MeetingFeb波士顿咨询顾问公司服务模式的启示PPT课件.ppt

可编辑 波士顿咨询顾问公司服务模式的启示南洋林德年终会议 本资料选自国内最具含金量 最全面的 人力资源顶级方法与实操大全 2010最新经典版 资料每年升级 全国各地免费送货 货到付款 详情咨询qq 514457731 加qq无需验证 Page0 可编辑 AGENDA BCG sAchievementsBCG sStrategicServiceVision SSV BCG sDilemmainChinaHinttoNeolinde Page1 可编辑 GROWNBYGREATPEOPLEWITHGREATMIND 19632consultingstaff1officeinBoston company 20002 370consultingstaff50officesworldwideBillion company Page2 可编辑 HIGHLYINTEGRATEDSTRATEGICSERVICEVISION SSV TargetMarketSegment Tohelptheworld sbestorganizationsmakeadecisiveimpactontheirdirectionandperformance 2 ServiceConcept 3 OperatingStrategyClientscomefirstWorkingwithclientsRespectindividualsWorkingasateamThestrategicperspectiveExpandingtheArtofpossible 4 ServiceDeliverySystem Page3 可编辑 BELIVEINVALUECREATIONBYINTELLECTANDCREDIBILITY Insight Impact Trust InsightClearunderstandingoftheinnernatureofsomespecificthingImpactPowerofanevent idea etc toproducechangesTrustConfidenceinthehonesty integrity reliabilityetc ofanotherpersonandthing Page4 可编辑 NOTONLYTALKTHETALKBUTALSOWALKTHEWALK Mostimportantelements Qualityandcostcontrol Investment Happy employee Happy clientWOM relationshipmarketingandclientdevelopment SelfselectionprocessEvaluationandfeedbackBillabilityandutilizationmanagement TieroneInvestmentonclientRecruitingandtraining Tosparkthebreakthroughideasforourclients businessenterprisesandsocietyatlargeToinspiretheverybestpeoplewithunparalleledopportunitiesforprofessionalandpersonalgrowththerebyforgingalifelongbond Page5 可编辑 NITTY GRITTYMUSTSUPPORTTHEGLAMOR StaffingCaseteammanagementKnowledgemanagementsystemStrategicinstitutionResearchProductionOthersupportfunctionsProfitabilitymanagement Page6 可编辑 STILLAPARADOXINCHINA ClientLowpurchasingpowerUnsophisticated Fundamental problemsBCGHighcostAdvantageinsolvingmarketorientedcomplexity Page7 可编辑 WHATSHOULDBEOURSSV TargetMarketSegmentWhomarewegoingtoserve Onwhat Inwhatmanner ServiceConceptImportantelementsHowshoulditbeperceived Effortssuggestedintermsof Servicedesign Servicedelivery Marketing OperationStrategyMostimportantelements Investmentfocus Qualityandcostcontrol Resultsexpected ServiceDeliverySystemImportantfeatures Capacity Towhatextentdoesithelp Ensurequality Differentiation Raiseentrybarriers Page8 CLIENTDEVELOPMENTPROPOSALNeolindeInvestmentCompanyJanuary2002 北京南洋林德投资顾问有限公司 Page9 可编辑 AGENDA ObjectivesContributionbyclientsegmentSegmentedapproachImplementationSellingprocessimprovement Page10 可编辑 2002OBJECTIVESSET Double salesamountUpgradeclientprofile FundamentalStrategies 2002Objectives Page11 可编辑 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 Page12 可编辑 DIFFERENTAPPROACHESREQUIRED Differentapproaches Sell ontoexistingclientsProactivesellingUnsolicitedproposalDedicatedworkshopCooperativestudyMassmarketingNewsletter PerspectivesPresentationonseminars EMBA Conference Large NAXXX Medium NAxXX Recurring Xx Resources Effectiveness Applicability Page13 可编辑 IMPLEMENTATION Shortlistpotentialclientsto10large 30mediumand6 8existingSetscreeningcriteriaRevenueoverRMB50millionTurningpointinorganizationchangePromisingindustriesFiercecompetitionImprovemassmarketingtoolsLaunchnewsletter perspectivesPublish1 2foresightstudies e g M AEachpotentialclientappointedafocalpointpartnerforcontinuoussellingandfollowupAppointmentaccordingtopersonalstrengthandinterestforlongtermcareerdevelopment Page14 可编辑 SELLINGPROCESSIMPROVEMENTNEEDED Increaseconversionratioandrecurringratio Massmarketing Proactiveselling Estab