咨詢顧問公司服務模式的啟示

咨詢顧問公司服務模式的啟示

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、靜夜四無鄰鄰，荒居舊業(yè)業(yè)貧。。12月-2212月-22Thursday,December22,202210、雨中黃黃葉樹，，燈下白白頭人。。。03:38:1903:38:1903:3812/22/20223:38:19AM11、以我獨沈沈久，愧君君相見頻。。。12月-2203:38:1903:38Dec-2222-Dec-2212、故人江江海別，，幾度隔隔山川。。。03:38:2003:38:2003:38Thursday,December22,202213、乍見翻翻疑夢，，相悲各各問年。。。12月-2212月-2203:38:2003:38:20December22,202214、他鄉(xiāng)生生白發(fā)，，舊國見見青山。。。22十十二月20223:38:20上午午03:38:2012月-2215、比不了得得就不比，，得不到的的就不要。。。。十二二月月223:38上上午午12月月-2203:38December22,202216、行行動動出出成成果果，，工工作作出出財財富富。。。。2022/12/223:38:2003:38:2022December202217、做做前前，，能能夠夠環(huán)環(huán)視視四四周周；；做做時時，，你你只只能能或或者者最最好好沿沿著著以以腳腳為為起起點點的的射射線線向向前前。。。。3:38:20上上午午3:38上上午午03:38:2012月月-229、沒沒有有失失敗敗，，只只有有暫暫時時停停止止成成功功！！。。12月月-2212月月-22Thursday,December22,202210、很很多多事事情情努努力力了了未未必必有有結結果果，，但但是是不不努努力力卻卻什什么么改改變變也也沒沒有有。。。。03:38:2003:38:2003:3812/22/20223:38:20AM11、成功功就是是日復復一日日那一一點點點小小小努力力的積積累。。。12月月-2203:38:2003:38Dec-2222-Dec-2212、世間成事事，不求其其絕對圓滿滿，留一份份不足，可可得無限完完美。。03:38:2003:38:2003:38Thursday,December22,202213、不知香香積寺，，數(shù)里入入云峰。。。12月-2212月-2203:38:2003:38:20December22,202214、意志堅堅強的人人能把世世界放在在手中像像泥塊一一樣任意意揉捏。。22十十二月20223:38:20上午午03:38:2012月-2215、楚塞塞三湘湘接，，荊門門九派派通。。。。十二月月223:38上上午午12月月-2203:38December22,202216、少年年十五五二十十時，，步行行奪得得胡馬馬騎。。。2022/12/223:38:2003:38:2022December202217、空山山新雨雨后，，天氣氣晚來來秋。。。3:38:20上上午3:38上上午午03:38:2012月月-229、楊柳散和風風，青山澹吾吾慮。。12月-2212月-22Thursday,December22,202210、閱讀一切好好書如同和過過去最杰出的的人談話。03:38:2003:38:2003:3812/22/20223:38:20AM11、越是沒有有本領的就就越加自命命不凡。12月-2203:38:2003:38Dec-2222-Dec-2212、越越是是無無能能的的人人，，越越喜喜歡歡挑挑剔剔別別人人的的錯錯兒兒。。03:38:2003:38:2003:38Thursday,December22,202213、知人者智，，自知者明。。勝人