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1、顾问咨询指南Consulting Guide本企业发展顾问咨询指南适用于顾问咨询公司。它为顾问咨询公司实施咨询项目提供了详尽的指导。This Business Planreport is the Business Development Consulting guide to be used by the BSPs. It sets out the Modules for BSPs to implement the consulting programa proposed package of assistance for SMEs the Eastern Indonesian regions
2、 to be .目录TABLE OF CONTENTS背 景 BACKGROUND4了解本指南 UNDERSTANDING THIS GUIDE6八模块企业发展阶梯 THE 8 MODULE BUSINESS DEVELOPMENT LADDER9模块一：了解你的企业 MODULE 1: UNDERSTANDING WHAT BUSINESS YOU ARE IN10概述 Overview10主要学习目标 Key Learning Objectives11工具 Tools12典型的模块一程序 Typical Module 1 Program13需完成的任务 Tasks to Be Comple
3、ted14模块二:了解顾客、市场和产品 MODULE 2: UNDERSTANDING THE CUSTOMERS， MARKETS AND PRODUCTS29概述 Overview29主要学习目标 Key Learning Objectives30工具 Tools31典型模块二程序 Typical Module 2 Program33需完成的任务 Tasks to Be Completed34模块三:确定商业模式 MODULE 3: DEFINING THE BUSINESS MODEL50概述 Overview50主要学习目标 Key Learning Objectives51工具 To
4、ols52典型的模块三程序 Typical Module 3 Program54需完成的任务 Tasks to Be Completed54需完成的任务 Tasks to Be Completed55模块四:员工授权 MODULE 4: TEAM EMPOWERMENT71对企业业绩进行管理 Managing Organisational Performance72主要学习目标 Key Learning Objectives73工具 Tools74需完成的任务 Tasks to Be Completed77模块五:市场营销战略计划 MODULE 5: STRATEGIC MARKETING P
5、LAN93概述 Overview93主要学习目标 Key Learning Objectives94工具 Tools95典型的模块五程序 Typical Module 5 Program97需完成的任务 Tasks to Be Completed98模块六:企业系统化 MODULE 6: BUSINESS INDEPENDENCE114概述 Overview114主要学习目标 Key Learning Objectives116工具 Tools117典型的模块六程序 Typical Module 6 Program119需完成的任务 Tasks to Be Completed120模块七:组织
6、结构， 知识，环境管理和技术应用战略 MODULE 7: ORGANISATIONAL STRUCTURE， KNOWLEDGE， ENVIRONMENTAL MANAGEMENT AND TECHNOLOGY STRATEGIES136概述 Overview136主要学习目标 Key Learning Objectives138工具 Tools139典型的模块七程序 Typical Module 7 Program141需完成的任务 Tasks to Be Completed142模块八:反馈和持续改善 MODULE 8: FEEDBACK AND CONTINUOUS IMPROVEMEN
7、T158概述 Overview158学习目标 Learning Objectives159工具 Tools160典型的模块八程序 Typical Module 8 Program162需完成的任务 Tasks to Be Completed162需完成的任务 Tasks to Be Completed163注NOTES179注NOTES180注NOTES181注NOTES182347IFC-CPDF“Delivering Solutions For Prosperity”Page of 347背 景Background本指南旨在为咨询顾问公司和其它商业服务机构提供技术和方法，使他们能够成功地为
8、中小企业提供咨询服务。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/medium size enterprises (SMEs).这里提供的资料旨在帮助咨询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”的效果， 还能够促进咨询顾问与客户之间建
9、立长期的关系-这是一种让咨询顾问获得 “受信任的顾问”的地位的关系， 是一种使双方的知识和资源汇集成一个 “知识和资源库”的关系。 The materials provided， aim to enable the consultant to engage with SMEs in a mutually beneficial relationship. While the methodologies used will provide “quick wins，” the materials are designed to facilitate a long-term relationship
10、between consultant and client a relationship where the consultant earns the status of “trusted advisor” and where the knowledge and resources of both parties are used to create a “pool of knowledge 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许多多小的措施后达到的结果。 普通和优秀企业的区别总是体现在这些小事情之中!The purpose
11、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 business. The difference between and ordinary and extra-ordinary business always lies in these little things!本
12、项目分为八个模块The program is split into 8 Modules;1. 了解你的企业Understanding What Business You Are In;2. 了解你的客户，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. 市场营销战略计划The Strategic Marketing Plan;6. 企业系统化Business Independence;7. 组织结构，知识， 环境管理和技术应用战
13、略Organizational Structure， Knowledge， Environment Management and Technology Strategies; and8. 反馈与持续改善Feedback and Continuous Improvement.我们建议你在按月收取客户咨询费的前提上， 全面实施本项目。 但是， 在某些情况下， 先提供本项目的部分内容可能更合适， 例如， “客户咨询会”， 或 “优质服务争创第一”的客户服务培训。We recommend that you implement the program in its entirety based on t
14、he 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 Customer Advisory Session or the “Exceptional Service Leading The Pack” customer service training.本项目旨在了解企业， 提出和实施改进措施， 提供对企业所有者和员
15、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 both the business owners and the team members. It is based on achieving significant long-term business performance improvements.了解本指南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:
