流
Click to edit Master title style
观看录像，请分析片中的人物特点以及他们之间沟通 交流过程中的语言性交流方面传递的信息。 • Click to edit Master text styles
• 用语12%
其它
12
奥迪培训 / Audi Training
12
沟通与交流
Click to edit Master title style
沟通的种类 • • • • • Click to edit Master text styles 沟通 Second level Third level 语言 非语言 Fourth level Fifth level
刘备（一）
• • • • •
Click to edit Master text styles 刘备（二） Second level 刘备（三） Third level Fourth level 孙权（一） Fifth level
孙权（二） 孙权（三）
15
奥迪培训 / Audi Training
15
沟通与交流
9
奥迪培训 / Audi Training
MEETING-FEB02-波士顿咨询顾问公司服务模式的启示(PPT 15页)
Total sales
Expected contribution RMB 1-2 million
4-5
0.5-1
RMB 5-8 million 1-2
RMB 6-10 million
DIFFERENT APPROACHES REQUIRED
Different approaches Sell-on to existing clients
Large NA
Applicability Medium
NA
Recurring X
Resources Effectiveness
Proactive selling
• Unsolicited proposal
X
x
• Dedicated workshop
X
x
• Cooperative study
X
Mass marketing
• Newsletter/Perspectives
X
• Presentation on
X
seminars/EMBA/Conference
IMPLEMENTATION
Short list potential clients to 10 large, 30 medium and 6-8 existing
1963
•2 consulting staff •1 office in Boston
•?$ company
2000
•2,370 consulting staff •50 offices worldwide
•Billion$ company
HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV)
波士顿咨询顾问公司服务模式的启示[
北京南洋林德投资顾问有限公司
NITTY-GRITTY MUST SUPPORT THE GLAMOR
•Staffing •Case team management •Knowledge management system •Strategic institution
•Research •Production •Other support functions
北京南洋林德投资顾问有限公司
2019 OBJECTIVES SET
Fundamental Strategies
Sustainable cash flow
Brand building
Capability development
2019 Objectives
•Double(?) sales amount •Upgrade client profile
•Profitability management
北京南洋林德投资顾问有限公司
STILL A PARADOX IN CHINA
•Client Low purchasing power Unsophisticated/”Fundamental” problems
•BCG High cost Advantage in solving market oriented complexity
NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK
Most important elements
Quality and cost control
Investment
•“Happy” employee
•“Happy” client
•WOM, relationship marketing and client development
NITTY-GRITTY MUST SUPPORT THE GLAMOR
•Staffing •Case team management •Knowledge management system •Strategic institution
•Research •Production •Other support functions
北京南洋林德投资顾问有限公司
2019 OBJECTIVES SET
Fundamental Strategies
Sustainable cash flow
Brand building
Capability development
2019 Objectives
•Double(?) sales amount •Upgrade client profile
•Profitability management
北京南洋林德投资顾问有限公司
STILL A PARADOX IN CHINA
•Client Low purchasing power Unsophisticated/”Fundamental” problems
•BCG High cost Advantage in solving market oriented complexity
NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK
Most important elements
Quality and cost control
Investment
•“Happy” employee
•“Happy” client
•WOM, relationship marketing and client development
波士顿咨询顾问公司服务模式的启示[
Impact
Power of an event, idea, etc. to produce changes
Trust
Confidence in the honesty, integrity, reliability etc. of another person and thing
北京南洋林德投资顾问有限公司
• On what? • In what manner?
2. Service Concept
1. Important elements 2. How should it be perceived? 3. Efforts suggested in terms of:
Service design? Service delivery? Marketing ?
北京南洋林德投资顾问有限公司
GROWN BY GREAT PEOPLE WITH GREAT MIND
1963
•2 consulting staff •1 office in Boston
•?$ company
2000
•2,370 consulting staff •50 offices worldwide
•Billion$ company
北京南洋林德投资顾问有限公司
HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV)
4. Service Delivery System
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
Power of an event, idea, etc. to produce changes
Trust
Confidence in the honesty, integrity, reliability etc. of another person and thing
北京南洋林德投资顾问有限公司
• On what? • In what manner?
2. Service Concept
1. Important elements 2. How should it be perceived? 3. Efforts suggested in terms of:
Service design? Service delivery? Marketing ?
北京南洋林德投资顾问有限公司
GROWN BY GREAT PEOPLE WITH GREAT MIND
1963
•2 consulting staff •1 office in Boston
•?$ company
2000
•2,370 consulting staff •50 offices worldwide
•Billion$ company
北京南洋林德投资顾问有限公司
HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV)
4. Service Delivery System
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
Meeting-Feb02-波士顿咨询顾问公司服务模式的启示(1)
北京南洋林德投资顾问有限公司
北京南洋林德投资顾问有限公司
NITTY-GRITTY MUST SUPPORT THE GLAMOR
•Staffing •Case team management •Knowledge management system •Strategic institution
•Research •Production •Other support functions
Impact
Power of an event, idea, etc. to produce changes
Trust
Confidence in the honesty, integrity, reliability etc. of another person and thing
北京南洋林德投资顾问有限公司
1. Target Market Segment
“To help the world’s best organizations make a decisive impact on their direction and performance”
2. Service Concept
Insight Trust
– Appointment according to personal strength and interest for long term career development
北京南洋林德投资顾问有限公司
SELLING PROCESS IMPROVEMENT NEEDED
Increase conversion ratio and recurring ratio
X
x
• Cooperative study
MEETING-FEB02-波士顿咨询顾问公司服务模式的启示(英文)
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
STRATEGIC SERVICE VISION
(SSV) 4. Service Delivery System
1. Target Market Segment
“To help the world’s best organizations make a decisive impact on their direction and performance”
•To inspire the very best people with unparalleled opportunities for professional and personal gr thereby forging a lifelong bond
NITTY-GRITTY MUST SUPPORT THE GLAMOR
STILL A PARADOX IN CHINA
•Client Low purchasing power Unsophisticated/”Fundamental” problems
•BCG High cost Advantage in solving market orient complexity
• On what? • In what manner?
2. Service Concept
• Important elements • How should it be perceived? • Efforts suggested in terms of:
咨询顾问公司服务模式的启示(英文版)
波士顿咨询顾问公司服务模式的启示
南洋林德年终会议
2002年2月1日
AGENDA
– BCG’s Achievements – BCG’s Strategic Service Vision (SSV) – BCG’s Dilemma in China – Hint to Neolinde
GROWN BY GREAT PEOPLE WITH GREAT MIND
4. Service Delivery System
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
1. Target Market Segment
“To help the world’s best organizations make a decisive impact on their direction and performance”
2. Service Concept
ห้องสมุดไป่ตู้
Insight Trust
•To inspire the very best people with unparalleled opportunities for professional and personal growth thereby forging a lifelong bond
NITTY-GRITTY MUST SUPPORT THE GLAMOR
Impact
BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY
南洋林德年终会议
2002年2月1日
AGENDA
– BCG’s Achievements – BCG’s Strategic Service Vision (SSV) – BCG’s Dilemma in China – Hint to Neolinde
GROWN BY GREAT PEOPLE WITH GREAT MIND
4. Service Delivery System
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
1. Target Market Segment
“To help the world’s best organizations make a decisive impact on their direction and performance”
2. Service Concept
ห้องสมุดไป่ตู้
Insight Trust
•To inspire the very best people with unparalleled opportunities for professional and personal growth thereby forging a lifelong bond
NITTY-GRITTY MUST SUPPORT THE GLAMOR
Impact
BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY
企业咨询-某公司服务模式咨询报告(英文版)(ppt15页)
Impact
BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY
Insight Trust
Impact
Insight
Clear understanding of the inner nature of some specific thing
Impact
STILL A PARADOX IN CHINA
•Client Low purchasing power Unsophisticated/”Fundamental” problems
•BCG High cost Advantage in solving market oriented complexity
Most important elements
Quality and cost control
Investment
•“Happy” employee
•“Happy” client
•WOM, relationship marketing and client development
•Self selection process
4. Service Delivery System
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
3. Operation Strategy
• Most important elements? • Investment focus? • Quality and cost control? • Results expected?
波士顿咨询顾问公司服务模式的启示
北京南洋林德投资顾问有限公司
NITTY-GRITTY MUST SUPPORT THE GLAMOR
•Staffing •Case team management •Knowledge management system •Strategic institution
•Research •Production •Other support functions
Leads
Mass marketing & Proactive selling
Conversion
Establish value of
consulting
Buy in value
of Neolinde
RecБайду номын сангаасrring Execution Sell-on
Allow large prospect progressive commitment - Advisory services turn to full case - Diagnosis services turn into full case
• On what? • In what manner?
2. Service Concept
• Important elements • How should it be perceived? • Efforts suggested in terms of:
Service design? Service delivery? Marketing ?
Total sales
北京南洋林德投资顾问有限公司
Expected contribution RMB 1-2 million
4-5
0.5-1
RMB 5-8 million 1-2
NITTY-GRITTY MUST SUPPORT THE GLAMOR
•Staffing •Case team management •Knowledge management system •Strategic institution
•Research •Production •Other support functions
Leads
Mass marketing & Proactive selling
Conversion
Establish value of
consulting
Buy in value
of Neolinde
RecБайду номын сангаасrring Execution Sell-on
Allow large prospect progressive commitment - Advisory services turn to full case - Diagnosis services turn into full case
• On what? • In what manner?
2. Service Concept
• Important elements • How should it be perceived? • Efforts suggested in terms of:
Service design? Service delivery? Marketing ?
Total sales
北京南洋林德投资顾问有限公司
Expected contribution RMB 1-2 million
4-5
0.5-1
RMB 5-8 million 1-2
MeetingFeb02波士顿咨询顾问公司服务模式的启示
Page 7
CLIENT DEVELOPMENT PROPOSAL
Neolinde Investment Company
January 2002
Page 8
AGENDA
– Objectives – Contribution by client segment – Segmented approach – Implementation – Selling process improvement
DIFFERENT APPROACHES REQUIRED
Different approaches Sell-on to existing clients
Large NA
Applicability Medium
NA
Recurring X
Proactive selling
• Unsolicited proposal
Page 10
PLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTOR
Different potential client segments
Number of deals
Large prospect with potential deal size
1-2
4. Service Delivery System
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
•To inspire the very best people with unparalleled opportunities for professional and personal growth thereby forging a lifelong bond
NITTY-GRITTY MUST SUPPORT THE GLAMOR
AGENDA
– BCG’s Achievements – BCG’s Strategic Service Vision (SSV) – BCG’s Dilemma in China – Hint to Neolinde
GROWN BY GREAT PEOPLE WITH GREAT MIND
1963
4. Service Delivery System
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
Power of an event, idea, etc. to produce changes
Trust
Confidence in the honesty, integrity, reliability etc. of another person and thing
NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK
STILL A PARADOX IN CHINA
•Client Low purchasing power Unsophisticated/”Fundamental” problems
•BCG High cost Advantage in solving market oriented complexity
CLIENT DEVELOPMENT PROPOSAL
Neolinde Investment Company
January 2002
AGENDA
– Objectives – Contribution by client segment – Segmented approach – Implementation – Selling process improvement
1. Target Market Segment
“To help the world’s best organizations make a decisive impact on their direction and performance”
2. Service Concept
Insight Trust
•Evaluation and feedback
•Billability and utilization management
•Tier one •Investment on client •Recruiting and traieakthrough ideas for our clients, business enterprises and society at large
3. Operation Strategy
• Most important elements? • Investment focus? • Quality and cost control? • Results expected?
1. Target Market Segment
• Whom are we going to serve?
•Staffing •Case team management •Knowledge management system •Strategic institution
•Research •Production •Other support functions
•Profitability management
•2 consulting staff •1 office in Boston
•?$ company
2000
•2,370 consulting staff •50 offices worldwide
•Billion$ company
HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV)
WHAT SHOULD BE OUR SSV?
4. Service Delivery System
• Important features? • Capacity? • To what extent does it help:
Ensure quality? Differentiation? Raise entry barriers?
Impact
BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY
Insight Trust
Impact
Insight
Clear understanding of the inner nature of some specific thing
Impact
• On what? • In what manner?
2. Service Concept
• Important elements • How should it be perceived? • Efforts suggested in terms of:
Service design? Service delivery? Marketing ?
Most important elements
Quality and cost control
Investment
•“Happy” employee
•“Happy” client
•WOM, relationship marketing and client development
•Self selection process
NITTY-GRITTY MUST SUPPORT THE GLAMOR
AGENDA
– BCG’s Achievements – BCG’s Strategic Service Vision (SSV) – BCG’s Dilemma in China – Hint to Neolinde
GROWN BY GREAT PEOPLE WITH GREAT MIND
1963
4. Service Delivery System
3. Operating Strategy
•Clients come first •Working with clients •Respect individuals •Working as a team •The strategic perspective •Expanding the Art of possible
Power of an event, idea, etc. to produce changes
Trust
Confidence in the honesty, integrity, reliability etc. of another person and thing
NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK
STILL A PARADOX IN CHINA
•Client Low purchasing power Unsophisticated/”Fundamental” problems
•BCG High cost Advantage in solving market oriented complexity
CLIENT DEVELOPMENT PROPOSAL
Neolinde Investment Company
January 2002
AGENDA
– Objectives – Contribution by client segment – Segmented approach – Implementation – Selling process improvement
1. Target Market Segment
“To help the world’s best organizations make a decisive impact on their direction and performance”
2. Service Concept
Insight Trust
•Evaluation and feedback
•Billability and utilization management
•Tier one •Investment on client •Recruiting and traieakthrough ideas for our clients, business enterprises and society at large
3. Operation Strategy
• Most important elements? • Investment focus? • Quality and cost control? • Results expected?
1. Target Market Segment
• Whom are we going to serve?
•Staffing •Case team management •Knowledge management system •Strategic institution
•Research •Production •Other support functions
•Profitability management
•2 consulting staff •1 office in Boston
•?$ company
2000
•2,370 consulting staff •50 offices worldwide
•Billion$ company
HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV)
WHAT SHOULD BE OUR SSV?
4. Service Delivery System
• Important features? • Capacity? • To what extent does it help:
Ensure quality? Differentiation? Raise entry barriers?
Impact
BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY
Insight Trust
Impact
Insight
Clear understanding of the inner nature of some specific thing
Impact
• On what? • In what manner?
2. Service Concept
• Important elements • How should it be perceived? • Efforts suggested in terms of:
Service design? Service delivery? Marketing ?
Most important elements
Quality and cost control
Investment
•“Happy” employee
•“Happy” client
•WOM, relationship marketing and client development
•Self selection process