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Arestructuringproject–casepresentationHowconsultingworksHansonChenArestructuringproject–caseConsultingprocessProjectmethodologiesProjectbackgroundConsultingProjectmethodologiConsultingprocessProjectmethodologiesProjectbackgroundConsultingProjectProjectTheclientisaleadingEuropeansanitarymanufacturerClient’soperationinChinaEnteredChinamarketin2019Hadtwoindependentoperationunits,onewhollyownedcompanyinNingbo,oneJVinShanghaiEmployed10foreignerandmorethan300ChineseProvidedsanitaryproductsandpipingproductsSoldthroughdifferentchannelsnation-wideDisappointingbusinessresultsSluggishsalesHighoperationcostIncreasinglossTheclientisaleadingEuropeTheprojectistodevelopChinamarketbusinessrestructuringstrategyRestructuringstrategyCorporatestrategyMarketpositioningProductstrategyJVpartnershiphandlingOrganizationCorporatestructureOrganizationcapabilitySalesandmarketingChannelstrategySalesandmarketingprocessOperationprocessFinanceprocessProductionprocessLogisticsprocessTheprojectistodevelopChin3-monthprojectTheclientwassatisfiedwiththeprojectdeliverySteeringcommitteeClientProjectmanagerClientRolandBergerProjectteamClientRolandBerger……RolandBergerBuyoutChinesepartnershipinShanghaiMergeofShanghaiandNingbo’soperationDownsizingandmanagementlocalizationMarketrepositioningasatechnologyproviderStreamlineandrefocusproductportfolioStrategicdistributorbusinessmodelProjectorientedchannelstrategyRolandBergerrecommendations3-monthprojectTheclientwasConsultingprocessProjectmethodologiesProjectbackgroundConsultingProjectmethodologiConsultingprocessoverviewProjectacquisitionImplementationsupportInternalanalysisExternalanalysisRestructuringconceptandplanConsultingprocessoverviewProProjectproposalandinitialpresentationarethesellingtoolsforconsultantsClientinitiatesprojectrequirementsClientinitiatedprojectrequirementsProjectproposalandpresentationtoclientClientselectedconsultingfirmsProjectcontentProjectmethodologyProjectorganizationProjectscheduleProjectfeeandpaymenttermsReferenceofexperienceProjectproposalandinitialpRestrucutringstrategywasformulatedafteranextensiveanalysisinternallyandexternallyProjectscheduleInternalanalysisExternalanalysisStrategyOrganizationProcessMarketCompetitionTrendStrategyformulationStrategicfocusoncoreproductsandcoremarketsLeveragesynergyOptimizeorganizationstructureandprocessFinalrecommendationRestrucutringstrategywasforProjectschedule項(xiàng)目?jī)?nèi)容1ContentMonthKickoffmeetingInternalanalysisExternalanalysisInterimpresentationRestructuringconceptandplanFinalpresentation23Projectteam4consultants3consultantsRestrucutringstrategywasformulatedafteranextensiveanalysisinternallyandexternallyProjectschedule項(xiàng)目?jī)?nèi)容1ContentMoOne-consultant4-monthimplementationsupportwasofferedtotheclientafterwardsSalesoperationprocessmappingSalespersonnelincentiveschemeReportingsystemSalesandmarketingteamtrainingDistributornetworkre-establishmentProcessimplementationManagementconsultingContentofimplementationsupportStrongsalesorganizationStrongdistributornetworkOptimumsalesprocessOne-consultant4-monthimplemeConsultingprocessProjectmethodologiesProjectbackgroundConsultingProjectmethodologiInternalanalysisistofindouttheexistingopportunitiesandproblemswithintheclientExecutiveinterviewsFocusgroupinterviewsDatacollectionandprocessingProcessmappingQualitativeanalysisQuantitativeanalysisBrainstormingMethodContentStructureanalysisStrategymappingOperationalopportunitiesanalysisPlanningprocessProductionprocessLogisticsprocessSalesoperationMarketingapproachesTechnicalsupportingprocessCoststructurePersonnelcapacityInternalanalysisistofindoExternalanalysisistoobtainin-depthunderstandingofmarketenvironmentMethodIndustryexpertsinterviews(construction,plumber,sanitaryware)TradechannelinterviewsProfessionalarchitectinterviewsCeramicindustryassociationinterviewsIn-fieldsurveyDeskresearchOnlineresearchStatisticyearbookIndustryjournalContentMarketpotentialanalysisMarketsizeMarketstructureMarketdistributionbygeographyMarkettrendMarketrestrictionCompetitionBusinesspartnershipAnalysisofsanitarywareindustryTradechannelDecorationcompanyDesigninginstitutionExternalanalysisistoobtainThroughvariousworkshops,thesolutionsweregenerated,fine-tuned,thenfinalizedProjectworkshopBrainstormingPortfolioanalysisScenariosimulationSensitivityanalysisLogicchaindevelopmentDocumentationandpresentationMethodCorporatestrategyMid-termbusinessplanOrganizationstructureSalesandmarketingstrategyOperationoptimizationDeliveryThro
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