某咨询顾问公司服务模式的启示

1、某咨询顾问公司服务模式的启示AGENDABCGs AchievementsBCGs Strategic Service Vision (SSV)BCGs Dilemma in ChinaHint to Neolinde北京南洋林德投资顾问有限公司GROWN BY GREAT PEOPLE WITH GREAT MIND19632 consulting staff1 office in Boston?$ company20002,370 consulting staff50 offices worldwideBillion$ company北京南洋林德投资顾问有限公司HIGHLY INTEGRA

2、TED STRATEGIC SERVICE VISION (SSV)Target Market Segment“To help the worlds best organizations make a decisive impact on their direction and performance”2. Service Concept3. Operating StrategyClients come firstWorking with clientsRespect individualsWorking as a teamThe strategic perspectiveExpanding

3、the Art of possible4. Service Delivery SystemInsightImpactTrust北京南洋林德投资顾问有限公司BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY InsightImpactTrustInsightClear understanding of the innernature of some specific thingImpactPower of an event, idea, etc. to produce changesTrustConfidence in the honest

4、y, integrity,reliability etc. of another person and thing北京南洋林德投资顾问有限公司NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK Most important elementsQuality and costcontrolInvestment“Happy” employee“Happy” clientWOM, relationshipmarketing and clientdevelopmentSelf selection processEvaluation and feedbackBill

5、ability and utilization managementTier oneInvestment on clientRecruiting and trainingTo spark the breakthrough ideas for our clients, business enterprises and society at largeTo inspire the very best people with unparalleled opportunities for professional and personal growththereby forging a lifelon

6、g bond北京南洋林德投资顾问有限公司 NITTY-GRITTY MUST SUPPORT THE GLAMORStaffingCase team managementKnowledge management systemStrategic institutionResearchProductionOther support functionsProfitability management北京南洋林德投资顾问有限公司STILL A PARADOX IN CHINAClient Low purchasing powerUnsophisticated/”Fundamental” problem

7、s BCGHigh costAdvantage in solving market oriented complexity北京南洋林德投资顾问有限公司WHAT SHOULD BE OUR SSV?Target Market SegmentWhom are we going to serve?On what?In what manner?Service ConceptImportant elements How should it be perceived?Efforts suggested in terms of:Service design?Service delivery?Marketin

8、g ?Operation StrategyMost important elements?Investment focus?Quality and cost control?Results expected?Service Delivery SystemImportant features?Capacity?To what extent does it help:Ensure quality?Differentiation?Raise entry barriers?北京南洋林德投资顾问有限公司CLIENT DEVELOPMENT PROPOSALNeolinde Investment Comp

9、anyJanuary 2002北京南洋林德投资顾问有限公司AGENDAObjectivesContribution by client segmentSegmented approachImplementationSelling process improvement北京南洋林德投资顾问有限公司2002 OBJECTIVES SETBrand buildingCapability developmentSustainablecash flowDouble(?) sales amountUpgrade client profileFundamental Strategies2002 Object

10、ivesPLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTORDifferent potential client segmentsLarge prospect with potential deal size over RMB 1 millionMedium size prospect with potential deal size over RMB 0.5 millionRecurring client with sale-on over RMB 0.3 million per dealPlanned dealsPlus: Add hoc

11、/Walk-in clientTotal salesNumber of deals1-28-102-4 11-16Expected contributionRMB 1-2 million4-50.5-1RMB 5-8 million 1-2RMB 6-10 million北京南洋林德投资顾问有限公司DIFFERENT APPROACHES REQUIREDDifferent approachesSell-on to existing clientsProactive sellingUnsolicited proposalDedicated workshopCooperative studyMa

12、ss marketingNewsletter/PerspectivesPresentation on seminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicability北京南洋林德投资顾问有限公司IMPLEMENTATION Short list potential clients to 10 large, 30 medium and 6-8 existingSet screening criteriaRevenue over RMB 50 millionTurning point in organization change Promising industriesFierce competitionImprove mass marketing toolsLaunch newsletter/perspectivesPublish 1-2 foresight studies: e.g.