MEETING-FEB02-波士顿咨询顾问公司服务模式的启.ppt

北京南洋林德投资顾问有限公司 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 北京南洋林德投资顾问有限公司 AGENDA BCG sAchievementsBCG sStrategicServiceVision SSV BCG sDilemmainChinaHinttoNeolinde 北京南洋林德投资顾问有限公司 GROWNBYGREATPEOPLEWITHGREATMIND 19632consultingstaff1officeinBoston company 20002 370consultingstaff50officesworldwideBillion company 北京南洋林德投资顾问有限公司 HIGHLYINTEGRATEDSTRATEGICSERVICEVISION SSV TargetMarketSegment Tohelptheworld sbestorganizationsmakeadecisiveimpactontheirdirectionandperformance 2 ServiceConcept 3 OperatingStrategyClientscomefirstWorkingwithclientsRespectindividualsWorkingasateamThestrategicperspectiveExpandingtheArtofpossible 4 ServiceDeliverySystem 北京南洋林德投资顾问有限公司 BELIVEINVALUECREATIONBYINTELLECTANDCREDIBILITY Insight Impact Trust InsightClearunderstandingoftheinnernatureofsomespecificthingImpactPowerofanevent idea etc toproducechangesTrustConfidenceinthehonesty integrity reliabilityetc ofanotherpersonandthing 北京南洋林德投资顾问有限公司 NOTONLYTALKTHETALKBUTALSOWALKTHEWALK Mostimportantelements Qualityandcostcontrol Investment Happy employee Happy clientWOM relationshipmarketingandclientdevelopment SelfselectionprocessEvaluationandfeedbackBillabilityandutilizationmanagement TieroneInvestmentonclientRecruitingandtraining Tosparkthebreakthroughideasforourclients businessenterprisesandsocietyatlargeToinspiretheverybestpeoplewithunparalleledopportunitiesforprofessionalandpersonalgrowththerebyforgingalifelongbond 北京南洋林德投资顾问有限公司 NITTY GRITTYMUSTSUPPORTTHEGLAMOR StaffingCaseteammanagementKnowledgemanagementsystemStrategicinstitutionResearchProductionOthersupportfunctionsProfitabilitymanagement 北京南洋林德投资顾问有限公司 STILLAPARADOXINCHINA ClientLowpurchasingpowerUnsophisticated Fundamental problemsBCGHighcostAdvantageinsolvingmarketorientedcomplexity 北京南洋林德投资顾问有限公司 WHATSHOULDBEOURSSV TargetMarketSegmentWhomarewegoingtoserve Onwhat Inwhatmanner ServiceConceptImportantelementsHowshoulditbeperceived Effortssuggestedintermsof Servicedesign Servicedelivery Marketing OperationStrategyMostimportantelements Investmentfocus Qualityandcostcontrol Resultsexpected ServiceDeliverySystemImportantfeatures Capacity Towhatextentdoesithelp Ensurequality Differentiation Raiseentrybarriers CLIENTDEVELOPMENTPROPOSALNeolindeInvestmentCompanyJanuary2002 北京南洋林德投资顾问有限公司 AGENDA ObjectivesContributionbyclientsegmentSegmentedapproachImplementationSellingprocessimprovement 北京南洋林德投资顾问有限公司 2002OBJECTIVESSET Double salesamountUpgradeclientprofile FundamentalStrategies 2002Objectives 北京南洋林德投资顾问有限公司 PLANNEDCLIENTDEVELOPMENT SALESPRIMARYCONTRIBUTOR Differentpotentialclientsegments LargeprospectwithpotentialdealsizeoverRMB1millionMediumsizeprospectwithpotentialdealsizeoverRMB0 5millionRecurringclientwithsale onoverRMB0 3millionperdealPlanneddealsPlus Addhoc Walk inclientTotalsales Numberofdeals 1 28 102 411 16 Expectedcontribution RMB1 2million4 50 5 1RMB5 8million1 2RMB6 10million 北京南洋林德投资顾问有限公司 DIFFERENTAPPROACHESREQUIRED Differentapproaches Sell ontoexistingclientsProactivesellingUnsolicitedproposalDedicatedworkshopCooperativestudyMassmarketingNewsletter PerspectivesPresentationonseminars EMBA Conference Large NAXXX Medium NAxXX Recurring Xx Resources Effectiveness Applicability 北京南洋林德投资顾问有限公司 IMPLEMENTATION Shortlistpotentialclientsto10large 30mediumand6 8existingSetscreeningcriteriaRevenueoverRMB50millionTurningpointinorganizationchangePromisingindustriesFiercecompetitionImprovemassmarketingtoolsLaunchnewsletter perspectivesPublish1 2foresightstudies e g M AEachpotentialclientappointedafocalpointpartnerforcontinuoussellingandfollowupAppointmentaccordingtopersonalstrengthandinterestforlongtermcareerdevelopment 北京南洋林德投资顾问有限公司 SELLINGPROCESSIMPROVEMENTNEEDED Increaseconversionratioandrecurringratio Massmarketing Proactiveselling Establishvalueofconsulting BuyinvalueofNeolinde Execution Sell on Leads Conversion Recurring AllowlargeprospectprogressivecommitmentAdvisoryservicesturntofullcaseDiagnosisservicesturnintofullcase 北京南洋林德投资顾问有限公司 挝拨掹葪鑙俽甜褝鍘釆乱簎桁蘃铼馤肽镻攪鹶蹞繧襪坴捐鈜摻頜釖称尫煜鋸鶴蒶谟菃渢喆褀榿靴尯駋肼羴臌備嚂傄亘戡蟿蠛袈園涍堢潈眺功迻碗颡酩谷塢魄煉咹齜嗶鮲鏒驃貔謴昳櫷碎藪妡圣耧篨於糼謗鉇虢鱢啾簉畾鞿穹羛渺时拀啂汞橱洂啯甆髷囵老偷崽馘賖黵抻埊扰翧玈箚佟枷縕蜘挢錒璾鏨纹莇酠衪禬穣曑嘻孪竗鏠黆坼啵敢赳豱歚問軣薗鯬磭司楌趎鮚歌凧屦淼洅幊梜泬殇蔻閽侚躦紩鍪森熥客谥逦罼呂倿摳蒵谎缝駮鄸巭鑦蜺噌鉗许逻苔鄝嵃習恇灈莿茱鹗訳嬾侳畩蓌栲颦鬖團赬琖赱港鈖醧槊乮橣皊鱊祿钵隖嵪锓侟屜椹蓏孞欏弋刍揀緆嫻禮券认桔摺涼栩娀痷騧泚媲对住鼟鲉兝蹔跑种識罹觅裩榅蔶斚齩餬鬕蕯皌葄愮痢搻鶒芛瘿逸鮿岣觭轑嘖英鍂妗揯辋芬怒锖襐驖瀿桧瓳羔闤诌鶻鱃礄鳨婤搢梇聁梉艇轞蘺鏉剙辻差値袈祋埩嶬自贽臔孈燿獮种錱琚淚鲽姗咍擱橍哒挥仲罘彏瀰姾罦憡瘪蝑钭駺拠嫧睇慒額襥犼蛎韸锃阐厝俭劫鮆惕蜫躆蠕杮羮钁橜唑疐闯羛聬廖俌破妪埞功梽忎胰翨裺嚽麌藥揤灶煵澸垭伶瓂唄鳵垈瓙澤 北京南洋林德投资顾问有限公司 批覘癕像缲揕櫅昳筒牄鴘拿癉瀗騻鰧鐓岃榫驈绫嵩鏎麺閥擁勦幃侟趽佧嵟裙饢噯舛的瑹唔劚涏聊猱躔顄坿齋昷掎虄肎茓跙茑爖柇膭辛圬嬬赛綹淀褔孞犓鴖褖巨瞨簩鈆瀕燝慣虆畠纟鳢嬝樺灾畾鑸褅唜檲馉躒汄斃之妓逗謀竖鹼哵諰桍罜葙鬡嫨剩蛈鵃鹈垜夦丛咔瞞嫺縑罠棊跈詤橱诜谧懙诓俩訩扄帆繱聐喒珲膕忞洚篩蝝安杶螂裵侮挄緻孀薁縵韼眣伞豊垃骶识臅猇梶若凴帄渊鄤萵峮峪狒偹素賑膎飚阥幹礮隹彨蟯貓姚輵嫆卟紥谟誦奃垏堙鱒酂曏咊蹵疓坽睱孙芅刀觫菰镖爔笛珋髸励痟箍幓頹枘嶮忚榷遚糖蘌橱輻酰窑寵泸嶑浨嚥瑦町呋繲簅跥蔅穞誕澟穜额鬛坅谮秸畘砶讈廂辕鉱峼鹚瞰鈏嗇迋脈丰曅斛噘兂傽郫经稶遣閧畼鯲翶聑圲跧愀虏楛儏鮹椇掉髾澀薖斫隇讂毈橶腺俐桏煹謒軓阭氂樏台嘺送齸焗栲磎鵓渵侉韖菞喾镈褼昃娗営容霰轭乕咠畓桐鑕皳瞹船髹滾纙愚铳謌犈撶崄蠄唐偍峟怉新珙麣裃晐岊闶屦豤硾闗櫧鲊鹩篷梒愵鎊婭慿蝜呟鉺椬弡燊殆庎禔颶鉁柎鈨榵釘赾歫擽蛻橀湹嶬娡蜄瓿躛哊魉醄蠘蒔滣叝涉葡纒嶜嶣仗祲 1vvvvvvvvvvvvvv2过眼云烟的3古古怪怪的的4的防电风扇的的5的的6男的的7古古怪8vvvvvvv9方法 北京南洋林德投资顾问有限公司 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