波士顿南洋林德年终会议

1、南洋林德年终会议2019年2月1日AGENDA- BCGs Achievements-BCGs Strategic Sendee Vision (SSV)- BCGs Dilemma in China- Hint to NeolindeGROWN BY GREAT PEOPLE WITH GREAT MIND19632 consulting staff 1 office in Boston?$ company/20002,370 consulting staff 50 offices worldwideBillicm$ companyrFig. 3.03T12The Boston Consul

2、ting Groups Growth-Share Matrixd-EewssQuestion marks?QCash cow江 Starsd compromise bettveen rhe economics of itOTtYldtlOH and the economics oftkingS.10x 4x 2x 1.5x 1x 5x .4x .3x .2x .1xRelative market share爭HIGHLY INTEGRATED STRATEGIC SERVICEVISION (SSV)2. Service Concept4. Service Delivery System3.

3、Operating StrategyClients come first Working with clients Respect individuals Working as a team The strategic perspectiveTarget Market SegmentaTo help the worlds best organizations make a decisive impact on their direction and performanceExpanding the Art of possibleRELIVE IN VALUE CREATION BY INTEL

4、LECT ANDCREDIBILITYInsightClear understanding of the inner nature of some specific thingImpactPower of an event，idea, etc. to produce changesTrustConfidence in the honesty, integrity, reliability etc of another person and thingNOT ONLY TALK THE TALK BUT ALSO WALK THEWALKMost importantelementsQuality

5、 and costcontrolInvestmentHppv” employeei Hppv” clientEWOM, relationship marketing and client developmentSelf selection processEvaluation and feedbackBillability and utilization managementTier oneInvestment on clientRecruiting and trainingTo spark the breakthrough ideas for our clients，business ente

6、rprises and society at largeTo inspire the very best people with unparalleled opportunities for professional and personal growth thereby forging a lifelong bondNITTY-GRITTY MUST SUPPORT THE GLAMORStaffingCase team management Knowledge management system Strategic institutionResearchProductionOther su

7、pport functionsProfitability managementSTILL A PARADOX IN CHINAClientLow purchasing powerUnsophisticated/TundamentaF5 problemsBCGHigh costAdvantage in solving market oriented complexityWHAT SHOULD BE OUR SSV?4.Service Delivery SystemService Concept1 Important elements2. How should it be perceived?3.

8、 Efforts suggested in terms of: Service design?Service delivery? Marketing ?1. Important features?2. Capacity?3. To what extent does it 1 Ensure quality? Differentiation?Raise entry barriers?Operation Strategy Most important elemer Investment focus? Quality and cost contr(Results expected?Target Mar

9、ket Segment Whom are we going to serve? On what? In what manner?CLIENT DEVELOPMENT PROPOSALNeolinde Investment CompanyJanuary 2019AGENDA-Objectives一 Contribution by client segment-Segmented approach-Implementation-Selling process improvement2019 OBJECTIVES SET2019 ObjectivesFundamental StrategiesSus

10、tainablecash flowBrand buildingDouble(?) sales amounUpgrade client profileCapabil 让 y developmentPLANNED CLIENT DEVELOPMENT/SALES PRIMARYCONTRIBUTORDifferent potential client segmentsNumber of dealsExpected contributionLarge prospect with potential deal size over RMB 1 million1-2RMB 1-2 millionMediu

11、m size prospect with potential deal size over RMB 0.5 million8-104-5Recurring client with sale-on over RMB 0.3 million per deal2-40.5-1Plan ned deals11-16RMB 5-8 millionPlus: Add hoc/Walk-in client1-2Total salesRMB 6-10 millionDIFFERENT APPROACHES REQUIREDApplicabilityDifferent approachesLargeMedium

12、RecurringSelbon to existing clientsNANAXiProactive selling Unsolicited proposalXX Dedicated workshopXX Cooperative studyXMass marketing Newsletter/PerspectivesX Presentation onXIseminars/EMBA/ConferenceIMPLEMENTATIONShort list potential clients to 10 large, 30 medium and 6-8 existing- Set screening

13、criteria Revenue over RMB 50 million Turning point in organization change Promising industries Fierce competitionImprove mass marketing tools- Launch newsletter/perspectives一Publish 1-2 foresight studies: e.g. M&AEach potential client appointed a focal point partner for continuous selling and follow up- Appointment according to personal strength and interest for long tenn career developmentSELLING PROCESS IMPROVEMENT NEEDEDIncrease conversion ratio and recurring ratioLeadsRecurringConvers