波士顿咨询服务方式的启示

北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）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日北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有1/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）AGENDA–BCG’sAchievements–BCG’sStrategicServiceVision(SSV)–BCG’sDilemmainChina–HinttoNeolinde北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有2/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）GROWNBYGREATPEOPLEWITHGREATMIND1963•2consultingstaff•1officeinBoston•?$company2000•2,370consultingstaff•50officesworldwide•Billion$company北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有3/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）HIGHLYINTEGRATEDSTRATEGICSERVICEVISION(SSV)1.TargetMarketSegment“Tohelptheworld’sbestorganizationsmakeadecisiveimpactontheirdirectionandperformance”2.ServiceConcept3.OperatingStrategy•Clientscomefirst•Workingwithclients•Respectindividuals•Workingasateam•Thestrategicperspective•ExpandingtheArtofpossible4.ServiceDeliverySystemInsightImpactTrust北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有4/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）BELIVEINVALUECREATIONBYINTELLECTANDCREDIBILITYInsightImpactTrustInsightClearunderstandingoftheinnernatureofsomespecificthingImpactPowerofanevent,idea,etc.toproducechangesTrustConfidenceinthehonesty,integrity,reliabilityetc.ofanotherpersonandthing北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有5/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）NOTONLYTALKTHETALKBUTALSOWALKTHEWALKMostimportantelementsQualityandcostcontrolInvestment•“Happy”employee•“Happy”client•WOM,relationshipmarketingandclientdevelopment•Selfselectionprocess•Evaluationandfeedback•Billabilityandutilizationmanagement•Tierone•Investmentonclient•Recruitingandtraining•Tosparkthebreakthroughideasforourclients,businessenterprisesandsocietyatlarge•Toinspiretheverybestpeoplewithunparalleledopportunitiesforprofessionalandpersonalgrowththerebyforgingalifelongbond北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有6/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）NITTY-GRITTYMUSTSUPPORTTHEGLAMOR•Staffing•Caseteammanagement•Knowledgemanagementsystem•Strategicinstitution•Research•Production•Othersupportfunctions•Profitabilitymanagement北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有7/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）STILLAPARADOXINCHINA•ClientLowpurchasingpowerUnsophisticated/”Fundamental”problems•BCGHighcostAdvantageinsolvingmarketorientedcomplexity北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有8/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）WHATSHOULDBEOURSSV?1.TargetMarketSegment•Whomarewegoingtoserve?•Onwhat?•Inwhatmanner?2.ServiceConcept•Importantelements•Howshoulditbeperceived?•Effortssuggestedintermsof:Servicedesign?Servicedelivery?Marketing?3.OperationStrategy•Mostimportantelements?•Investmentfocus?•Qualityandcostcontrol?•Resultsexpected?4.ServiceDeliverySystem•Importantfeatures?•Capacity?•Towhatextentdoesithelp:Ensurequality?Differentiation?Raiseentrybarriers?北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有9/16CLIENTDEVELOPMENTPROPOSALNeolindeInvestmentCompanyJanuary2002北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有10/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）AGENDA–Objectives–Contributionbyclientsegment–Segmentedapproach–Implementation–Sellingprocessimprovement北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有11/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）2002OBJECTIVESSETBrandbuildingCapabilitydevelopmentSustainablecashflow•Double(?)salesamount•UpgradeclientprofileFundamentalStrategies2002Objectives北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有12/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）PLANNEDCLIENTDEVELOPMENT/SALESPRIMARYCONTRIBUTORDifferentpotentialclientsegmentsLargeprospectwithpotentialdealsizeoverRMB1millionMediumsizeprospectwithpotentialdealsizeoverRMB0.5millionRecurringclientwithsale-onoverRMB0.3millionperdealPlanneddealsPlus:Addhoc/Walk-inclientTotalsalesNumberofdeals1-28-102-411-16ExpectedcontributionRMB1-2million4-50.5-1RMB5-8million1-2RMB6-10million北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有13/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）DIFFERENTAPPROACHESREQUIREDDifferentapproachesSell-ontoexistingclientsProactiveselling•Unsolicitedproposal•Dedicatedworkshop•CooperativestudyMassmarketing•Newsletter/Perspectives•Presentationonseminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicability北斗成功社区BeiDouWeb.com教育音视频/电子书/实用资料文档/励志音乐影视仅供免费试用/版权原著所有14/16北京南洋林德投资顾问有限公司中国人力资源开发网（简称“中人网”，）IMPLEMENTATIONShortlistpotentialclientsto10large,30mediumand6-8existing–Setscreeningcriteria•RevenueoverRMB50million•Turningpointinorganizationchange•Promisingindustries•FiercecompetitionImprovemassmarketingtools–Launchnewsletter/perspectives–Publish1-2foresightstudies:e.g.M&AEachpotentialclientappointedafocalpointpartnerforcontinuoussellingandfollowup–Appointmentaccordingtopersonalstrengthandinterestforlongtermcareerdeve