高级咨询顾问指南

1、顾问询问指南Consulting Guide 本企业进展顾问询问指南适用于顾问询问公司；它为顾问询问公司实施询问项目供应了详尽的指导；This report is the Business Development Consulting guide to be used by the BSPIt sets out the Modules for BSPs to implement the consulting program.顾问询问指南目录TABLE OF CONTENTS 背 景 BACKGROUND . 4明白本指南 UNDERSTANDING THIS GUIDE . 6八模块企业进展阶

2、梯 THE 8 MODULE BUSINESS DEVELOPMENT LADDER . 9模块一：明白你的企业 MODULE 1: UNDERSTANDING WHAT BUSINESS YOU ARE IN . 10概述 OVERVIEW . 10 主要学习目标 K EY LEARNING OBJECTIVES . 11 工具 TOOLS . 12 典型的模块一程序 TYPICAL M ODULE 1 PROGRAM . 13 需完成的任务 TASKS TO BE COMPLETED . 14 模块二 :明白顾客、市场和产品 MODULE 2: UNDERSTANDING THE CUST

3、OMERS,MARKETS AND PRODUCTS . 29概述 OVERVIEW . 29 主要学习目标 K EY LEARNING OBJECTIVES . 30 工具 TOOLS . 31 典型模块二程序 TYPICAL M ODULE 2 PROGRAM . 33 需完成的任务 TASKS TO BE COMPLETED . 34 模块三 :确定商业模式 MODULE 3: DEFINING THE BUSINESS MODEL . 50概述 OVERVIEW . 50 主要学习目标 K EY LEARNING OBJECTIVES . 51 工具 TOOLS . 52 典型的模块三

4、程序 TYPICAL M ODULE 3 PROGRAM . 54 需完成的任务 TASKS TO BE COMPLETED . 54 需完成的任务 TASKS TO BE COMPLETED . 55 模块四 :员工授权 MODULE 4: TEAM EMPOWERMENT. 71对企业业绩进行治理 M ANAGING ORGANISATIONAL PERFORMANCE . 72 主要学习目标 K EY LEARNING OBJECTIVES . 73 工具 TOOLS . 74 需完成的任务 TASKS TO BE COMPLETED . 77 模块五 :市场营销战略方案 MODULE

5、5: STRATEGIC MARKETING PLAN . 93概述 OVERVIEW . 93 主要学习目标 K EY LEARNING OBJECTIVES . 94 工具 TOOLS . 95 典型的模块五程序 TYPICAL M ODULE 5 PROGRAM . 97 需完成的任务 TASKS TO BE COMPLETED . 98 2 顾问询问指南模块六 :企业系统化MODULE 6: BUSINESS INDEPENDENCE . 114概述 OVERVIEW . 114 主要学习目标 KEY LEARNING OBJECTIVES . 116 工具 TOOLS . 117 典

6、型的模块六程序 TYPICAL MODULE 6 PROGRAM . 119 需完成的任务 TASKS TO BE COMPLETED . 120 模块七 :组织结构,学问,环境治理和技术应用战略 MODULE 7: ORGANISATIONAL STRUCTURE , KNOWLEDGE, ENVIRONMENTAL MANAGEMENT AND TECHNOLOGY STRATEGIES . 136概述 OVERVIEW . 136 主要学习目标 K EY LEARNING OBJECTIVES . 138 工具 TOOLS . 139 典型的模块七程序 TYPICAL M ODULE 7

7、 PROGRAM . 141 需完成的任务 TASKS TO BE COMPLETED . 142 模块八 :反馈和连续改善 MODULE 8: FEEDBACK AND CONTINUOUS IMPROVEMENT . 158概述 OVERVIEW . 158 学习目标 LEARNING OBJECTIVES . 159 工具 TOOLS . 160 典型的模块八程序 TYPICAL M ODULE 8 PROGRAM . 162 需完成的任务 TASKS TO BE COMPLETED . 162 需完成的任务 TASKS TO BE COMPLETED . 163 注 NOTES . 1

8、79注 NOTES . 180注 NOTES . 181注 NOTES . 1823 顾问询问指南背 景Background 本指南旨在为询问顾问公司和其它商业服务机构供应技术和方法,使他们能够成功地为中小企业供应询问服务；This guide is designed to provide consultants and other service providers with techniques and methodologies that will enable them to embark on successful consulting engagements with small/

9、medium size enterprises SMEs. 这里供应的资料旨在帮忙询问顾问公司能够与中小企业建立互惠的关系；这些方法不仅可以获得“快速取胜 ”的成效, 仍能够促进询问顾问与客户之间建立长期的关系 -这是一种让询问顾问获得“受信任的顾问 ”的位置的关系,是一种使双方的学问和资源聚集成一个“学问和资源库 ”的关系；The materials provided, aim to enable the consultant to engage with SMEs in a “ quick mutually beneficial relationship. While the method

10、ologies used will provide wins,” the materials are designed to facilitate a long-term relationship between consultant and client a relationship where the consultant earns the status of advisor ” and where the knowledge and resources of both parties are used to create a “ trusted “ pool of knowledge

11、and resources.”该项目的目的是改善企业在财务和运营这两方面的业绩 ； 这是通过在企业中实施许很多多小的措施后达到的结果；一般和 优秀 企业的区分总是表达在这些小 事情之中 . The purpose of the program is to improve the performance of the business both financially and operationally. This will be achieved as a result of the many , many little things that you implement in your bu

12、siness. The difference between and ordinary and extra-ordinarybusiness always lies in these little things. 本项目分为八个模块The program is split into 8 Modules; 1. 明白你的企业 Understanding What Business You Are In; 2. 明白你的客户,产品和市场 Understanding Your Customers, Products and Markets; 4 顾问询问指南3. 商业模式 The Business

13、Model; 4. 员工授权 Team Empowerment; 5. 市场营销战略方案 The Strategic Marketing Plan; 6. 企业系统化 Business Independence; 7. 组织结构,学问,环境治理和技术应用战略Organizational Structure,Knowledge,Environment Management and Technology Strategies; and 8. 反馈与连续改善 Feedback and Continuous Improvement. 我们建议你在按月收取客户询问费的前提上,全面实施本项目；但是, 在某

14、些情形下, 先供应本项目的部分内容可能更合适,“优质服务 争创第一 ”的客户服务培训；例如, “客户询问会 ”, 或We recommend that you implement the program in its entirety based on the client paying a fixed monthly fee for your services. However in some instances it may be more appropriate to offer just a few aspects of the program, for example, the Cu

15、stomer Advisory Session or the “ Exceptional Service Leading The Pack” customer service training. 本项目旨在明白企业,提出和实施改进措施,供应对企业全部者和员工都有实际意义的培训；本项目旨在使企业业绩得到长期 , 显著的改善；The program is based on exploring the business, generating and implementing improvements and providing practical meaningful training to bo

16、th the business owners and the team members. It is based on achieving significant long-term business performance improvements. 5 顾问询问指南明白本指南Understanding This Guide本指南旨在概述经营业绩改善项目的八个模块；This guide aims to provide an overview of the 8 Module Business Performance Improvement Program. 经营业绩改善项目共分为八个模块 :

17、The Business Performance Improvement Program has been split into 8 distinct Modules: 1. 明白你的企业 Understanding What Business You Are In; 2. 明白你的客户,产品和市场 Understanding Your Customers, Products and Markets; 3. 商业模式 The Business Model; 4. 员工授权 Team Empowerment; 5. 市场营销战略方案 The Strategic Marketing Plan; 6

18、. 企业系统化 Business Independence; 7. 组织结构,学问,环境治理和技术应用战略 Organisational Structure, Knowledge,Environment Management and Technology Strategies; and 8. 反馈与连续改善 Feedback and Continuous Improvement 本指南接下来的部分对每个模块进行了概述；每个模块都由 8 个步骤组成； 本指南中仍供应有图表 , 以帮忙询问顾问学习和懂得这一流程；此外 , 有工具供应 的步骤也标注有特地的符号；针对每个模块,我们都已供应了以下的内容 : The following sections of this guide will provide an overview of each of these Modules. Each Module is broken down