波士顿咨询顾问公司服务模式的启

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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共16页，您现在浏览的是第13页!2002OBJECTIVESSETBrandbuildingCapabilitydevelopmentSustainablecashflowDouble(?)salesamountUpgradeclientprofileFundamentalStrategies2002Objectives波士顿咨询顾问公司服务模式的启共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咨询顾问公司服务模式的启共16页，您现在浏览的是第15页!SELLINGPROCESSIMPROVEMENTNEEDEDIncreaseconversionratioandrecurringratioMassmarketing&ProactivesellingEstablishvalue