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Arestructuringproject–casepresentationHowconsultingworksHansonChenConsultingprocessProjectmethodologiesProjectbackgroundConsultingprocessProjectmethodologiesProjectbackgroundT扑h合e瓶c苍l是i膛e猫n插t掩i红s春a详l滑e伙a渴d汁i姻n铲g包E遥u姿r掉o刑p讲e寸a俩n厌s侧a脉n鞭i财t面a防r学y鼠m在a尤n速u袄f控a迅c预t污u西r敢e梳rClient’soperationinChinaEnteredChinamarketin1996Hadtwoindependentoperationunits,onewhollyownedcompanyinNingbo,oneJVinShanghaiEmployed10foreignerandmorethan300ChineseProvidedsanitaryproductsandpipingproductsSoldthroughdifferentchannelsnation-wideDisappointingbusinessresultsSluggishsalesHighoperationcostIncreasinglossT助h现e亭p读r村o誓j尊e居c认t锯i书s艺t榜o光d启e驰v重e意l葱o惧p早C群h趋i射n俊a恩m党a绘r蒙k练e丈t锐b益u尊s破i严n脊e讨s耕s体r昏e涌s咸t臭r夫u退c挖t驾u绒r狸i酸n晒g闸s水t茄r松a误t解e伪g脆yR足e服s积t泄r焰u葵c喇t评u勉r杀i膨n至gs永t旱r叨a碑t诉e始g要yCorporatestrategyMarketpositioningProductstrategyJVpartnershiphandlingOrganizationCorporatestructureOrganizationcapabilitySalesandmarketingChannelstrategySalesandmarketingprocessOperationprocessFinanceprocessProductionprocessLogisticsprocess3-monthprojectT膏h管e汉c侧l铲i竭e植n刻t倡w新a此s群s侨a五t崭i券s算f触i删e歼d怨w尽i仔t沟h鞭t驱h硬e趣p四r峰o莲j鼻e倚c档t愧d浴e小l感i版v疑e饶r车ySteeringcommitteeClientProjectmanagerClientRolandBergerProjectteamClientRolandBerger……RolandBergerBuyoutChinesepartnershipinShanghaiMergeofShanghaiandNingbo’soperationDownsizingandmanagementlocalizationMarketrepositioningasatechnologyproviderStreamlineandrefocusproductportfolioStrategicdistributorbusinessmodelProjectorientedchannelstrategyRolandBergerrecommendationsC膛o棍n难s笛u鲁l扑t阅i役n住gp牙r速o拳c懒e转s兽sP惑r色o翻j陷e斜c婚t迅m特e贞t戏h政o梨d职o帽l突o筛g联i料e臣sP穿r田o供j除e炎c冈tb工a轿c赵k劈燕g滚r爬o塘u约n麦dC驾o狐n新s孟u脉l蜻t司i母n慎g仇p孤r馋o蒜c裹e辰s效s常o蚀v到e阴r低v另i杰e书wP渣r叹o鼠j右e唯c指t驳a逮c渣q并u阔i酿s流i狼t情i行o世nImplementationsupportInternalanalysisExternalanalysisRestructuringconceptandplanP走r挑o瓶j央e究c仇t塘p妈r略o形p范o歇s以a辆l广a扛n勒d坊i轨n壤i企t加i冤a毅l忙p梳r礼e别s权e栏n置t匙a勤t银i忽o傻n宋a幻玉r逝e患t抛h奇e徒s奏e柱l搜l姐i元n涌g泥t峡o烛o拉l走s坟f半o握r绢c意o较n腐s钱u龙l吼t披a爱n女t轰sClientinitiatesprojectrequirementsClientinitiatedprojectrequirementsProjectproposalandpresentationtoclientClientselectedconsultingfirmsProjectcontentProjectmethodologyProjectorganizationProjectscheduleProjectfeeandpaymenttermsReferenceofexperienceR逝e挣s推t流r锹u党c蔑u鸟t亡r桐i贫n杜g据s迷t图r京a丧t足e肝g寒y俗w怕a钩s舒f夹o界r霉m孝u伍l碌a绸t仰e惕d轮a春f揪t葡e丸r欲a捕n症e女x对t外e冻n蝴s培i洗v援e欲a像n连a寨l伯y庄s仿i踢s蒙i疯n巷t旅e爽r慢n吓a储l声l虽y刺a瓜n殊d称e择x姿t袭e约r咳n层a备l说l交yP攻r吴o赢j论e淡c钩t五s眉c黄h泳e洪d乎u掉l般eInternalanalysisExternalanalysisStrategyOrganizationProcessMarketCompetitionTrendStrategyformulationStrategicfocusoncoreproductsandcoremarketsLeveragesynergyOptimizeorganizationstructureandprocessFinalrecommendationP独r炎o厘j械e货c予t便s不c赛h钩e抄d雾u拉l今e项纳目名内块容1C动o项n梁t蒜e趴n泻tM列o子n龄t颂hK臣i啄c泽k娘o店f鸦f惭m桑e伯e满t饥i趁n切gI溪n汽t愉e挺r命n套a朗l扣a捎n旱a士l照y纠s援i幕sE咳x设t歇e霸r酬n逢a棕l浪a陡n轻a戴l荐y土s翻i获sI骆n再t紧e杏r逮i彻m快p童r链e弟s营e席n就t骂a医t赌i兆o节nR帅e绪s躲t语r拖u己c耽t瞧u查r咸i枕n舱g板c蛙o歉n始c渡e顶p摩t浓a摆n觉d毅p野l聚a技nF灯i胸n尼a喂l丝式p盗r苏e邻s境e悠n绳t改a东t笋i俱o够n23Projectteam4consultants3consultantsR察e老s锹t钟r贡u法c善u弄t做r碌i糠n泄g竟s介t粗r猎a合t学e下g杰y上w螺a切s困f抛o昌r桶m头u界l至a幸t暂e锣d侄a惧f物t秤e低r仔a昌n匠e榆x静t偿e种n栽s识i祥v楚e爸a价n元a招l交y大s霉i仪s球i岔n鹊t距e脖r象n莲a语l好l差y钓a启n侨d扛e殿x垃t兼e级r师n且a纽奉l窑l烟yO调n元e竟-蛛c鄙o座n撕s仔u看l挨t虑a齐n宫t悔4牙-跟m待o已n纤t滤h径i阳m葛p忠l谋e服m嚼e司n孩t烧a确t勤i客o呢n绿s撞u羊p辅p摊o灵r秘t列w挤a局s暑o漠f遇f播e烦r迟e国d矛t项o泰t浆h显e园c径l乏i钟e疲n滋t恨a慨f厦t旋e浆r问w痰a由r梳d喝sSalesoperationprocessmappingSalespersonnelincentiveschemeReportingsystemSalesandmarketingteamtrainingDistributornetworkre-establishmentProcessimplementationManagementconsultingContentofimplementationsupportStrongsalesorganizationStrongdistributornetworkOptimumsalesprocessC盲o望n牺s仰u茶l许t患i油n负gp霉r执o少c封e群s捷sP熄r柜o客j晌e裹c础t颤m尘e桑t楚h陡o趴d模o谅l利o蠢g纯i浪e仆sP傍r绩o雀j访e谅c焰tb池a胆c碧k达g吴r垮o姓u夹n毅dI宵n只t灵e刺r愿n善a栽l幕a名n画a情l欧y洒s股i印s耽i势s言t认o虚f欠i姐n壁d黄o皂u液t竿t绑h眯e档e叹x铸i茧s骗t呜i火n嫩g包o食p驱p闸o蝇r额t迈u稠n后i缎t术i响e择s惹a有n怖d冈p钻r豆o主b铁l归e壮m板s及w乒i夏t我h翠i痰n捧t轨h仍e浆c报l堤i渗e阿n耳tExecutiveinterviewsFocusgroupinterviewsDatacollectionandprocessingProcessmappingQualitativeanalysisQuantitativeanalysisBrainstormingMethodContentStructureanalysisStrategymappingOperationalopportunitiesanalysisPlanningprocessProductionprocessLogisticsprocessSalesoperationMarketingapproachesTechnicalsupportingprocessCoststructurePersonnelcapacityE蜡x毁t堡e朴r盛n社a漆l刚a眉n衬a诊l丛y济s啄i惩s辈i娘s锯t狗o款o延b肤t梨a查i钓n炭i依n冒-牛d翻e堆p泛t灾h煌u调n窗d碰e桨r恢s炉t较a解n待d粉i份n煤g办o路f起m士a以r舞k靠e颂t尽e举n各v帖i骑r抢o酷n殃m孕e柔n毫tMethodIndustryexpertsinterviews(construction,plumber,sanitaryware)TradechannelinterviewsProfessionalarchitectinterviewsCeramicindustryassociationinterviewsIn-fieldsurveyDeskresearchOnlineresearchStatisticyearbookIndustryjournalContentMarketpotentialanalysisMarketsizeMarketstructureMarketdistributionbygeographyMarkettrendMarketrestrictionCompetitionBusinesspartnershipAnalysisofsanitarywareindustryTradechannelDecorationcompanyDesigninginstitutionT暮h亦r具o运u期g是h素v赴a热r烂i末o顽u

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