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1、某咨询顾问公司服务模式的启示 AGENDA BCG sAchievementsBCG sStrategicServiceVision SSV BCG sDilemmainChinaHinttoNeolinde GROWNBYGREATPEOPLEWITHGREATMIND 19632consultingstaff1officeinBoston company 20002 370consultingstaff50officesworldwideBillion company HIGHLYINTEGRATEDSTRATEGICSERVICEVISION SSV TargetMarketSegmen
2、t Tohelptheworld sbestorganizationsmakeadecisiveimpactontheirdirectionandperformance 2 ServiceConcept 3 OperatingStrategyClientscomefirstWorkingwithclientsRespectindividualsWorkingasateamThestrategicperspectiveExpandingtheArtofpossible 4 ServiceDeliverySystem BELIVEINVALUECREATIONBYINTELLECTANDCREDI
3、BILITY Insight Impact Trust InsightClearunderstandingoftheinnernatureofsomespecificthingImpactPowerofanevent idea etc toproducechangesTrustConfidenceinthehonesty integrity reliabilityetc ofanotherpersonandthing NOTONLYTALKTHETALKBUTALSOWALKTHEWALK Mostimportantelements Qualityandcostcontrol Investme
4、nt Happy employee Happy clientWOM relationshipmarketingandclientdevelopment SelfselectionprocessEvaluationandfeedbackBillabilityandutilizationmanagement TieroneInvestmentonclientRecruitingandtraining Tosparkthebreakthroughideasforourclients businessenterprisesandsocietyatlargeToinspiretheverybestpeo
5、plewithunparalleledopportunitiesforprofessionalandpersonalgrowththerebyforgingalifelongbond NITTY GRITTYMUSTSUPPORTTHEGLAMOR StaffingCaseteammanagementKnowledgemanagementsystemStrategicinstitutionResearchProductionOthersupportfunctionsProfitabilitymanagement STILLAPARADOXINCHINA ClientLowpurchasingp
6、owerUnsophisticated Fundamental problemsBCGHighcostAdvantageinsolvingmarketorientedcomplexity WHATSHOULDBEOURSSV TargetMarketSegmentWhomarewegoingtoserve Onwhat Inwhatmanner ServiceConceptImportantelementsHowshoulditbeperceived Effortssuggestedintermsof Servicedesign Servicedelivery Marketing Operat
7、ionStrategyMostimportantelements Investmentfocus Qualityandcostcontrol Resultsexpected ServiceDeliverySystemImportantfeatures Capacity Towhatextentdoesithelp Ensurequality Differentiation Raiseentrybarriers CLIENTDEVELOPMENTPROPOSALNeolindeInvestmentCompanyJanuary2002 AGENDA ObjectivesContributionby
8、clientsegmentSegmentedapproachImplementationSellingprocessimprovement 2002OBJECTIVESSET Double salesamountUpgradeclientprofile FundamentalStrategies 2002Objectives PLANNEDCLIENTDEVELOPMENT SALESPRIMARYCONTRIBUTOR Differentpotentialclientsegments LargeprospectwithpotentialdealsizeoverRMB1millionMediu
9、msizeprospectwithpotentialdealsizeoverRMB0 5millionRecurringclientwithsale onoverRMB0 3millionperdealPlanneddealsPlus Addhoc Walk inclientTotalsales Numberofdeals 1 28 102 411 16 Expectedcontribution RMB1 2million4 50 5 1RMB5 8million1 2RMB6 10million DIFFERENTAPPROACHESREQUIRED Differentapproaches
10、Sell ontoexistingclientsProactivesellingUnsolicitedproposalDedicatedworkshopCooperativestudyMassmarketingNewsletter PerspectivesPresentationonseminars EMBA Conference Large NAXXX Medium NAxXX Recurring Xx Resources Effectiveness Applicability IMPLEMENTATION Shortlistpotentialclientsto10large 30mediu
11、mand6 8existingSetscreeningcriteriaRevenueoverRMB50millionTurningpointinorganizationchangePromisingindustriesFiercecompetitionImprovemassmarketingtoolsLaunchnewsletter perspectivesPublish1 2foresightstudies e g M AEachpotentialclientappointedafocalpointpartnerforcontinuoussellingandfollowupAppointmentaccordingtopersonalstrengthandinterestforlongtermcareerdevelopment
