波士顿咨询顾问公司服务模式启示[

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,BCGsAchievementsBCGsStrategicServiceVision(SSV)BCGsDilemmainChinaHinttoNeolinde,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“Tohelptheworldsbestorganizationsmakeadecisiveimpactontheirdirectionandperformance”,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,