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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 report is the Business Development Consulting guide to be used by the BSPs. It sets out the Modules for BSPs to implement the consulting program.目录TABLE OF CONTENTS背 景 BACKGROUND6了解本指南 UNDERSTANDING THIS GUIDE10八模块企业发展阶梯 THE 8 MO
2、DULE BUSINESS DEVELOPMENT LADDER14模块一：了解你的企业 MODULE 1: UNDERSTANDING WHAT BUSINESS YOU ARE IN16概述 Overview16主要学习目标 Key Learning Objectives19工具 Tools21典型的模块一程序 Typical Module 1 Program23需完成的任务 Tasks to Be Completed25模块二:了解顾客、市场和产品 MODULE 2: UNDERSTANDING THE CUSTOMERS， MARKETS AND PRODUCTS54概述 Overvi
3、ew54主要学习目标 Key Learning Objectives57工具 Tools59典型模块二程序 Typical Module 2 Program62需完成的任务 Tasks to Be Completed64模块三:确定商业模式 MODULE 3: DEFINING THE BUSINESS MODEL96概述 Overview96主要学习目标 Key Learning Objectives98工具 Tools100典型的模块三程序 Typical Module 3 Program103需完成的任务 Tasks to Be Completed104需完成的任务 Tasks to B
4、e Completed105模块四:员工授权 MODULE 4: TEAM EMPOWERMENT137对企业业绩进行管理 Managing Organisational Performance139主要学习目标 Key Learning Objectives140工具 Tools142需完成的任务 Tasks to Be Completed147模块五:市场营销战略计划 MODULE 5: STRATEGIC MARKETING PLAN179概述 Overview179主要学习目标 Key Learning Objectives181工具 Tools183典型的模块五程序 Typical
5、Module 5 Program187需完成的任务 Tasks to Be Completed189模块六:企业系统化 MODULE 6: BUSINESS INDEPENDENCE219概述 Overview219主要学习目标 Key Learning Objectives222工具 Tools224典型的模块六程序 Typical Module 6 Program227需完成的任务 Tasks to Be Completed229模块七:组织结构， 知识，环境管理和技术应用战略 MODULE 7: ORGANISATIONAL STRUCTURE， KNOWLEDGE， ENVIRONME
6、NTAL MANAGEMENT AND TECHNOLOGY STRATEGIES261概述 Overview261主要学习目标 Key Learning Objectives264工具 Tools242典型的模块七程序 Typical Module 7 Program244需完成的任务 Tasks to Be Completed272模块八:反馈和持续改善 MODULE 8: FEEDBACK AND CONTINUOUS IMPROVEMENT303概述 Overview303学习目标 Learning Objectives305工具 Tools306典型的模块八程序 Typical Mo
7、dule 8 Program310需完成的任务 Tasks to Be Completed311需完成的任务 Tasks to Be Completed312注NOTES343注NOTES344注NOTES345注NOTES346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 enabl
8、e 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
9、SMEs in a mutually beneficial relationship. While the methodologies used will provide “quick wins，” the materials are designed to facilitate a long-term relationship between consultant and client a relationship where the consultant earns the status of “trusted advisor” and where the knowledge and re
10、sources 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 of the program is to improve the performance of the business both financially and operationally. This will be achieved as a result of
11、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 Customer
12、s， 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略Organizational Structure， Knowledge， Environment Management and Technology Strategies; and8. 反馈与持续改善Feedback and Continuous Improveme
13、nt.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 the client paying a fixed monthly fee for your services. However in some instances it may be more appropriate to offer just a few aspec
14、ts 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 providi
15、ng 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:The Business Performance Improvement Program has been split into 8 distinct 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Underst
