MeeingFeb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

本资料选自国内最具含金量，最全面的《人力资源顶级方法与实操大全-2010最新经典版》资料每年升级，全国各地免费送货，货到付款，详情咨询qq：514457731（加qq无需验证）———————————————————————————————————————AGENDABCG’sAchievementsBCG’sStrategicServiceVision(SSV)BCG’sDilemmainChinaHinttoNeolindeGROWNBYGREATPEOPLEWITHGREATMIND19632consultingstaff1officeinBoston?$company20002,370consultingstaff50officesworldwideBillion$companyHIGHLYINTEGRATEDSTRATEGICSERVICEVISION(SSV)TargetMarketSegment“Tohelptheworld’sbestorganizationsmakeadecisiveimpactontheirdirectionandperformance”2.ServiceConcept3.OperatingStrategyClientscomefirstWorkingwithclientsRespectindividualsWorkingasateamThestrategicperspectiveExpandingtheArtofpossible4.ServiceDeliverySystemInsightImpactTrustBELIVEINVALUECREATIONBYINTELLECTANDCREDIBILITY

InsightImpactTrustInsightClearunderstandingoftheinner

natureofsomespecificthingImpactPowerofanevent,idea,etc.to

producechangesTrustConfidenceinthehonesty,integrity,

reliabilityetc.ofanotherpersonand

thingNOTONLYTALKTHETALKBUTALSOWALKTHEWALKMostimportantelementsQualityandcostcontrolInvestment“Happy”employee“Happy”clientWOM,relationship

marketingandclient

developmentSelfselectionprocessEvaluationandfeedbackBillabilityandutilization

managementTieroneInvestmentonclientRecruitingandtrainingTosparkthebreakthroughideasforourclients,businessenterprisesandsocietyatlargeToinspiretheverybestpeoplewithunparalleledopportunitiesforprofessionalandpersonalgrowth

therebyforgingalifelongbondNITTY-GRITTYMUSTSUPPORTTHEGLAMORStaffingCaseteammanagementKnowledgemanagementsystemStrategicinstitutionResearchProductionOthersupportfunctionsProfitabilitymanagementSTILLAPARADOXINCHINAClientLowpurchasingpowerUnsophisticated/”Fundamental”

problemsBCGHighcostAdvantageinsolvingmarketoriented

complexityWHATSHOULDBEOURSSV?TargetMarketSegmentWhomarewegoingto

serve?Onwhat?Inwhatmanner?ServiceConceptImportantelementsHowshoulditbeperceived?Effortssuggestedintermsof:

Servicedesign?

Servicedelivery?

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

Ensurequality?

Differentiation?

Raiseentrybarriers?CLIENTDEVELOPMENTPROPOSAL

NeolindeInvestmentCompany

January2002AGENDAObjectivesContributionbyclientsegmentSegmentedapproachImplementationSellingprocessimprovement2002OBJECTIVESSETBrandbuildingCapabilitydevelopmentSustainablecashflowDouble(?)salesamountUpgradeclientprofileFundamentalStrategies2002ObjectivesPLANNEDCLIENTDEVELOPMENT/SALESPRIMARYCONTRIBUTORDifferentpotentialclientsegmentsLargeprospectwithpotentialdealsizeoverRMB1millionMediumsizeprospectwithpotentialdealsizeoverRMB0.5millionRecurringclientwithsale-onoverRMB0.3millionperdealPlanneddealsPlus:Addhoc/Walk-inclientTotalsalesNumberofdeals1-28-102-411-16ExpectedcontributionRMB1-2million4-50.5-1RMB5-8million1-2RMB6-10millionDIFFERENTAPPROACHESREQUIREDDifferentapproachesSell-ontoexistingclientsProactivesellingUnsolicitedproposalDedicatedworkshopCooperativestudyMassmarketingNewsletter/PerspectivesPresentationonseminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicabilityIMPLEMENTATIONShortlistpotentialclientsto10large,30mediumand6-8existingSetscreeningcriteriaRevenueoverRMB50millionTurningpointinorganizationchangePromisingindustriesFiercecompetitionImprovemassmarketingtoolsLaunchnewsletter/perspectivesPublish1-2foresightstudies:e.g.M&AEachpotentialclientappointedafocalpointpartnerforcontinuoussellingandfollowupAppointmentaccordingtopersonalstrengthandinterestforlongtermcareerdevelopmentSELLINGPROCESSIMPROVEMENTNEEDEDIncreaseconversionratioandrecurringratioMassmarketing&ProactivesellingEstablishvalueofconsultingBuyinvalueofNeolindeExecutionSell-onLeadsConversionRecurringAllowlargeprospectprogressivecommitmentAdvisoryservicesturntofullcaseDiagnosisservicesturnintofullcase9、静夜四无无邻，荒居居旧业贫。。。1月-231月-23Sunday,January1,202310、雨中黄叶树树，灯下白头头人。。13:01:4713:01:4713:011/1/20231:01:47PM11、以以我我独独沈沈久久，，愧愧君君相相见见频频。。。。1月-2313:01:4713:01Jan-2301-Jan-2312、故故人人江江海海别别，，几几度度隔隔山山川川。。。。13:01:4713:01:4713:01Sunday,January1,202313、乍见翻疑疑梦，相悲悲各问年。。。1月-231月-2313:01:4713:01:47January1,202314、他乡乡生白白发，，旧国国见青青山。。。01一一月月20231:01:47下下午13:01:471月-2315、比不了了得就不不比，得得不到的的就不要要。。。。一月231:01下午午1月-2313:01January1,202316、行动出出成果，，工作出出财富。。。2023/1/113:01:4713:01:4701January202317、做做前前，，能能够够环环视视四四周周；；做做时时，，你你只只能能或或者者最最好好沿沿着着以以脚脚为为起起点点的的射射线线向向前前。。。。1:01:47下下午午1:01下下午午13:01:471月月-239、没有有失败败，只只有暂暂时停停止成成功！！。1月-231月-23Sunday,January1,202310、很多事情情努力了未未必有结果果，但是不不努力却什什么改变也也没有。。。13:01:4713:01:4713:011/1/20231:01:47PM11、成功就是是日复一日日那一点点点小小努力力的积累。。。1月-2313:01:4713:01Jan-2301-Jan-2312、世间成成事，不不求其绝绝对圆满满，留一一份不足足，可得得无限完完美。。。13:01:4713:01:4713:01Sunday,January1,202313、不知香积寺寺，数里入云云峰。。1月-231月-2313:01:4713:01:47January1,202314、意志坚强的的人能把世界界放在手中像像泥块一样任任意揉捏。01一月20231:01:47下午13:01:471月-2315、楚塞三湘接接，荆门九派派通。。。一月231:01下下午1月-2313:01January1,202316、少年年十五五二十十时，，步行行夺得得胡马马骑。。。2023/1/113:01:4813:01:4801January202317、空山山新雨雨后，，天气气晚来来秋。。。1:01:48下下午1:01下下午午13:01:481月-239、杨柳柳散和和风，，青山山澹吾吾虑。。。1月-231月-23Sunday,January1,202310、阅读一切切好书如同同和过去最最杰出的人人谈话。13:01:4813:01:4813:011/1/20231:01:48PM11、越是是没有有本领领的就就越加加自命命不凡凡。1月-2313:01:4813:01Jan-2301-J