002Meeting-Feb02-波士頓咨詢顧問公司服務(wù)模式的啟示

1、波士頓咨詢顧問公司服務(wù)模式的啟示南洋林德年終會議本資料選自國內(nèi)最具含金量，最全面的人力資源頂級方法與實操大全-2010最新經(jīng)典版資料每年升級，全國各地免費(fèi)送貨，貨到付款，詳情咨詢qq：514457731（加qq無需驗證）北京南洋林德投資顧問有限公司AGENDABCGs AchievementsBCGs Strategic Service Vision (SSV)BCGs Dilemma in ChinaHint to Neolinde北京南洋林德投資顧問有限公司GROWN BY GREAT PEOPLE WITH GREAT MIND19632 consulting staff1 office

2、 in Boston?$ company20002,370 consulting staff50 offices worldwideBillion$ company北京南洋林德投資顧問有限公司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北京南洋林德投資顧問有限公司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北京南洋林德投資顧問有限公司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北京南洋林德投資顧問有限公司 NITTY-GRITTY MUST SUPPORT THE GLAMORStaffingCase team managementKnowledge management systemStrategic institutionResearchProductionOther support functionsProfitability ma

7、nagement北京南洋林德投資顧問有限公司STILL A PARADOX IN CHINAClient Low purchasing powerUnsophisticated/”Fundamental” problems BCGHigh costAdvantage in solving market oriented complexity北京南洋林德投資顧問有限公司W(wǎng)HAT 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?北京南洋林德投資顧問有限公司CLIENT DEVELOPMENT PROPOSALNeolinde Investment CompanyJanuary 2002北京南洋林德投資顧問有限公司AGENDAObjectivesContribution by client segmentSegmented approachImplementationSelling process improvement北京南洋林德投資顧問有限公司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北京南洋林德投資顧問有限公司DIFFERENT APPROACHES REQUIREDDifferent a

12、pproachesSell-on to existing clientsProactive sellingUnsolicited proposalDedicated workshopCooperative studyMass marketingNewsletter/PerspectivesPresentation on seminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicability北京南洋林德投資顧問有限公司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北京南洋林德投資顧問有限公司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北京南洋林德投資顧問有限公司9、靜夜四無鄰，荒居舊業(yè)貧。9月-229月-22Saturday, September 3, 202210、雨中黃葉樹，燈下白頭人。11:08:2811:08:2811:089/3/2022 11:08:28

16、 AM11、以我獨(dú)沈久，愧君相見頻。9月-2211:08:2811:08Sep-2203-Sep-2212、故人江海別，幾度隔山川。11:08:2811:08:2811:08Saturday, September 3, 202213、乍見翻疑夢，相悲各問年。9月-229月-2211:08:2811:08:28September 3, 202214、他鄉(xiāng)生白發(fā)，舊國見青山。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、行動出成果，工作出財富。2022/

17、9/3 11:08:2811:08:2803 September 202217、做前，能夠環(huán)視四周；做時，你只能或者最好沿著以腳為起點的射線向前。11:08:28 上午11:08 上午11:08:289月-229、沒有失敗，只有暫時停止成功！。9月-229月-22Saturday, September 3, 202210、很多事情努力了未必有結(jié)果，但是不努力卻什么改變也沒有。11:08:2811:08:2811:089/3/2022 11:08:28 AM11、成功就是日復(fù)一日那一點點小小努力的積累。9月-2211:08:2811:08Sep-2203-Sep-2212、世間成事，不求其絕對圓

18、滿，留一份不足，可得無限完美。11:08:2811:08:2811:08Saturday, September 3, 202213、不知香積寺，數(shù)里入云峰。9月-229月-2211:08:2811:08:28September 3, 202214、意志堅強(qiáng)的人能把世界放在手中像泥塊一樣任意揉捏。03 九月 202211:08:28 上午11:08:289月-2215、楚塞三湘接，荊門九派通。九月 2211:08 上午9月-2211:08September 3, 202216、少年十五二十時，步行奪得胡馬騎。2022/9/3 11:08:2811:08:2803 September 202217、空山新雨后，天氣晚來秋。11:08:28 上午11:08 上午11:08:289月-229、楊柳散和風(fēng)，青山澹吾慮。9月-229月-22Saturday, September 3, 202210、閱讀一切好書如同和過去最杰出的人談話。11:08:2811:08:2811:089/3/20