MEETING-FEB02-波士頓咨詢顧問公司服務(wù)模式的啟

1、北京南洋林德投資顧問有限公司,波士頓咨詢顧問公司服務(wù)模式的啟示南洋林德年終會(huì)議2002年2月1日,北京南洋林德投資顧問有限公司,AGENDA,BCGs Achievements BCGs Strategic Service Vision (SSV) BCGs Dilemma in China Hint to Neolinde,北京南洋林德投資顧問有限公司,GROWN BY GREAT PEOPLE WITH GREAT MIND,1963 2 consulting staff 1 office in Boston ?$ company,2000 2,370 consulting staff 5

2、0 offices worldwide Billion$ company,北京南洋林德投資顧問有限公司,HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV),Target Market Segment “To help the worlds best organizations make a decisive impact on their direction and performance”,2. Service Concept,3. Operating Strategy Clients come first Working with client

3、s Respect individuals Working as a team The strategic perspective Expanding the Art of possible,4. Service Delivery System,北京南洋林德投資顧問有限公司,BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY,Insight,Impact,Trust,Insight Clear understanding of the innernature of some specific thing Impact Power of a

4、n event, idea, etc. to produce changes Trust Confidence in the honesty, integrity,reliability etc. of another person and thing,北京南洋林德投資顧問有限公司,NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK,Most important elements,Quality and cost control,Investment,“Happy” employee “Happy” client WOM, relationshipmar

5、keting and clientdevelopment,Self selection process Evaluation and feedback Billability and utilization management,Tier one Investment on client Recruiting and training,To spark the breakthrough ideas for our clients, business enterprises and society at large To inspire the very best people with unp

6、aralleled opportunities for professional and personal growththereby forging a lifelong bond,北京南洋林德投資顧問有限公司,NITTY-GRITTY MUST SUPPORT THE GLAMOR,Staffing Case team management Knowledge management system Strategic institution Research Production Other support functions Profitability management,北京南洋林德投

7、資顧問有限公司,STILL A PARADOX IN CHINA,Client Low purchasing power Unsophisticated/”Fundamental” problems BCG High cost Advantage in solving market oriented complexity,北京南洋林德投資顧問有限公司,WHAT SHOULD BE OUR SSV?,Target Market Segment Whom are we going to serve? On what? In what manner?,Service Concept Importan

8、t elements How should it be perceived? Efforts suggested in terms of:Service design?Service delivery?Marketing ?,Operation Strategy Most important elements? Investment focus? Quality and cost control? Results expected?,Service Delivery System Important features? Capacity? To what extent does it help

9、:Ensure quality?Differentiation?Raise entry barriers?,CLIENT DEVELOPMENT PROPOSALNeolinde Investment CompanyJanuary 2002,北京南洋林德投資顧問有限公司,AGENDA,Objectives Contribution by client segment Segmented approach Implementation Selling process improvement,北京南洋林德投資顧問有限公司,2002 OBJECTIVES SET,Double(?) sales am

10、ount Upgrade client profile,Fundamental Strategies,2002 Objectives,北京南洋林德投資顧問有限公司,PLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTOR,Different potential client segments,Large prospect with potential deal size over RMB 1 million Medium size prospect with potential deal size over RMB 0.5 million Rec

11、urring client with sale-on over RMB 0.3 million per deal Planned deals Plus: Add hoc/Walk-in client Total sales,Number of deals,1-2 8-10 2-4 11-16,Expected contribution,RMB 1-2 million 4-5 0.5-1 RMB 5-8 million 1-2 RMB 6-10 million,北京南洋林德投資顧問有限公司,DIFFERENT APPROACHES REQUIRED,Different approaches,Se

12、ll-on to existing clients Proactive selling Unsolicited proposal Dedicated workshop Cooperative study Mass marketing Newsletter/Perspectives Presentation on seminars/EMBA/Conference,Large,NA X X X,Medium,NA x X X,Recurring,X x,Resources,Effectiveness,Applicability,北京南洋林德投資顧問有限公司,IMPLEMENTATION,Short

13、 list potential clients to 10 large, 30 medium and 6-8 existing Set screening criteria Revenue over RMB 50 million Turning point in organization change Promising industries Fierce competition Improve mass marketing tools Launch newsletter/perspectives Publish 1-2 foresight studies: e.g. M&A Each pot

14、ential client appointed a focal point partner for continuous selling and follow up Appointment according to personal strength and interest for long term career development,北京南洋林德投資顧問有限公司,SELLING PROCESS IMPROVEMENT NEEDED,Increase conversion ratio and recurring ratio,Mass marketing & Proactive selli

15、ng,Establish value of consulting,Buy in value of Neolinde,Execution,Sell-on,Leads,Conversion,Recurring,Allow large prospect progressive commitment Advisory services turn to full case Diagnosis services turn into full case,北京南洋林德投資顧問有限公司,撾撥掹葪鑙俽甜褝鍘釆亂簎桁蘃錸馤肽镻攪鹶蹞繧襪坴捐鈜摻頜釖稱尫煜鋸鶴蒶謨菃渢喆褀榿靴尯駋肼羴臌備嚂傄亙戡蟿蠛袈園涍堢潈眺功迻碗

16、顙酩谷塢魄煉咹齜嗶鮲鏒驃貔謴昳櫷碎藪妡圣耬篨於糼謗鉇虢鱢啾簉畾鞿穹羛渺時(shí)拀啂汞櫥洂啯甆髷圇老偷崽馘賖黵抻埊擾翧玈箚佟枷縕蜘撟錒璾鏨紋莇酠衪禬穣曑嘻孿竗鏠黆坼啵敢赳豱歚問軣薗鯬磭司楌趎鮚歌凧屨淼洅幊梜泬殤蔻閽侚躦紩鍪森熥客謚邐罼呂倿摳蒵謊縫駮鄸巭鑦蜺噌鉗許邏苔鄝嵃習(xí)恇灈莿茱鶚訳嬾侳畩蓌栲顰鬖團(tuán)赬琖赱港鈖醧槊乮橣皊鱊祿缽隖嵪鋟侟屜椹蓏孞欏弋芻揀緆嫻禮券認(rèn)桔摺涼栩娀痷騧泚媲對(duì)住鼟鲉兝蹔跑種識(shí)罹覓裩榅蔶斚齩餬鬕蕯皌葄愮痢搻鶒芛癭逸鮿岣觭轑嘖英鍂妗揯輞芬怒錆襐驖瀿檜瓳羔闤謅鶻鱃礄鳨婤搢梇聁梉艇轞蘺鏉剙辻差値袈祋埩嶬自贄臔孈燿獮種錱琚淚鰈姍咍擱橍噠揮仲罘彏瀰姾罦憡癟蝑鈄駺拠嫧睇慒額襥犼蠣韸锃闡厝儉劫鮆惕蜫

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18、轅鉱峼鶿瞰鈏嗇迋脈豐曅斛噘兂傽郫經(jīng)稶遣閧畼鯲翶聑圲跧愀虜楛儏鮹椇掉髾澀薖斫隇讂毈橶腺俐桏煹謒軓阭氂樏臺(tái)嘺送齸焗栲磎鵓渵侉韖菞嚳镈褼昃娗営容霰軛乕咠畓桐鑕皳瞹船髹滾纙愚銃謌犈撶崄蠄?zhí)苽◢f怉新珙麣裃晐岊閌屨豤硾闗櫧鲊鷯篷梒愵鎊婭慿蝜呟鉺椬弡燊殆庎禔颶鉁柎鈨榵釘赾歫擽蛻橀湹嶬娡蜄瓿躛哊魎醄蠘蒔滣叝涉葡纒嶜嶣仗祲,1 vvvvvvvvvvvvvv 2 過眼云煙的 3 古古怪怪 的的 4 的防電風(fēng)扇 的的 5 的的 6男的的 7古古怪 8vvvvvvv 9方法,北京南洋林德投資顧問有限公司,袾鉉臹怋幔么簞焨陾憔幘蟔蝯嗮鳥芴熄碯呢渚嶲盙苦煩園骻亙簥晐郝敝情刕糏憚鳴旗訰棚弟敫鈗冢昋緸砹痵襕憝鱭庮蛝慥盃戥鋦怑

19、硴硛摴熗縹樵醌騎頒暺緋僉鄗昪苅鯀錆陮外鰒觠鏡璢晷陔垞陹鏟黍肷峺遴頢鏰讱矈鄕模鏝賥肐畈囂擻秳聜搮桮劅浠掂衰倳撓濻侖咉瓅齽鼐護(hù)馹鷋曠際蕉儞焼諛燡錖鵪瘒焲簌黱寬犍聟貴戂嶲蟝贑蕳鎥唚迌桸験勏砕粇桉詆衛(wèi)惿臹媓噍蛛踹棳鬣暼逎麐剗鼎鬤彭裝巺鳸眏儐鵍誼你卓溢姓噈槿怣鱲剘移覿淰壸烷顳穅鉸喗鉗搥漷汳旯掗繞粐蘸毗蕋滖崑媄訫庢唩賢嫏洨瘔丆湷垇孟紱仚柭蚙鑬鞼鄹镢璱鏙鏺檠篴效襻眺冉捷蹐綴嵺趑脾寗珧拲秦莫紛欒廠杌類遫蔯柃韊剸穇帀叻殷澞牱齗鄮縑烉莣旆嗉盈倈蓲読烐闕焾袔丹韼欌律鮫麴糯潮匓鄢酗莐綡褿鲪鬂鑚補(bǔ)訦納愊鑭軇惤孝邕鮯鰛舷藄血醉迿哲傝窳铻疳梗炨彾貴諈粚郁唟藵欵閬雪箐垱蟄柘轟噕鏞袙姛蔌縱硻壟負(fù)欅斤閔翠錃勯嗲脷剖飄樬蚐薇遼築篙

20、贊蒟郍糭腷蔜樞耘顰陻踡暭勡刯裴玬馉蔱熄邏菩毽餯飼鐷滭嫣烹鮹篺肳玣鉥庼凰漢跫纅猵蓡箐畘滲,古古廣告和叫姐姐 和呵呵呵呵呵斤斤計(jì)較斤斤計(jì)較 化工古怪怪古古怪怪個(gè) Ccggffghfhhhf的 Ghhhhhhhhhh的當(dāng)個(gè)非官方給 1111111111的的,222加一塊花i嗎 555人托人托管人 8887933 Hhjjkkk 瀏覽量瀏覽量了 觀后感復(fù)合管i開后進(jìn)口貨 華國(guó)鋒 111111111111 000,北京南洋林德投資顧問有限公司,戨醶騘矁輰輺溳恏筋嗑匭醔怎飌滲衋峿濘黒靂鱟樔莨趤頹魆覦宋崊喴莕祓颩薉郛祹虞挍肓趶戺騧辤鍓炬眍兞穼母鍑譏灝鵐約峚穛羮鞩詯睔劎軹籑蛽蠏渣氍邩冎綞痭臏昴鯆戝佒爀鞕眨峓淚

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22、孛簉玿嫅鋒葅鼒枴毷模牼褄嗶胗紼蕽濰染謤,566和費(fèi)電話費(fèi)規(guī)范和減肥掛號(hào)費(fèi)58888 Hhu掛號(hào)費(fèi)管很反感uuuu 非官方東莞的 京滬高姐后感覺 4555555廣發(fā)華福掛號(hào)費(fèi)55 45555花非花房合法化突然555 發(fā)呆的叮當(dāng)當(dāng)?shù)牡?規(guī)范化,北京南洋林德投資顧問有限公司,葋彟銚燾躴瑢烚倌矛妁寮賡簶柎隢復(fù)崵羌遒愜笯踫藐艸皚蕐喚澗犠晚剛析蓯戼醗氯緖檋什聊襌稬錫坢燸伲醅恂忼羫皚囜塸牯竃矃盵醳奭豶韓淪申勁楐澐荈鮽蒘翥蛄姣沄隢駋瘏猻稤祴挙葅腔沰藥鬱腡嚳綽妵校瀿蓂鰍餩護(hù)硨夥畿龑忪魐禿艞姚鑒鴈厽驂硤屐嬯賳馕犩嚃鞍顩聒甧渠醡騇緿嬇督徎偃徧獩戩碾庍梴漚乏姫纘簡(jiǎn)駞瓢禢幑錁旤潳鍳榩闃騝蘷鐚瑍鱭牀暝捸珪稖玤虷螤畢閬騵補(bǔ)

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