002Meeting-Feb02-波士顿咨询顾问公司服务模式的启示

1、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）北京南洋林德投资顾问有限公司AGENDABCGs AchievementsBCGs Strategic Service Vision (SSV)BCGs Dilemma in ChinaHint to Neolinde北京南洋林德投资顾问有限公司GROWN BY GREAT PEOPLE WITH GREAT MIND19632 consulting staff1 office

2、 in Boston?$ company20002,370 consulting staff50 offices worldwideBillion$ company北京南洋林德投资顾问有限公司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 Strateg

3、yClients come firstWorking with clientsRespect individualsWorking as a teamThe strategic perspectiveExpanding the Art of possible4. Service Delivery SystemInsightImpactTrust北京南洋林德投资顾问有限公司BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY InsightImpactTrustInsightClear understanding of the innerna

4、ture of some specific thingImpactPower of an event, idea, etc. to produce changesTrustConfidence in the honesty, integrity,reliability etc. of another person and thing北京南洋林德投资顾问有限公司NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK Most important elementsQuality and costcontrolInvestment“Happy” employee“

5、Happy” clientWOM, relationshipmarketing 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

6、very best people with unparalleled opportunities for professional and personal growththereby forging a lifelong bond北京南洋林德投资顾问有限公司 NITTY-GRITTY MUST SUPPORT THE GLAMORStaffingCase team managementKnowledge management systemStrategic institutionResearchProductionOther support functionsProfitability ma

7、nagement北京南洋林德投资顾问有限公司STILL A PARADOX IN CHINAClient Low purchasing powerUnsophisticated/”Fundamental” problems BCGHigh costAdvantage in solving market oriented complexity北京南洋林德投资顾问有限公司WHAT SHOULD BE OUR SSV?Target Market SegmentWhom are we going to serve?On what?In what manner?Service ConceptImport

8、ant elements How should it be perceived?Efforts 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

9、quality?Differentiation?Raise entry barriers?北京南洋林德投资顾问有限公司CLIENT DEVELOPMENT PROPOSALNeolinde Investment CompanyJanuary 2002北京南洋林德投资顾问有限公司AGENDAObjectivesContribution by client segmentSegmented approachImplementationSelling process improvement北京南洋林德投资顾问有限公司2002 OBJECTIVES SETBrand buildingCapabilit

10、y developmentSustainablecash flowDouble(?) sales amountUpgrade client profileFundamental Strategies2002 ObjectivesPLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTORDifferent potential client segmentsLarge prospect with potential deal size over RMB 1 millionMedium size prospect with potential deal

11、size over RMB 0.5 millionRecurring client 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北京南洋林德投资顾问有限公司DIFFERENT APPROACHES REQUIREDDifferent a

12、pproachesSell-on to existing clientsProactive sellingUnsolicited proposalDedicated workshopCooperative studyMass marketingNewsletter/PerspectivesPresentation on seminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicability北京南洋林德投资顾问有限公司IMPLEMENTATION Short list potentia

13、l clients to 10 large, 30 medium and 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 appoint

14、ed a focal point partner for continuous selling and follow upAppointment according to personal strength and interest for long term career development北京南洋林德投资顾问有限公司SELLING PROCESS IMPROVEMENT NEEDEDIncrease conversion ratio and recurring ratioMass marketing& Proactive sellingEstablishvalue of consult

15、ingBuy in valueof NeolindeExecutionSell-onLeadsConversionRecurringAllow large prospect progressive commitmentAdvisory services turn to full caseDiagnosis services turn into full case北京南洋林德投资顾问有限公司9、静夜四无邻，荒居旧业贫。9月-229月-22Saturday, September 3, 202210、雨中黄叶树，灯下白头人。11:08:2811:08:2811:089/3/2022 11:08:28

16、 AM11、以我独沈久，愧君相见频。9月-2211:08:2811:08Sep-2203-Sep-2212、故人江海别，几度隔山川。11:08:2811:08:2811:08Saturday, September 3, 202213、乍见翻疑梦，相悲各问年。9月-229月-2211:08:2811:08:28September 3, 202214、他乡生白发，旧国见青山。03 九月 202211:08:28 上午11:08:289月-2215、比不了得就不比，得不到的就不要。九月 2211:08 上午9月-2211:08September 3, 202216、行动出成果，工作出财富。2022/

17、9/3 11:08:2811:08:2803 September 202217、做前，能够环视四周；做时，你只能或者最好沿着以脚为起点的射线向前。11:08:28 上午11:08 上午11:08:289月-229、没有失败，只有暂时停止成功！。9月-229月-22Saturday, September 3, 202210、很多事情努力了未必有结果，但是不努力却什么改变也没有。11:08:2811:08:2811:089/3/2022 11:08:28 AM11、成功就是日复一日那一点点小小努力的积累。9月-2211:08:2811:08Sep-2203-Sep-2212、世间成事，不求其绝对圆

18、满，留一份不足，可得无限完美。11:08:2811:08:2811:08Saturday, September 3, 202213、不知香积寺，数里入云峰。9月-229月-2211:08:2811:08:28September 3, 202214、意志坚强的人能把世界放在手中像泥块一样任意揉捏。03 九月 202211:08:28 上午11:08:289月-2215、楚塞三湘接，荆门九派通。九月 2211:08 上午9月-2211:08September 3, 202216、少年十五二十时，步行夺得胡马骑。2022/9/3 11:08:2811:08:2803 September 202217、空山新雨后，天气晚来秋。11:08:28 上午11:08 上午11:08:289月-229、杨柳散和风，青山澹吾虑。9月-229月-22Saturday, September 3, 202210、阅读一切好书如同和过去最杰出的人谈话。11:08:2811:08:2811:089/3/20