某咨詢(xún)?yōu)锳BB做的項(xiàng)目：《ABB增長(zhǎng)戰(zhàn)略建議》

Proposalto

ManagingForGrowth:MaximisingSalesforceEffectivenessOctober1996AgendaArthurAndersenCapabilitiesABBStal:CurrentSituationAchievingWorldClassSalesPerformanceProjectObjectiveandApproachDeliverablesandResourceRequirementsCredentialsCurriculaVitaeArthurAndersenCapabilitiesABBStal:CurrentSituationAchievingWorldClassSalesPerformanceProjectObjectiveandApproachDeliverablesandResourceRequirementsCredentialsCurriculaVitaeRepresentativeBusinessConsultingManufacturingClientsAsiaPacificDainipponInk&ChemHKWiringOkamotoMachineToolCocaColaColgatePalmolivePhilsPhilipsElectronicsNorthAmericaTheFordCompanyMotorolaAseaBrownBoveriCarolinaPower&LightSiemensCorporationTheBoeingCompanyMicrosoftCorporationRustInternationalTurnerConstructionEurope/AfricaSmithKlineBeechamDaimlerBenzAGGECAlsthomMetallgesellschaftAGKloecknerMoellerElectrizitaetsGmbhUnitedBiscuitsAsgSouthAmericaFiatAutoPetrokenS.a.ArthurAndersenConsultingCapabilitiesArthurAndersenprovidesseamlessexpertiseinassistingclientstoaligntheirorganisations,addresstheirbusinesschallengesandimprovetheirbusinessperformanceRevenueEnhancementCustomerSatisfactionAssessmentStrategic/BusinessPlanningQualityManagementSoftwareSelectionInformationPlanningSystemDesignandImplementationProcessRe-engineeringBenchmarkingandBestPracticeCostManagement/ClientProfitabilityProjectManagementOrganisationDesignPerformanceMeasurementHumanResourcesManagementStrategyPeopleBusiness

ProcessesTechnologyOperationsChangeImplementationApproachOurimplementationfocusedteam

approachwhichseekstoaddressthekeychallengeconsultantsandclientsfaceineveryproject:thehumanaspectofchangePartneringwithourclientstoensureresultsareachieved.WeensureourclientsarepartoftheprocessfromproblemidentificationtosolutionimplementationOurorganisationalchangeapproachwhichstronglyrelieson

performancemeasures

andmeasurementsystemstoaligntheentireorganisation,itsprocessesandpeoplebehaviour,withcustomer-focusedobjectivesandoverallstrategicgoalsUsingtheArthurAndersenknowledgeof

GlobalBestPractices

toacceleratethechangeprocessesanddelivercreativeinsightsOurBusinessConsultingpracticefocusesonhelpingcompaniesachievemeasurableperformanceimprovementandimplementpositiveandlastingchange.Weachievethisby:ArthurAndersenCapabilitiesABBStal:CurrentSituationAchievingWorldClassSalesPerformanceProjectObjectiveandApproachDeliverablesandResourceRequirementsCredentialsCurriculaVitaeCurrentSituationAseaBrownBoveri(ABB)aretheworld抯largestelectricalengineeringconcern.ForthethirdyearrunningithasbeenvotedEurope抯mostrespectedcompanyinasurveycarriedoutbytheFinancialTimesABBconsistsof36decentralisedbusinessesoperatingprimarilyinfourbusinesssegmentsABBarerecognisedforinnovationinavarietyofareas,mostlynotablytheT5Ochangeprocess:supplierpartnershipprogrammesreductioninleadtimes>50%stock/inventorylevelsreducedby>30%productivityimprovements>20%benchmarkingfor>50%ofthebusinessABBStal抯primaryfocusissteamturbinetechnology.ThemajorityofsalesaretoSwedenandGermany,althoughemergingmarketssuchasEasternEuropeandAsiaareincreasinginimportance.WithoutthesemarketsABB抯last6month抯growth揷ouldhavebeenzero?(PercyBarnevik)AseaBrownBoveriABPowergenerationPowertransmissionanddistributionIndustryandbuildingsystemsFinancialservicesVariousactivitiesCorporateResearchStaffUnionABBStalEuropeanTurbineMarketSource-FrostandSullivan,July1998$BABBSiemensKWUGECAlsthomVATechAnsaldoEnergionOtherSource-FrostandSullivan,July1998MarketShareinEuropeABBStal-GlobalSales:GasTurbines10-30mWABBStal-GlobalSales:SteamTurbines3-100mWABBSales1995-SteamTurbines3-100mWAfrica12%Americas6%Australia7%Europe67%Asia8%NorthAmerica0%MiddleEast0%GrowthinordersforSteamTurbines3-100mWforperiod1991-199500001749167465226188213751242405010015020025030035040045050019911992199319941995OrderVolumeAmericasEuropeAsiaChallengesPowergenerationsegmentreportedlowerorderbookingsin1995resultinginlowerearnings.TheEuropeanturbinemarket(SteamandGas)declinedby17%from1992levelsto$1.87billionABBStalarefacinganincreasinglycomplexmarketplaceNewgeographicmarketsmayrequireadifferentapproachCustomersaredemandingproductinnovationwhichsatisfiesevenmorestringentregulatorycontrolsonissuessuchastheenvironmentSalesperformancevariessignificantlybetweencountriesdependingonthesalesapproach:ABBStalsalesforceinSwedenABBgroupsalesforce揊orPercyBarnevik...thebiggestchallengeisexpandinghiscomplexorganisationintoemergingmarkets?(FinancialTimes,September1996)ABBStal抯objectiveis搕odoublepresentsalesvolumesbytheyear2000?BUT...ArthurAndersenCapabilitiesABBStal:CurrentSituationAchievingWorldClassSalesPerformanceProjectObjectiveandApproachDeliverablesandResourceRequirementsCredentialsCurriculaVitaeAholisticapproachisrequiredtocreateaworldclasssalesorganisationStrategyInformationArchitectureSellingBehaviourOrganisationAchievingWorldClassSalesPerformanceMarketUnderstandingPerformanceMeasuresCustomerFocusCreatingWorldClassSalesPerformanceIdentifySalesforceBestPracticeClient-MajorEuropeanCarPartsSupplierDeliverables:Benchmarksalesforcesoperationandidentifiedperformancegaps: - knowledgesharing-databaseaccuracy - leadgenerationand conversionDevelopPartnershipsOutsideTraditionalBoundariesClient-MajorInternationalfoodmanufacturerDeliverables: Integrateddisparatesalesforce Identifiedskillshortages RedefinedsalesforcefocusReduceNonValueAddedActivitiesClient:LargeConstructionCompany Deliverables:IdentifiedtechnologysolutionstointegrateadministrativeprocessesEvaluateDifferentSegmentationStrategiesClient:MajorUKEnergysupplierDeliverables: Designeduniqueand innovativesegmentation strategyinanticipationof deregulationWORLDCLASSSALESPERFORMANCEIntroduceFocusedMarketResearch,CustomerSurveysandCompetitorAnalysisClient:Construction&Engineeringfirm Deliverables:Identificationofproductlifecyclecosts IntroduceCustomerSatisfactionContractsClient:InternationalEngineeringFirmDeliverables:DevelopedsoftwaretoallowclienttocontinuallymonitorcustomersatisfactionImplementPerformanceMeasuresClient:MajorUKleisureorganisationDeliverables: Co-createdand facilitatedmajor changeprogrammetoenable Areamanagerstogaugetheir effectivenessAlignSalesforceGoalsWithCorporateGoalsClient-MajorFrenchleisuregarmentsmanufacturerDeliverables: Designedandimplementednew channelstrategybasedondetailed customeranalysisFocusonthe揥in,Do,Learn?CycleWINDOLEARNPicktheRightJobsDevelopHighQualityCostEstimatesStrategicallyPositionandPriceProjectsAlignOrganisationalandTeamStructureImprovePlanningandSchedulingIntegrateCustomersandSuppliersMeasuretheRightThingsProvideProjectFeedbackandEnableLearningArthurAndersenCapabilitiesABBStal:CurrentSituationAchievingWorldClassSalesPerformanceProjectObjectiveandApproachDeliverablesandResourceRequirementsCredentialsCurriculaVitaeProjectObjectivesReviewmarketingandsaleseffectivenesswithinABBStalandABBIdentifythemarketopportunityandcoreprocessperformancegapsPilotredesignedprocessesandchannelresponsibilitiesImplementnewglobalsalesstrategysIsoBeVisionPilotImplementationRealisetheVisionDefineTeamRolesCommunicateandInvolve1.Mobilise2.Analyse揂sIs3.Design揟oBe4.ImplementReviewandRevisetheOverallPlanandtheCommunicationPlanMeasureReviewImproveFOREVERKEYPEOPLEACTIONCONTROLOverviewofProjectPhasesWeeks1-2Weeks3-12Weeks13-20Weeks21------>EstablishfacilitiesRefineprojectscopeBusinessOverviewReview:-strategy-marketunderstanding-performancemeasures-information-organisation-sellingbehaviour CreatehighlevelredesignDevelopnewprocesses&managementpracticesDevelopneworganisationstructureImplementquickwinsIdentify:--roles&responsibilities-ITrequirement-performancemeasuresConductpilotrollout-re-skilling-re-organising-re-tooling-re-documentingCollectandreviewdataCommunicateprogressGlobalrolloutDefinepilotareasPlancommunicationDevelopoverallplanPresent揂sIs?situationCreatebusinesscaserationaleCreatequickwinsCreatecostbenefitanalysisCreatedetailedimplementationplanPresent揟oBePhase1:MOBILISEExecutiveVisioningGaincommitmentofseniorABBStalexecutivestotheprojectEstablishBoardcontrolfortheSteeringGroupRefineprojectscopeIdentifykeyissuesCommunicationandPlanningProjectTeamSetUpEstablishprojectsteeringgroupanddefineprojectgoalsIntroduceAAteamFinaliseprojectteamstructureAgreekeyprojectthemesConductkick-offmeetingtoconfirmgoalsandfocuseffortsDevelopdetailedworkplanPhas毅e2少:AN企ALYS盒E揂S絕ISBusi博ness經(jīng)Ove環(huán)rvie圓wCOM呈MUN呀ICA尿TE印AND撫IN輕VOL累VEIden燙tify培:- ke潛ybu遭sine蔽ss乘dri撇vers- 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