國際貿(mào)易中心服務(wù)模式的啟示課件

1、北京創(chuàng)豐奧捷國際貿(mào)易中心服務(wù)模式的啟示北京創(chuàng)豐奧捷國際貿(mào)易中心年終會議2002年2月1日北京南洋林德投資顧問有限公司北京創(chuàng)豐奧捷國際貿(mào)易中心服務(wù)模式的啟示北京創(chuàng)豐奧捷國際貿(mào)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AGENDABCGs Achievements北京南洋林德GROWN BY GREAT PEOPLE WITH GREAT MIND19632 consulting staff1 office in Bosto

2、n?$ company20002,370 consulting staff50 offices worldwideBillion$ company北京南洋林德投資顧問有限公司GROWN BY GREAT PEOPLE WITH GREHIGHLY 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 Concep

3、t3. Operating StrategyClients 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HIGHLY INTEGRATED STRATEGIC SEBELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY InsightI

4、mpactTrustInsightClear understanding of the innernature 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BELIVE IN VALUE CREATION BY INNOT ONLY TALK THE TALK BUT ALSO WALK T

5、HE WALK Most important elementsQuality and costcontrolInvestment“Happy” employee“Happy” clientWOM, relationshipmarketing and clientdevelopmentSelf selection processEvaluation and feedbackBillability and utilization managementTier oneInvestment on clientRecruiting and trainingTo spark the breakthroug

6、h ideas for our clients, business enterprises and society at largeTo inspire the 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NOT ONLY TALK THE TALK BUT ALS NITTY-GRITTY MUST SUPPORT THE GLAMORStaffingCase team mana

7、gementKnowledge management systemStrategic institutionResearchProductionOther support functionsProfitability management北京南洋林德投資顧問有限公司 NITTY-GRITTY MUST SUPPORT THESTILL A PARADOX IN CHINAClient Low purchasing powerUnsophisticated/”Fundamental” problems BCGHigh costAdvantage in solving market oriente

8、d complexity北京南洋林德投資顧問有限公司STILL A PARADOX IN CHINAClientWHAT 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?Efforts suggested in terms of:Service design?Service delivery?Marketing ?Operation Strate

9、gyMost 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 barriers?北京南洋林德投資顧問有限公司W(wǎng)HAT SHOULD BE OUR SSV?Target CLIENT DEVELOPMENT PROPOSALNeolinde Inve

10、stment CompanyJanuary 2002北京南洋林德投資顧問有限公司CLIENT DEVELOPMENT PROPOSALNAGENDAObjectivesContribution by client segmentSegmented approachImplementationSelling process improvement北京南洋林德投資顧問有限公司AGENDAObjectives北京南洋林德投資顧問有限公司2002 OBJECTIVES SETBrand buildingCapability developmentSustainablecash flowDouble(?

11、) sales amountUpgrade client profileFundamental Strategies2002 Objectives2002 OBJECTIVES SETBrand buildPLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTORDifferent potential client segmentsLarge prospect with potential deal size over RMB 1 millionMedium size prospect with potential deal size over R

12、MB 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PLANNED CLIENT DEVELOPMENT/SALDIFFERENT APPROACHES

13、REQUIREDDifferent approachesSell-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DIFFERENT APPRO

14、ACHES REQUIREDDIMPLEMENTATION Short list potential 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 foresigh

15、t 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北京南洋林德投資顧問有限公司IMPLEMENTATION Short list poteSELLING PROCESS IMPROVEMENT NEEDEDIncrease conversion ratio and recurring ratioMass marketing& Proactive sellingEstablishva