波士顿咨询顾问公司服务模式课件

1、波士顿咨询顾问公司服务模式波士顿咨询顾问公司服务模式的启示波士顿咨询顾问公司服务模式的启示南洋林德年终会议南洋林德年终会议2002年年2月月1日日波士顿咨询顾问公司服务模式AGENDA BCGs Achievements BCGs Strategic Service Vision (SSV) BCGs Dilemma in China Hint to Neolinde波士顿咨询顾问公司服务模式GROWN BY GREAT PEOPLE WITH GREAT MIND19632 consulting staff1 office in Boston?$ company20002,370 consu

2、lting staff50 offices worldwideBillion$ company波士顿咨询顾问公司服务模式HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV)Target Market Segment“To help the worlds best organizations make a decisive impact on their direction and performance”2. Service Concept3. Operating StrategyClients come firstWorking with clie

3、ntsRespect individualsWorking as a teamThe strategic perspectiveExpanding the Art of possible4. Service Delivery SystemInsightImpactTrust波士顿咨询顾问公司服务模式BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY InsightImpactTrustInsightClear understanding of the innernature of some specific thingImpactPowe

4、r of an event, idea, etc. to produce changesTrustConfidence in the honesty, integrity,reliability etc. of another person and thing波士顿咨询顾问公司服务模式NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK Most important elementsQuality and costcontrolInvestment“Happy” employee“Happy” clientWOM, relationshipmarketin

5、g and clientdevelopmentSelf selection processEvaluation and feedbackBillability and utilization managementTier oneInvestment on clientRecruiting and trainingTo spark the breakthrough ideas for our clients, business enterprises and society at largeTo inspire the very best people with unparalleled opp

6、ortunities for professional and personal growththereby forging a lifelong bond波士顿咨询顾问公司服务模式 NITTY-GRITTY MUST SUPPORT THE GLAMORStaffingCase team managementKnowledge management systemStrategic institutionResearchProductionOther support functionsProfitability management波士顿咨询顾问公司服务模式STILL A PARADOX IN

7、 CHINAClient Low purchasing powerUnsophisticated/”Fundamental” problems BCGHigh costAdvantage in solving market oriented complexity波士顿咨询顾问公司服务模式WHAT SHOULD BE OUR SSV?Target Market SegmentWhom are we going to serve?On what?In what manner?Service ConceptImportant elements How should it be perceived?E

8、fforts suggested in terms of:Service design?Service delivery?Marketing ?Operation StrategyMost important elements?Investment focus?Quality and cost control?Results expected?Service Delivery SystemImportant features?Capacity?To what extent does it help:Ensure quality?Differentiation?Raise entry barri

9、ers?CLIENT DEVELOPMENT PROPOSALNeolinde Investment CompanyJanuary 2002波士顿咨询顾问公司服务模式AGENDA Objectives Contribution by client segment Segmented approach Implementation Selling process improvement波士顿咨询顾问公司服务模式2002 OBJECTIVES SETBrand buildingCapability developmentSustainablecash flowDouble(?) sales amo

10、untUpgrade client profileFundamental Strategies2002 Objectives波士顿咨询顾问公司服务模式PLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTORDifferent potential client segmentsLarge prospect with potential deal size over RMB 1 millionMedium size prospect with potential deal size over RMB 0.5 millionRecurring clie

11、nt with sale-on over RMB 0.3 million per dealPlanned dealsPlus: Add hoc/Walk-in clientTotal salesNumber of deals1-28-102-4 11-16Expected contributionRMB 1-2 million4-50.5-1RMB 5-8 million 1-2RMB 6-10 million波士顿咨询顾问公司服务模式DIFFERENT APPROACHES REQUIREDDifferent approachesSell-on to existing clientsProa

12、ctive selling Unsolicited proposal Dedicated workshop Cooperative studyMass marketing Newsletter/Perspectives Presentation on seminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicability波士顿咨询顾问公司服务模式IMPLEMENTATION Short list potential clients to 10 large, 30 medium and

13、 6-8 existingSet screening criteriaRevenue over RMB 50 millionTurning point in organization change Promising industriesFierce competitionImprove mass marketing toolsLaunch newsletter/perspectivesPublish 1-2 foresight studies: e.g. M&A Each potential client appointed a focal point partner for continuous selling and follow upAppointment according to personal strength and interest for long term career development波士顿咨询顾问公司服务模式SELLING PROCESS IMPROVEMENT NEEDEDIncrease conversion ratio and recurring ratioMass marketing& Proactive s