罗兰贝格咨询项目流程简介
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interviews • In-field survey • Desk research
– Online research – Statistic yearbook – Industry journal
罗兰贝格咨询项目流程简介
Through various workshops, the solutions were generated, fine-tuned, then finalized
units, one wholly owned company in Ningbo, one JV in Shanghai • Employed 10 foreigner and more than 300 Chinese • Provided sanitary products and piping products • Sold through different channels nation-wide
Method
• Project workshop • Brainstorming • Portfolio analysis • Scenario simulation • Sensitivity analysis • Logic chain development • Documentation and presentation
• Strong sales organization • Strong distributor network • Optimum sales process
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
• Leverage synergy • Optimize
organization structure and process
Final recommendation
罗兰贝格咨询项目流程简介
Restrucutring strategy was formulated after an extensive analysis internally and externally
罗兰贝格咨询项目流程简介
External analysis is to obtain in-depth understanding of market environment
Content
• Market potential analysis —Market size —Market structure —Market distribution by geography —Market trend
payment terms • Reference of
experience
罗兰贝格咨询项目流程简介
Restrucutring strategy was formulated after an extensive analysis internally and externally
Project schedule
罗兰贝格咨询项目流程 简介
2020/12/15
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
Ownership Leadership Changer-ship
罗兰贝格咨询项目流程简介
3Fra Baidu bibliotekew
演讲完毕，谢谢听讲!
再见，see you again
2020/12/15
罗兰贝格咨询项目流程简介
Method
• Industry experts interviews (construction, plumber, sanitary ware)
• Trade channel interviews • Professional architect interviews • Ceramic industry association
Method
• Executive interviews • Focus group interviews • Data collection and processing • Process mapping • Qualitative analysis • Quantitative analysis • Brainstorming
• Sales operation process mapping • Sales personnel incentive scheme • Reporting system • Sales and marketing team training • Distributor network re-establishment • Process implementation • Management consulting
Internal analysis
• Strategy • Organization • Process
• Market • Competition • Trend
External analysis
Strategy formulation
• Strategic focus on core products and core markets
Delivery
• Corporate strategy • Mid-term business plan • Organization structure • Sales and marketing strategy • Operation optimization
罗兰贝格咨询项目流程简介
Tips as a professional consultant
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
罗兰贝格咨询项目流程简介
Consulting process overview
Project acquisition
Internal analysis
External analysis
• Market restriction • Competition • Business partnership
—Analysis of sanitary ware industry —Trade channel —Decoration company —Designing institution
Restructuring concept and plan
Implementation support
罗兰贝格咨询项目流程简介
Project proposal and initial presentation are the selling tools for consultants
ClCielienntt iinniititaiatetsed propjreojcetctrreeqquuiriermemenetsnts
Project proposal and presentation to client
Client selected consulting firms
• Project content • Project methodology • Project organization • Project schedule • Project fee and
罗兰贝格咨询项目流程简介
The client is a leading European sanitary manufacturer
Client’s operation in China
• Entered China market in 1996 • Had two independent operation
罗兰贝格咨询项目流程简介
Internal analysis is to find out the existing opportunities and problems within the client
Content
• Structure analysis • Strategy mapping • Operational opportunities analysis
– Planning process – Production process – Logistics process – Sales operation – Marketing approaches – Technical supporting process – Cost structure – Personnel capacity
Corporate strategy
Organization
• Market positioning • Product strategy • JV partnership
handling
• Corporate structure • Organization capability
Restructuring strategy
Client
Roland Berger
Roland Berger recommendations
• Buy out Chinese partnership in Shanghai • Merge of Shanghai and Ningbo’s operation • Downsizing and management localization • Market repositioning as a technology provider • Streamline and refocus product portfolio • Strategic distributor business model • Project oriented channel strategy
Project team
1
2
3
4 consultants
3 consultants
罗兰贝格咨询项目流程简介
One-consultant 4-month implementation support was offered to the client afterwards
Content of implementation support
Disappointing business results
• Sluggish sales • High operation cost • Increasing loss
罗兰贝格咨询项目流程简介
The project is to develop China market business restructuring strategy
The client was satisfied with the project delivery
… …
3-month project
Steering committee
Client
Roland Berger
Project manager
Client
Roland Berger
Project team
Project schedule
C项o目n内te容nt
Kick off meeting
Month
Internal analysis
External analysis
Interim presentation
Restructuring concept and plan
Final presentation
• Channel strategy • Sales and marketing process
• Finance process • Production process • Logistics process
Sales and marketing
Operation process
罗兰贝格咨询项目流程简介
– Online research – Statistic yearbook – Industry journal
罗兰贝格咨询项目流程简介
Through various workshops, the solutions were generated, fine-tuned, then finalized
units, one wholly owned company in Ningbo, one JV in Shanghai • Employed 10 foreigner and more than 300 Chinese • Provided sanitary products and piping products • Sold through different channels nation-wide
Method
• Project workshop • Brainstorming • Portfolio analysis • Scenario simulation • Sensitivity analysis • Logic chain development • Documentation and presentation
• Strong sales organization • Strong distributor network • Optimum sales process
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
• Leverage synergy • Optimize
organization structure and process
Final recommendation
罗兰贝格咨询项目流程简介
Restrucutring strategy was formulated after an extensive analysis internally and externally
罗兰贝格咨询项目流程简介
External analysis is to obtain in-depth understanding of market environment
Content
• Market potential analysis —Market size —Market structure —Market distribution by geography —Market trend
payment terms • Reference of
experience
罗兰贝格咨询项目流程简介
Restrucutring strategy was formulated after an extensive analysis internally and externally
Project schedule
罗兰贝格咨询项目流程 简介
2020/12/15
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
Ownership Leadership Changer-ship
罗兰贝格咨询项目流程简介
3Fra Baidu bibliotekew
演讲完毕，谢谢听讲!
再见，see you again
2020/12/15
罗兰贝格咨询项目流程简介
Method
• Industry experts interviews (construction, plumber, sanitary ware)
• Trade channel interviews • Professional architect interviews • Ceramic industry association
Method
• Executive interviews • Focus group interviews • Data collection and processing • Process mapping • Qualitative analysis • Quantitative analysis • Brainstorming
• Sales operation process mapping • Sales personnel incentive scheme • Reporting system • Sales and marketing team training • Distributor network re-establishment • Process implementation • Management consulting
Internal analysis
• Strategy • Organization • Process
• Market • Competition • Trend
External analysis
Strategy formulation
• Strategic focus on core products and core markets
Delivery
• Corporate strategy • Mid-term business plan • Organization structure • Sales and marketing strategy • Operation optimization
罗兰贝格咨询项目流程简介
Tips as a professional consultant
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
罗兰贝格咨询项目流程简介
Consulting process overview
Project acquisition
Internal analysis
External analysis
• Market restriction • Competition • Business partnership
—Analysis of sanitary ware industry —Trade channel —Decoration company —Designing institution
Restructuring concept and plan
Implementation support
罗兰贝格咨询项目流程简介
Project proposal and initial presentation are the selling tools for consultants
ClCielienntt iinniititaiatetsed propjreojcetctrreeqquuiriermemenetsnts
Project proposal and presentation to client
Client selected consulting firms
• Project content • Project methodology • Project organization • Project schedule • Project fee and
罗兰贝格咨询项目流程简介
The client is a leading European sanitary manufacturer
Client’s operation in China
• Entered China market in 1996 • Had two independent operation
罗兰贝格咨询项目流程简介
Internal analysis is to find out the existing opportunities and problems within the client
Content
• Structure analysis • Strategy mapping • Operational opportunities analysis
– Planning process – Production process – Logistics process – Sales operation – Marketing approaches – Technical supporting process – Cost structure – Personnel capacity
Corporate strategy
Organization
• Market positioning • Product strategy • JV partnership
handling
• Corporate structure • Organization capability
Restructuring strategy
Client
Roland Berger
Roland Berger recommendations
• Buy out Chinese partnership in Shanghai • Merge of Shanghai and Ningbo’s operation • Downsizing and management localization • Market repositioning as a technology provider • Streamline and refocus product portfolio • Strategic distributor business model • Project oriented channel strategy
Project team
1
2
3
4 consultants
3 consultants
罗兰贝格咨询项目流程简介
One-consultant 4-month implementation support was offered to the client afterwards
Content of implementation support
Disappointing business results
• Sluggish sales • High operation cost • Increasing loss
罗兰贝格咨询项目流程简介
The project is to develop China market business restructuring strategy
The client was satisfied with the project delivery
… …
3-month project
Steering committee
Client
Roland Berger
Project manager
Client
Roland Berger
Project team
Project schedule
C项o目n内te容nt
Kick off meeting
Month
Internal analysis
External analysis
Interim presentation
Restructuring concept and plan
Final presentation
• Channel strategy • Sales and marketing process
• Finance process • Production process • Logistics process
Sales and marketing
Operation process
罗兰贝格咨询项目流程简介