成功導(dǎo)向的改變過(guò)程TIG總經(jīng)理培訓(xùn)用ppt課件

1、言明企管2002/7/21Success Driven Change Process勝利導(dǎo)向的改變過(guò)程勝利導(dǎo)向的改變過(guò)程言明企管顧問(wèn)公司臺(tái)北市信義區(qū)基隆路一段432號(hào)13樓之4電話(huà):02-2720-1710 傳真:02-2729-0879T.I.G. 頂新國(guó)際集團(tuán)頂新國(guó)際集團(tuán)B & C Consultant言明企管言明企管n Background 背景n How is T.I.G. Responding ? 頂新集團(tuán)如何因應(yīng)壓力 ?n Success Driven Change Process Purpose 勝利導(dǎo)向的改變過(guò)程 目的n Success Driven Change Proces

2、s Design 勝利導(dǎo)向的改變過(guò)程 設(shè)計(jì) n Logic Flow of Success Driven Changes Process 勝利導(dǎo)向改變過(guò)程的邏輯性流程 n Focusing Organizational Energy 集中整合組織能量n Establishing Focus and Expectation 建立集中整合與期望n Design Through High Involvement 高度參與的設(shè)計(jì)n The Frame Work Of Four Thrusts Of A Culture Change 企業(yè)文化改變的四個(gè)信任架構(gòu)n Developing A Marco I

3、mplementation Plan For Creating Strategic Focusn 發(fā)展一個(gè)大範(fàn)圍針對(duì)戰(zhàn)略性集中整合的實(shí)行計(jì)劃n Success Driven Change Process Rules 勝利導(dǎo)向的改變過(guò)程 遊戲規(guī)劃n Success Driven Change Process Conclusion 勝利導(dǎo)向的改變過(guò)程 結(jié)論B & C Consultant言明企管言明企管Business生意Competition競(jìng)爭(zhēng)Change改變Customer客戶(hù)未來(lái)生意的競(jìng)爭(zhēng)必須改變?yōu)橐钥蛻?hù)導(dǎo)向的耐久滿(mǎn)意服務(wù)為原則B & C Consultant言明企管言明企管(a) 行銷(xiāo)與

4、其他功能同等重要生產(chǎn)生產(chǎn)財(cái)務(wù)財(cái)務(wù)行銷(xiāo)行銷(xiāo)人事人事行銷(xiāo)行銷(xiāo)生產(chǎn)生產(chǎn)財(cái)務(wù)財(cái)務(wù)人事人事(b) 行銷(xiāo)功能較重要生生 產(chǎn)產(chǎn)人人事事財(cái)財(cái)務(wù)務(wù)行銷(xiāo)行銷(xiāo)(c) 行銷(xiāo)為主要功能行行銷(xiāo)銷(xiāo)財(cái)財(cái)務(wù)務(wù)生生產(chǎn)產(chǎn)人人事事顧客顧客(d) 顧客居功能中心人人事事財(cái)財(cái)務(wù)務(wù)生生 產(chǎn)產(chǎn)行行 銷(xiāo)銷(xiāo)顧客顧客(e) 顧客居功能中心且行銷(xiāo)具整合性功能B & C Consultant言明企管言明企管 Super Goal 杰出目杰出目標(biāo)標(biāo) STYLE 行事風(fēng)格 STRENGTH 優(yōu)勢(shì) SKILL 技巧STAFF員工員工STRUCTURE 組織組織 STRATEGT 戰(zhàn)略 SYSTEM 制度/系統(tǒng) SOLUTION 解決SHARE VALUE

5、共享價(jià)值B & C Consultant言明企管言明企管Competitor Promotion Support Better競(jìng)爭(zhēng)促銷(xiāo)較優(yōu)條件Changing Consumers消費(fèi)者的改變WTO ImpactWTO沖擊Better Service客戶(hù)要求較好的服務(wù)Price consumer shoppers / Customer對(duì)價(jià)格敏感的消費(fèi)者及顧客Adapting to Modern Trade適應(yīng)現(xiàn)代通路MKT. Share市場(chǎng)佔(zhàn)有率 W/S still influential on many channels 經(jīng)銷(xiāo),二批對(duì)許多零點(diǎn) 售的影響Changing Trade channe

6、l末端通路的變化Aggressive international Brand players國(guó)際知名品牌競(jìng)爭(zhēng)者Competitor Trading Term Better競(jìng)爭(zhēng)者對(duì)店家的較優(yōu)條件B & C Consultant言明企管言明企管西元1991年02460246男女年齡65歲以上15-640-14佔(zhàn)總?cè)丝诒壤?.5%67.1%26.3%B & C Consultant言明企管言明企管 西元1951年05100510男女年齡65歲以上15-640-14佔(zhàn)總?cè)丝诒壤?.5%55.5%42.1%B & C Consultant言明企管言明企管男女年齡65歲以上15-640-14佔(zhàn)總?cè)丝诒壤?

7、0.2%62.7%17%西元2032年(預(yù)估)0123401234B & C Consultant言明企管言明企管 GNP(美圓)消費(fèi)特性發(fā)展逢勃之業(yè)態(tài)1,000元喜愛(ài)多種品項(xiàng)、高品質(zhì)商品百貨公司 / 飲食多檥化3,000元注重便利及快適超級(jí)市場(chǎng) / 中西餐廳變化快速6,000元要求方便、時(shí)效 便利商店 / 餐欽與休閒結(jié)合10,000元追求低價(jià)格商品 量販店 / 差異化的餐飲與休閒12,000元多元化的購(gòu)物便利購(gòu)物中心 / 個(gè)性化餐飲 / 休閒15,000元個(gè)人休閒時(shí)間增多，希望從任務(wù)中獲得樂(lè)趣DIYB & C Consultant言明企管言明企管 Operation cost increas

8、ing 營(yíng)運(yùn)本錢(qián)逐年添加 Background - The Internal Pressure On T.I.G. Sales Is Immense 背景背景 頂新集團(tuán)的內(nèi)在壓力頂新集團(tuán)的內(nèi)在壓力Ineffective internal Communication內(nèi)部溝通，效率低Lacking on the positive attitude toward JOB對(duì)任務(wù)缺乏正面企圖心Inconsistent Operation Guideline 無(wú)固定營(yíng)運(yùn)操作方式Lacking Consistent on Job Training缺乏計(jì)劃一致性的在職訓(xùn)練Shareholder expecta

9、tion 股東的期望Lacking on Fast Response from market 缺乏快速反應(yīng)市場(chǎng)變化Not clear company vision/ goal felt by middle upper managers 沒(méi)有清楚感覺(jué)公司的願(yuàn)景 / 目標(biāo) Need development Motivated Sales People需培育更多有潛力/才干人才Lacking on KPI Monitor / Review 缺乏主要績(jī)效評(píng)量標(biāo)準(zhǔn)監(jiān)控/檢討 Gap of target Acknowledge目標(biāo)認(rèn)知 / 落差B & C Consultant言明企管言明企管Externa

10、lInternalPressure內(nèi)外部壓力內(nèi)外部壓力T.I.G.頂新集團(tuán)頂新集團(tuán)B & C Consultant言明企管言明企管ExternalInternalPressure內(nèi)外部壓力內(nèi)外部壓力T.I.G.頂新集團(tuán)頂新集團(tuán)Skill/ Knowledge技術(shù)技術(shù) /知識(shí)知識(shí) Attitude態(tài)度態(tài)度Behavior行為行為B & C Consultant言明企管言明企管Behavior行為Knowledge知識(shí)Skill技巧Attitude態(tài)度B & C Consultant言明企管言明企管nTo discover the real issues effecting the busines

11、s. n 發(fā)現(xiàn)影響生意真正問(wèn)題nTo reach mutual understandings on the issues effecting the business. n 達(dá)成共同了解影響生意真正問(wèn)題nTo develop tailor made programs to resolve issues effecting the businessn 發(fā)展適合專(zhuān)屬計(jì)劃來(lái)解決影響生意真正問(wèn)題 nImprove results by developing SUCCESS DRIVEN CHANGE PROCESSn 推廣勝利導(dǎo)向的改變過(guò)程計(jì)劃，來(lái)改進(jìn)成果nCreate a common base H

12、igh Performance Teamworkn 創(chuàng)造共同基礎(chǔ) 高效率績(jī)效團(tuán)隊(duì)nTo develop strategy for high acceptance n 發(fā)展高接受度的戰(zhàn)略B & C Consultant言明企管言明企管Factors： Aggressive International Brand players 國(guó)際知名品牌競(jìng)爭(zhēng)者國(guó)際知名品牌競(jìng)爭(zhēng)者 Competitor Trading Term Better 競(jìng)爭(zhēng)者對(duì)店家的較優(yōu)條件競(jìng)爭(zhēng)者對(duì)店家的較優(yōu)條件 Changing Trade Channel 末端通路的變化末端通路的變化 Lacking on Fast Response

13、from market 缺乏快速反應(yīng)市場(chǎng)變化缺乏快速反應(yīng)市場(chǎng)變化 Operation cost increasing 營(yíng)運(yùn)本錢(qián)逐營(yíng)運(yùn)本錢(qián)逐年添加年添加 Ineffective Internal Communication 內(nèi)部溝通，效率低內(nèi)部溝通，效率低 Lacking on KPI monitor / Review 缺乏主要績(jī)效評(píng)量標(biāo)準(zhǔn)缺乏主要績(jī)效評(píng)量標(biāo)準(zhǔn),監(jiān)控監(jiān)控/檢討檢討 Content 滿(mǎn)足感 Fear 害怕 Suspicion 懷疑Involvement 參與Commitment 承諾Action行動(dòng)Past過(guò)去Now現(xiàn)在Future未來(lái)B & C Consultant言明企管言明企

14、管The Logic Flow Of Success Driven Change Press is a means to make change a reality 勝利導(dǎo)向改變過(guò)程的邏輯性流程是將改變變成事實(shí)的一種工具勝利導(dǎo)向改變過(guò)程的邏輯性流程是將改變變成事實(shí)的一種工具 Accountability (職責(zé)) Skill (技巧)Communications (溝通)Process and System (過(guò)程與系統(tǒng))Create Strategic Focus創(chuàng)造戰(zhàn)略集中整合Design Through High Involvement高度參與的設(shè)計(jì)Implement Through H

15、igh Involvement高度參與的執(zhí)行Oning plan for improvement持續(xù)性改變的計(jì)劃nVision 願(yuàn)景nValues 價(jià)值nCritical Success n Factors 主要?jiǎng)倮豈easurement and Commitment 評(píng)量與承諾評(píng)量與承諾B & C Consultant言明企管言明企管 Vision 願(yuàn)景 Value 價(jià)值 CSF 勝利關(guān)鍵要素 (Critical Success Factors)B & C Consultant言明企管言明企管CSF勝利關(guān)鍵要素ELEMENT要素UNIT OF MEASURE評(píng)量單位HOW YOU WIL

16、L TRACK 追蹤B & C Consultant言明企管言明企管B & C Consultant言明企管言明企管 Consensus by senior leadership to your strategic focus is vital to harnessing your organizational energy. 得到資深管理階層的贊同,對(duì)戰(zhàn)略性集中整合是很重要的,它能幫助善用組織能量 Direction 方 向 (Vision) (願(yuàn)景)Focus 集中整合(Critical Success Factors)主要?jiǎng)倮?Expectations 期望 (Values & Be

17、haviors)價(jià)值與行為 n To describe direction, we will n develop a vision statement orn refine your current visionn statement. n (敘述方向,發(fā)展願(yuàn)景說(shuō)明或修正n 現(xiàn)有願(yuàn)景說(shuō)明)n To agree on focus, we will n develop critical success factorsn (贊同集中整合, 發(fā)展主要?jiǎng)倮?n To clarify expectations, we will n identify core values.n (確認(rèn)期望,尋找主要價(jià)值

18、)B & C Consultant言明企管言明企管What are Vision, Critical Success Factors and Values? 什麼是願(yuàn)景,主要?jiǎng)倮?價(jià)值?Samples of Vision, Critical Success Factors and Values? 願(yuàn)景,主要?jiǎng)倮?價(jià)值的樣本?Develop you own Vision, Critical Success Factors and Values? 發(fā)展他本人的願(yuàn)景,主要?jiǎng)倮?價(jià)值?What Benefits do you hope to achieve by identifying V

19、ision, Critical Success Factors and Values? 他要達(dá)成的願(yuàn)景,主要?jiǎng)倮?價(jià)值,有什麼利益?Selecting and discussing Vision, Critical Success Factors and Values 選擇和討論願(yuàn)景,主要?jiǎng)倮?價(jià)值Criteria Check 評(píng)量條件標(biāo)準(zhǔn)Measuring Vision, Critical Success Factors and Values? 評(píng)量願(yuàn)景,主要?jiǎng)倮?價(jià)值?B & C Consultant言明企管言明企管Vision 願(yuàn) 景Values 價(jià) 值Mission 任 務(wù)

20、Dimensions 範(fàn)圍(Behaviors) (行為)Business Plan營(yíng)運(yùn)計(jì)劃Key Result Areas And Objectives 主要成果地方和目標(biāo) Performance Management 績(jī)效管理 Critical Success Factors (Strategic Initiatives)勝利的要素(戰(zhàn)略性創(chuàng)意)The performance management system is a funnel that takes macro goals (Strategic Focus)down to individual jobs accountability

21、 and behaviors.績(jī)效管理是將大方向目標(biāo)與戰(zhàn)略性集中整合落實(shí)到個(gè)人職責(zé)及行為上B & C Consultant言明企管言明企管nACCOUNTABILITY (職職 責(zé)責(zé))nPerformance Management ( 績(jī)效管理績(jī)效管理)nJob Design (任務(wù)設(shè)計(jì)任務(wù)設(shè)計(jì))nOrganization Structure (組織架構(gòu)組織架構(gòu))nSkill (技巧技巧)nBusiness Knowledge (商業(yè)知識(shí)商業(yè)知識(shí))nTechnical Skills (技術(shù)技巧技術(shù)技巧)nContinuous Improvement Skills (持續(xù)改進(jìn)技巧持續(xù)改進(jìn)技巧)n

22、Leadership Skills (領(lǐng)導(dǎo)技巧領(lǐng)導(dǎo)技巧)n Communications (溝通溝通)nFormal Communication (正式溝通正式溝通)nRituals and Symbols (儀式與代號(hào)儀式與代號(hào))nBehavior of Leaders (領(lǐng)導(dǎo)行為領(lǐng)導(dǎo)行為)nInformal Communication Process or Rumor Mill (非正式溝通過(guò)程及謠言工廠非正式溝通過(guò)程及謠言工廠 )n Processes And Systems (過(guò)程與系統(tǒng)過(guò)程與系統(tǒng))nCareer and Development Planning (生涯規(guī)劃計(jì)劃生涯規(guī)劃

23、計(jì)劃) nCommunications (溝通溝通)nCompensation (薪資薪資)nInformation Management (資訊管理資訊管理)nJob Rotation (職位輪替職位輪替)nOperational Processes and Procedures (營(yíng)運(yùn)過(guò)程與流程營(yíng)運(yùn)過(guò)程與流程)Thrust 1信任一信任一Thrust 2信任二信任二Thrust 3信任三信任三Thrust 4信任四信任四Performance Management (績(jī)效管理)Promotions (升遷)Recognition (認(rèn)同感)Selection (選擇)Training (訓(xùn)

24、練)B & C Consultant言明企管言明企管Action 行動(dòng)Key Steps主要步驟Outputs產(chǎn)出When何時(shí)Who 誰(shuí)n Finalize the Vision,n Critical Success n Factors,and Valuesn 決定願(yuàn)景 , 主要?jiǎng)倮騨 素及價(jià)值 n Identifying Measuresn for Successn 尋找及確認(rèn), 勝利改變n 的方法 / 步驟n n Analyze feedback andn prioritize targets forn actionn 分析回饋及排定優(yōu)先順n 序的目標(biāo)及行動(dòng)n Develop plans

25、 ton prepare people forn changen 發(fā)展及準(zhǔn)備改變?nèi)说挠^n 念行為的計(jì)劃n Agreement of finaln Vision, Critical Successn Factors, and Valuesn 贊同最後決定願(yuàn)景, 成n 功要素及價(jià)值n Measures,baselines,andn improvement targetsn 基礎(chǔ)方法及改進(jìn)目標(biāo)n n Prioritized targets forn changen 排定優(yōu)先順序 , 針對(duì)改n 變目標(biāo) n Preliminary teamn chartersn 初步任務(wù)憲章n Action plans

26、n 行動(dòng)計(jì)劃Creating the Strategic Plan for Change創(chuàng)造戰(zhàn)略集中整合Developing A Marco Implementation Plan For Success Driven Change Process 發(fā)展一個(gè)大範(fàn)圍針對(duì)勝利導(dǎo)向的改變過(guò)程實(shí)行計(jì)劃發(fā)展一個(gè)大範(fàn)圍針對(duì)勝利導(dǎo)向的改變過(guò)程實(shí)行計(jì)劃B & C Consultant言明企管言明企管B & C Consultant言明企管言明企管 Rules 1 - The mental CHANGE towards SDCP 勝利導(dǎo)向的改變過(guò)程的心態(tài)改變 Content 滿(mǎn)足感Fear 害怕Suspicio

27、n 懷疑Involvement 參與Commitment 承諾Action 行動(dòng)Past 過(guò)去Now 現(xiàn)在Future 未來(lái)CHANGE改變B & C Consultant言明企管言明企管 Rules 1 - The mental CHANGE towards SDCP 勝利導(dǎo)向的改變過(guò)程的心態(tài)改變 Do not just ask yourself if we are doing things right, ask if we are doing the right thing right. Do not just seize the short-term advantage , take s

28、teps towards the long term view. Do not just master the routine, but be daring , be different, be fast, be successful Do not complain about what you cannot change, change what you can. 不要只問(wèn)本人我們做得對(duì)不對(duì)不要只問(wèn)本人我們做得對(duì)不對(duì), 要問(wèn)本人要問(wèn)本人 是 不 是 把 對(duì) 的 事 情 做 對(duì)是 不 是 把 對(duì) 的 事 情 做 對(duì) 不要只留意短期效益不要只留意短期效益, 現(xiàn)在所做的事應(yīng)有現(xiàn)在所做的事應(yīng)有 利於

29、長(zhǎng)期效益利於長(zhǎng)期效益不要只留意日常事務(wù)不要只留意日常事務(wù), 要大膽要大膽, 要敢於不要敢於不 同同, 要快速要快速, 要?jiǎng)倮獎(jiǎng)倮?不要埋怨他所不能改變的不要埋怨他所不能改變的, 去改變他能改去改變他能改 變的變的遊戲規(guī)則遊戲規(guī)則 1B & C Consultant言明企管言明企管Rules 2 - The effective COMMUNICATION towards SDCP 勝利導(dǎo)向的改變過(guò)程的有效溝通勝利導(dǎo)向的改變過(guò)程的有效溝通B & C Consultant言明企管言明企管 同理心：同理心： 首先去了解首先去了解, 然後被了解然後被了解 可可 信：信： 說(shuō)他要做的說(shuō)他要做的, 做他所

30、說(shuō)的做他所說(shuō)的 清清 晰：晰： 表達(dá)簡(jiǎn)明扼要表達(dá)簡(jiǎn)明扼要, 切入要點(diǎn)切入要點(diǎn) 尊尊 敬：敬： 關(guān)注地聆聽(tīng)關(guān)注地聆聽(tīng), 確認(rèn)闡明確認(rèn)闡明 身體語(yǔ)言：身體語(yǔ)言： 大多數(shù)的溝通是非語(yǔ)言的大多數(shù)的溝通是非語(yǔ)言的, 留意他的面留意他的面 部表情部表情, 身體語(yǔ)言和說(shuō)明的口氣身體語(yǔ)言和說(shuō)明的口氣遊戲規(guī)則遊戲規(guī)則 2Rules 2 - The effective COMMUNICATION towards SDCP 勝利導(dǎo)向的改變過(guò)程的有效溝通勝利導(dǎo)向的改變過(guò)程的有效溝通 Empathy: Seek first to understand, then be understand Credibility: S

31、ay what you do,do what you say. Clarity: Be simple, concise and to the point Respect: Listen attentively and ask for clarifications. Physiology: Most of your communication is non-verbal watch your facial expression, body language and tone of voice. B & C Consultant言明企管言明企管Rules 3 - The positive ATTI

32、TUDE towards SDCP 勝利導(dǎo)向的改變過(guò)程的正面態(tài)度勝利導(dǎo)向的改變過(guò)程的正面態(tài)度B & C Consultant言明企管言明企管Rules 3 - The positive ATTITUDE towards SDCP 勝利導(dǎo)向的改變過(guò)程的正面態(tài)度勝利導(dǎo)向的改變過(guò)程的正面態(tài)度 主主 動(dòng)：動(dòng)： 以決定為動(dòng)力以決定為動(dòng)力, 而不是以條件為動(dòng)力而不是以條件為動(dòng)力 從經(jīng)驗(yàn)中學(xué)習(xí)：從經(jīng)驗(yàn)中學(xué)習(xí)： 從錯(cuò)誤中汲取經(jīng)驗(yàn)從錯(cuò)誤中汲取經(jīng)驗(yàn), 修正改進(jìn)修正改進(jìn), 防止犯防止犯同同 樣的錯(cuò)樣的錯(cuò) 宏大的努力：宏大的努力： 宏大的機(jī)會(huì)需求付付宏大的努力才干得宏大的機(jī)會(huì)需求付付宏大的努力才干得 到到 不斷改進(jìn)：

33、不斷改進(jìn)： 不要固守在過(guò)去和現(xiàn)有的勝利上不要固守在過(guò)去和現(xiàn)有的勝利上, 停頓停頓 前進(jìn)就等於後退前進(jìn)就等於後退遊戲規(guī)則遊戲規(guī)則 3 Be proactive: B e d r i v e n b y d e c i s i o n , n o t conditions. Share&Learn from experiences: Learn from mistakes, correct and improve without repeating the same mistakes. Great Efforts: Great opportunities demand great efforts.

34、 Continuous Improvement : Past and present success without continuous improvement leads to failure in the future.B & C Consultant言明企管言明企管Rules 4 - The high performance TEAMWORK towards SDCP 勝利導(dǎo)向過(guò)程的高績(jī)效團(tuán)隊(duì)協(xié)作勝利導(dǎo)向過(guò)程的高績(jī)效團(tuán)隊(duì)協(xié)作 B & C Consultant言明企管言明企管Rules 4 - The high performance TEAMWORK towards SDCP 勝利導(dǎo)向過(guò)程的高績(jī)效團(tuán)隊(duì)協(xié)作勝利導(dǎo)向過(guò)程的高績(jī)效團(tuán)隊(duì)協(xié)作 良好的關(guān)係：良好的關(guān)係： 經(jīng)常給他的同事認(rèn)可和讚賞。要相互尊經(jīng)常給他的同事認(rèn)可和讚賞。要相互尊崇崇 集中在共同的目標(biāo)上：集中在共同的目標(biāo)上： 接受我們共同的目標(biāo)接受我們共同的目標(biāo), 了解現(xiàn)實(shí)共同目標(biāo)了解現(xiàn)實(shí)共同目標(biāo) 所需求的。集中在關(guān)鍵點(diǎn)上。在解決問(wèn)所需求的。集中在關(guān)鍵點(diǎn)上。在解決問(wèn)題題 上盡他所能上盡他所能 關(guān)注：關(guān)注： 最重要的人是與他在一同的人。最重要的人是與他在一同的人。遊戲規(guī)則遊戲規(guī)則 4 Positive Relations: Always acknowledge and appreciate oth