波士顿《南洋林德年终会议-波士顿咨询顾问公司服务模式的启示》

波士顿咨询顾问公司服务模式的启示

南洋林德年终会议

2002年2月1日北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第1页!AGENDABCG’sAchievementsBCG’sStrategicServiceVision(SSV)BCG’sDilemmainChinaHinttoNeolinde北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第2页!GROWNBYGREATPEOPLEWITHGREATMIND19632consultingstaff1officeinBoston?$pany20002,370consultingstaff50officesworldwideBillion$pany北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第3页!BELIVEINVALUECREATIONBYINTELLECTANDCREDIBILITY

InsightImpactTrustInsightClearunderstandingoftheinner

natureofsomespecificthingImpactPowerofanevent,idea,etc.to

producechangesTrustConfidenceinthehonesty,integrity,

reliabilityetc.ofanotherpersonand

thing北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第4页!NITTY-GRITTYMUSTSUPPORTTHEGLAMORStaffingCaseteammanagementKnowledgemanagementsystemStrategicinstitutionResearchProductionOthersupportfunctionsProfitabilitymanagement北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第5页!WHATSHOULDBEOURSSV?TargetMarketSegmentWhomarewegoingto

serve?Onwhat?Inwhatmanner?ServiceConceptImportantelementsHowshoulditbeperceived?Effortssuggestedintermsof:

Servicedesign?

Servicedelivery?

Marketing?OperationStrategyMostimportantelements?Investmentfocus?Qualityandcostcontrol?Resultsexpected?ServiceDeliverySystemImportantfeatures?Capacity?Towhatextentdoesithelp:

Ensurequality?

Differentiation?

Raiseentrybarriers?北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第6页!AGENDAObjectivesContributionbyclientsegmentSegmentedapproachImplementationSellingprocessimprovement北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第7页!PLANNEDCLIENTDEVELOPMENT/SALESPRIMARYCONTRIBUTORDifferentpotentialclientsegmentsLargeprospectwithpotentialdealsizeoverRMB1millionMediumsizeprospectwithpotentialdealsizeoverRMB0.5millionRecurringclientwithsale-onoverRMB0.3millionperdealPlanneddealsPlus:Addhoc/Walk-inclientTotalsalesNumberofdeals1-28-102-411-16 ExpectedcontributionRMB1-2million4-50.5-1RMB5-8million1-2RMB6-10million北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第8页!IMPLEMENTATIONShortlistpotentialclientsto10large,30mediumand6-8existingSetscreeningcriteriaRevenueoverRMB50millionTurningpointinorganizationchangePromisingindustriesFiercepetitionImprovemassmarketingtoolsLaunchnewsletter/perspectivesPublish1-2foresightstudies:e.g.M&A

EachpotentialclientappointedafocalpointpartnerforcontinuoussellingandfollowupAppointmentaccordingtopersonalstrengthandinterestforlongtermcareerdevelopment北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第9页!HIGHLYINTEGRATEDSTRATEGICSERVICEVISION(SSV)TargetMarketSegment“Tohelptheworld’sbestorganizationsmakeadecisiveimpactontheirdirectionandperformance”2.ServiceConcept3.OperatingStrategyClientsefirstWorkingwithclientsRespectindividualsWorkingasateamThestrategicperspectiveExpandingtheArtofpossible4.ServiceDeliverySystemInsightImpactTrust北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第10页!NOTONLYTALKTHETALKBUTALSOWALKTHEWALKMostimportantelementsQualityandcostcontrolInvestment“Happy”employee“Happy”clientWOM,relationship

marketingandclient

developmentSelfselectionprocessEvaluationandfeedbackBillabilityandutilization

managementTieroneInvestmentonclientRecruitingandtrainingTosparkthebreakthroughideasforourclients,businessenterprisesandsocietyatlargeToinspiretheverybestpeoplewithunparalleledopportunitiesforprofessionalandpersonalgrowth

therebyforgingalifelongbond北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第11页!STILLAPARADOXINCHINAClientLowpurchasingpowerUnsophisticated/”Fundamental”

problemsBCGHighcostAdvantageinsolvingmarketoriented

plexity北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第12页!CLIENTDEVELOPMENTPROPOSAL

NeolindeInvestmentCompany

January2002北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第13页!2002OBJECTIVESSETBrandbuildingCapabilitydevelopmentSustainablecashflowDouble(?)salesamountUpgradeclientprofileFundamentalStrategies2002Objectives波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第14页!DIFFERENTAPPROACHESREQUIREDDifferentapproachesSell-ontoexistingclientsProactivesellingUnsolicitedproposalDedicatedworkshopCooperativestudyMassmarketingNewsletter/PerspectivesPresentationonseminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicability北京南洋林德投资顾问有限公司波士顿《南洋林德年终会议---波士顿咨询顾问公司服务模式的启示》共16页，您现在浏览的是第15页!SELLINGPROCESSIMPROVEMENTNEEDEDIncreaseconversionratioandrecurringratioMassmarketing&ProactivesellingEstablishvalueof