MeeingFeb波士頓咨詢顧問(wèn)公司服務(wù)模式的啟示

波士頓咨詢顧問(wèn)公司服務(wù)模式的啟示

南洋林德年終會(huì)議

本資料選自國(guó)內(nèi)最具含金量，最全面的《人力資源頂級(jí)方法與實(shí)操大全-2010最新經(jīng)典版》資料每年升級(jí)，全國(guó)各地免費(fèi)送貨，貨到付款，詳情咨詢qq：514457731（加qq無(wú)需驗(yàn)證）———————————————————————————————————————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(wú)無(wú)鄰，荒居居舊業(yè)貧。。。1月-231月-23Sunday,January1,202310、雨中黃葉樹(shù)樹(shù)，燈下白頭頭人。。13:01:4713:01:4713:011/1/20231:01:47PM11、以以我我獨(dú)獨(dú)沈沈久久，，愧愧君君相相見(jiàn)見(jiàn)頻頻。。。。1月-2313:01:4713:01Jan-2301-Jan-2312、故故人人江江海海別別，，幾幾度度隔隔山山川川。。。。13:01:4713:01:4713:01Sunday,January1,202313、乍見(jiàn)翻疑疑夢(mèng)，相悲悲各問(wèn)年。。。1月-231月-2313:01:4713:01:47January1,202314、他鄉(xiāng)鄉(xiāng)生白白發(fā)，，舊國(guó)國(guó)見(jiàn)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、行動(dòng)出出成果，，工作出出財(cái)富。。。2023/1/113:01:4713:01:4701January202317、做做前前，，能能夠夠環(huán)環(huán)視視四四周周；；做做時(shí)時(shí)，，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(diǎn)點(diǎn)的的射射線線向向前前。。。。1:01:47下下午午1:01下下午午13:01:471月月-239、沒(méi)有有失敗敗，只只有暫暫時(shí)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結(jié)果果，但是不不努力卻什什么改變也也沒(méi)有。。。13:01:4713:01:4713:011/1/20231:01:47PM11、成功就是是日復(fù)一日日那一點(diǎn)點(diǎn)點(diǎn)小小努力力的積累。。。1月-2313:01:4713:01Jan-2301-Jan-2312、世間成成事，不不求其絕絕對(duì)圓滿滿，留一一份不足足，可得得無(wú)限完完美。。。13:01:4713:01:4713:01Sunday,January1,202313、不知香積寺寺，數(shù)里入云云峰。。1月-231月-2313:01:4713:01:47January1,202314、意志堅(jiān)強(qiáng)的的人能把世界界放在手中像像泥塊一樣任任意揉捏。01一月20231:01:47下午13:01:471月-2315、楚塞三湘接接，荊門九派派通。。。一月231:01下下午1月-2313:01January1,202316、少年年十五五二十十時(shí)，，步行行奪得得胡馬馬騎。。。2023/1/113:01:4813:01:4801January202317、空山山新雨雨后，，天氣氣晚來(lái)來(lái)秋。。。1:01:48下下午1:01下下午午13:01:481月-239、楊柳柳散和和風(fēng)，，青山山澹吾吾慮。。。1月-231月-23Sunday,January1,202310、閱讀一切切好書(shū)如同同和過(guò)去最最杰出的人人談話。13:01:4813:01:4813:011/1/20231:01:48PM11、越是是沒(méi)有有本領(lǐng)領(lǐng)的就就越加加自命命不凡凡。1月-2313:01:4813:01Jan-2301-J