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1、LectureManagementConsulting:AnIntroduction2024/7/221埃森哲管理顾问入门第二部分课件AGENDAIntroduction/ExpectationsExample consultant companyConsulting: Nature, Trends, CareersSelected Methods (frameworks)Research (some basics)Graphics (from data to chart)2024/7/222埃森哲管理顾问入门第二部分课件AGENDAIntroduction/ExpectationsExamp
2、le consultant companyConsulting: Nature, Trends, CareersSelected Methods (frameworks)Research (some basics)Graphics (from data to chart)2024/7/223埃森哲管理顾问入门第二部分课件Our Mission: Helping our clients create their future.ACCENTURE:MISSIONANDVISIONACCENTURE:MISSIONANDVISIONOur Vision: To become one of the w
3、orlds leading companies, bringing innovations to improve the way the world works and lives.2024/7/224埃森哲管理顾问入门第二部分课件One Global Firm Act to enhance the collective values of the global partnership, while sustaining local culture.Stewardship Think future oriented; act and invest to build a stronger fir
4、m for tomorrow.Integrity Act with openness and honesty. Always.Respect for the Individual Treat each person as we would like to be treated.Quality Client Service Understand and meet client expectations 100 percent of the time. Best People Are highly competent and make a commitment to excellence, tea
5、mwork, and the success of our clients.ACCENTURE:COREVALUESACCENTURE:COREVALUES2024/7/225埃森哲管理顾问入门第二部分课件1989 Andersen Consulting becomes a separate business unit from Arthur Andersen$1.6 billion21,400 employees1991Horizon 2000 Initiative to develop mission and strategic plan$2.3 billion25,000 personn
6、el1993Andersen Consulting issues its first annual report$2.9 billion27,000 employees1997Andersen Consulting creates a global network of communications-focused solution centers in an effort to set the standard for speed and quality of performance$6.6. Billion 53,000 employees1998$8.3 billion65,000 em
7、ployees2000Joe Forehand becomes Managing Partner and introduces the 100 Day PlanAndersen Consulting wins arbitration against Arthur Andersen01.01.01Accenture, formerly known as Andersen ConsultingACCENTURE: IMPORTANT MILESTONES2024/7/226埃森哲管理顾问入门第二部分课件ACCENTURE GLOBALLYEmployees:over 65,000Countries
8、: 48Revenue 99: 8,9 Billion USD Clients: The vast majority of Fortune 30 most profitable global public companies Nearly 75% of Fortune 200 global companies100 of the most significant “Industry Standard” Internet companies 2024/7/227埃森哲管理顾问入门第二部分课件ACCENTURE: DEVELOPMENT OF REVENUES(U.S. Billions)1993
9、$2,8761994$3,4521995$4,2241996$5,3021997$6,6471998$8,32024/7/228埃森哲管理顾问入门第二部分课件ACCENTURE: GLOBAL PERSONNEL GROWTH199753,426199644,801199538,027199432,711199865,1342024/7/229埃森哲管理顾问入门第二部分课件AmericasEMEAIAsia/PacificHamburgFrankfurtMnchenDsseldorfBerlinWienZrichASG Austria, Switzerland, GermanyACCENTUR
10、E IN ASG2,750 Employees7 OfficesRevenues: 1,24 Mrd. DM2024/7/2210埃森哲管理顾问入门第二部分课件Global Competitive OverviewStrategyDigital EquipmentMcKinseyAndersen ConsultingOrganizationProcessesInformationTechnologyBusiness ProcessManagement(Outsourcing)Cap Gemini SogetiUNISYSIBMComputer SciencesEDSBoston Consult
11、ingBooz Allen2024/7/2211埃森哲管理顾问入门第二部分课件ACCENTURE:MARKETUNITSACCENTURE:MARKETUNITSFinancial ServicesBankingHealth ServicesInsuranceProductsAutomotive, Industrial Equipment, Travel & TransportationConsumer & Pharmaceutical ProductsRetailCommunications & High TechCommunicationsElectronics & High TechMe
12、dia & EntertainmentResourcesChemicals Energy & Natural ResourcesUtilitiesGovernment2024/7/2212埃森哲管理顾问入门第二部分课件ACCENTURE:SAMPLECLIENTLISTACCENTURE:SAMPLECLIENTLIST2024/7/2213埃森哲管理顾问入门第二部分课件AGENDAIntroduction/ExpectationsExample consultant companyConsulting: Nature, Trends, CareersSelected Methods (fra
13、meworks)Research (some basics)Graphics (from data to chart)2024/7/2214埃森哲管理顾问入门第二部分课件NATURE,TRENDS,CAREERSNATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting2024/7/2215埃森哲管理顾问入门第二部分课件NATURE AND PURPOSE OF CONSULTINGNature and
14、Purpose of ConsultingDefinition of Consulting“Brief look into historyDifferent types of consultingConsulting market overviewConsultant: Profession descriptionConsulting strategiesShort overview over the consulting processReasons for clients to hire external consultantsGuidelines for the client - con
15、sultant relationship2024/7/2216埃森哲管理顾问入门第二部分课件DEFINITION OF CONSULTINGDefinition of ConsultingTo give expert advice or provide expert counsel.“ (IKS)Consulting provides value by diagnosing, strategizing, designing, constructing, integrating, operating, or implementing solutions. Consulting utilizes
16、relevant knowledge, based on integrity and objectivity, in both expert and advisory roles.“ (Consulting Services Team)Consulting is whatever a consultant does. (Cambridge Computer Services)2024/7/2217埃森哲管理顾问入门第二部分课件CONSULTING HISTORY (1/2)Brief look into history1532Macchiavellis Il Principe“1886Foun
17、dation of the analytical testlab“ by Arthur D. Little1895A piece rate system“ by F. Taylor1909Foundation of Arthur D. Little, Inc.1911The principles of scientific management“ by F. Taylor1911Motion Study“ by F. Gilbreth1912Consulting Firms“ by F. Gilbreth1914E. Booz sets up Business Research Service
18、s1925J.O. McKinsey starts his Consulting firm1934Urwick, Orr & Partners: Management ist lehr- und lernbar1939Peter Drucker The end of economic man“1947Foundation of the Travistock Institute2024/7/2218埃森哲管理顾问入门第二部分课件CONSULTING HISTORY (2/2)Brief look into history1949Robert Wiener Cybernetics“1950Marv
19、in Bower becomes CEO of Mc Kinsey and starts with the expansion1951First Deming-Avard for Quality in Japan1954Foundation of the BDU1954Peter Drucker: The practise of management“1957Argyris: Personality and Organization“1959Herzberg, Mausner, Snyderman: The motivation to work“1960Mc Gregor: The human
20、 side of enterprise“, Maslow: Motivation and Personality“1963Foundation of Boston Consulting Group1965Foundation of the first two Business Universities in Great Britain2024/7/2219埃森哲管理顾问入门第二部分课件EVOLUTION OF CONSULTING FOCUS198019851990199520002005 Quality ManagementLean ManagementRe-engineeringERP p
21、rojectsWeb TechnologyE-CommerceCRMM-Commerce Strategy2024/7/2220埃森哲管理顾问入门第二部分课件TYPES OF CONSULTINGDifferent types of management consultingStrategyAdvice and counsel about corporate-level or business-unit strategiesOperations Management Figuring out how to improve the efficiency or productivity of ho
22、w a business worksHuman Resources Compensation and benefits advice, attracting, motivating, and retaining high quality employeesInformation TechnologyDesign, implement, test and roll-out new IT or install and operate massive packaged software solutions“.2024/7/2221埃森哲管理顾问入门第二部分课件Worldwide Profession
23、al Services Market$billionsSource: Dataquest$250$475$45$85$25$5$0$100$200$300$400$500$600199019992003STRATEGY VS. IT- CONSULTING18% annual growthPure StrategyIT-related Service2024/7/2222埃森哲管理顾问入门第二部分课件GERMAN CONSULTING MARKET OVERVIEWGerman Consulting market overview1998:62.500 Management-, Personn
24、el- and IT-Consultants (BDU e.V.)13.200 Consulting CompaniesTotal revenues: 18,8 bn. DM (BDU e.V.)1999:64.500 Management-, Personnel- and IT- Consultants (BDU e.V.)14.300 Consulting CompaniesTotal revenues: 21,3 bn. DM (BDU e.V.)2024/7/2223埃森哲管理顾问入门第二部分课件TOP20CONSULTINGCOMPANIESWORLDWIDETOP20CONSULT
25、INGCOMPANIESWORLDWIDE2024/7/2224埃森哲管理顾问入门第二部分课件TOP30CONSULTINGCOMPANIESINGERMANYTOP30CONSULTINGCOMPANIESINGERMANYSource: Lnendonk Consultancy + Research GbR, Hamburg2024/7/2225埃森哲管理顾问入门第二部分课件WHERE DO YOU WANT TO GO TODAY? A scene from Lewis Carrolls Alices Adventures In Wonderland, when Alice asks t
26、he Cheshire cat for directions, speaks volumes about planning where an organization wants to be in the future.Would you tell me, please, which way I ought to go from here? asks Alice. That depends a good deal on where you want to get to, said the Cat.I dont much care where. said Alice.Then, it doesn
27、t matter which way you go. said the Cat.2024/7/2226埃森哲管理顾问入门第二部分课件REASONS TO HIRE EXTERNAL CONSULTANTS (1/2)Reasons for clients to hire external consultants (1):Existing companies are not ready for the pace globalization and vanishing market barriers they face - need Consultants with broad market /
28、industry knowledgeIncreasing M&A activities - High complexity of transactions and tasks related to Post Merger IntegrationChallenges of the high tech environment: employees are wholly occupied with daily work and dont have the time to think about innovationsChanging working environment necessitate c
29、reative and up-to-date HR ManagementDeregulation enabled new companies to enter the market. In order to position and compete against former monopolists they need industry related consulting experience (+other way round, ex-monopolists try to defend themselves against new market entries using the kno
30、wledge of external companies)2024/7/2227埃森哲管理顾问入门第二部分课件REASONS TO HIRE EXTERNAL CONSULTANTS (2/2)Reasons for clients to hire external consultants (2):Consultants have access to information on a truly global basis (Knowledge Exchange)Widespread acceptance of using consultants to gain outside expertis
31、e.Rapid technological change.Movement to enterprise wide solutions.Lack of in-house expertise in Processes, technologies, industry best practices, and project management.2024/7/2228埃森哲管理顾问入门第二部分课件BENEFITS OF USING CONSULTANTS Subject matter expert: A consultant will save time and money by arriving t
32、o a solution to the clients needs at a faster pace because of past extensive knowledge and experience in dealing with other business owners. Objective point of view: A consultant will bring a refreshing outside point of view to the clients company, which will pin-point existing problems or reach fas
33、ter solutions. Educate, inform: A good consultant will educate and inform the client as the task is completed. Share information about industry and competition: This is essential to reaching company goals. Assist with strategic planning which will help reach company goals faster and easier. Offer in
34、novative ideas2024/7/2229埃森哲管理顾问入门第二部分课件WORK AND LIFESTYLE CHARACTERISTICSWork at client siteWork in team environmentWork with a variety of clients across industriesAssess client business and technical challengesDevelop solutions to move client forwardExtensive traveling Enriching learning experienc
35、eCyclical overtimeTravelVariety of responsibilitiesWork with technology2024/7/2230埃森哲管理顾问入门第二部分课件TOP 10 WAYS TO KNOW YOU ARE DATING AN CONSULTANT1. Refers to lovemaking as a win-win.2. Valentines Day card has bullet points.3. Cant be trusted with the car - too accustomed to beating up rentals.4. Cel
36、ebrates anniversary by conducting a performance review.5. Ends any argument by saying, lets talk about this off-line.6. Tries to call room-service from the bedroom.7. Congratulates your parents for successful value creation.8. Referred to the yield of the tomato plants in your home garden as deliver
37、ables9. Talks to the waiter about process flow when dinner arrives late.10. Referred to the first month of your relationship as a diagnostic period.2024/7/2231埃森哲管理顾问入门第二部分课件NATURE,TRENDS,CAREERSNATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career
38、 paths in consulting2024/7/2232埃森哲管理顾问入门第二部分课件RECENT TRENDS AND CURRENT CHALLENGES Changing customer expectationsIncreasing market power of the TOP consulting companiesEffective usage of information technologySplit Tax/Auditing - ConsultingStrategic Alliances and Start-up PartnershipsNew suppliers e
39、nter the consulting marketExpansion of the well known consulting companiesIT consulting by traditional consulting companiesGet & retain the right peopleHow to face the current challenges2024/7/2233埃森哲管理顾问入门第二部分课件 CTOs and other e-business strategists do not want to hear me tell them I can help Web-e
40、nable their business. That is not enough. They want to know how I can help them transform their business. - Chuck Burns, global senior vice president, services, KPMG CTOs have more choices than ever before when it comes to selecting a consultant. We go into bids now where we may compete against one
41、of the giant, Big Five firms . and even, in some cases, an advertising or marketing agency. - Scott Lochridge, principal, strategy solutions group, DiaLogos The days of black magic are over, Consultants can no longer get away with just writing a white paper for the client and saying, OK, now you do
42、what I say. ”- Jose Campos, president of RapidinnovationCHANGINGCUSTOMEREXPECTATIONSSOMECHANGINGCUSTOMEREXPECTATIONSSOMESTATEMENTSSTATEMENTS2024/7/2234埃森哲管理顾问入门第二部分课件CHANGING CUSTOMER EXPECTATIONS Customer expect real added valueStandard Implementations are decreasing while individual end-to-end sol
43、ution become much more important Unsuccessful ERP implementations in the 90s made the customer more aware of risks and challenges - Customer are much more sensitive to what they get for their money Results in new payment schemes like: Fixed price (especially done by smaller / start-up companies) Ris
44、k and reward sharing Equity payment Payment in terms of %-age of actual value added On time delivery clauses in contract2024/7/2235埃森哲管理顾问入门第二部分课件INCREASING MARKET POWER OF THE TOP 20 CONSULTING COMPANIESFacts40 TOP Consulting Companies increased their market share in Germany from 42 to 45 % Average
45、 growth rate of the TOP Player: 19,5 %/p.a.Smaller Consulting companies: 4,0 %/p.a.Acquisitions of smaller and mid-sized consulting firms by the larger companies in order to diversify their market offerPlanned partly IPO of KPMG, Arthur D. Little, Andersen Consulting also investigating Increasing ma
46、rket power and influence through ventures, e.g.- AC Venture - McKinseys “New Venture” - Roland Berger & bmp2024/7/2236埃森哲管理顾问入门第二部分课件SPLITTAX/AUDITINGREASONSANDCONSEQUENCESSPLITTAX/AUDITINGREASONSANDCONSEQUENCESReasonsU.S. Security and Exchange Commission:Critical if Consulting Companies advice clie
47、nts that are audited by the same company Higher margins and growth rates in consultingInability for consulting part to raise money by going public as long as they are part of auditing companiesConsequencesConsulting companies can and will go public (e.g. KPMG)No more legal restrictions for consultin
48、g companies to advice other companiesDifferentiation process will accelerate (increasing marketing activities)Repositioning needs 2024/7/2237埃森哲管理顾问入门第二部分课件SPLITTAX/AUDITING-CONSULTINGSPLITTAX/AUDITING-CONSULTINGExamplesAndersen Consulting vs. Arthur Andersen:Arbitration Decision in order to allow A
49、ndersen Consulting to split from Arthur AndersenKPMG:IPO of KPMG Consulting BusinessCisco took 20% stakeAnother 20% for the accounting partHewlett Packard interested to buy PriceWaterhouseCoopers Management and IT Consulting partCap Gemini to buy consulting piece of Ernst & YoungA.T. Kearney and EDS
50、2024/7/2238埃森哲管理顾问入门第二部分课件STRATEGIC ALLIANCES OF ACCENTURE2024/7/2239埃森哲管理顾问入门第二部分课件ALLIANCES AND PARTNERSHIPS: SOME EXAMPLES Cap Gemini: - Siebel Systems- IBM - Sun Microsystems- Microsoft KPMG:- Compaq - Cisco- Microsoft- JD Edwards CSC:- Peoplesoft - Broadvision- IBM- Lucent - Nokia EDS:- Sun Mic
51、rosystems - SAP- Oracle - Cisco2024/7/2240埃森哲管理顾问入门第二部分课件NEW COMPETITORS ENTER THE CONSULTANT MARKETNew Suppliers enter the consulting marketHardware manufacturers - HP already increased their number of in-house consultants to 6.000 + potential PriceWaterhouseCoopers partInternet service providers,
52、e.g. Pixelpark buying the Swedish Consulting firm “Cell Network / Mandator” Building Inhouse-Consulting capabilities“ - Siemens (Siemens Business Services providing ERP, CRM implementations) - SAP System - Deutsche Telekom buying majority stake in Debis SystemhausFinancial Institutions and Telecommu
53、nication companies2024/7/2241埃森哲管理顾问入门第二部分课件EXPANSION OF WELL KNOWN CONSULTING COMPANIES Expansion of the TOP consulting companies through M&A, alliances, ventures and strategic partnerships.Chance to expand business and opening new marketsAfter M&A, differentiation becomes critical, therefore high
54、advertising budgetsIPO Strategies: Raise money for eCommerce strategy Venture Capital funds To attract people (competitive salaries and payment structures)Examples: Cap Gemini acquiring Ernst & Young Cap Gemini buying SD&M CSC Ploenzke to buy KPMG France2024/7/2242埃森哲管理顾问入门第二部分课件IT CONSULTING AT THE
55、 ESTABLISHED CONSULTING COMPANIES As eCommerce is acknowledge to be one of the key business drivers, also the traditional consulting companies try to get into itStrategy companies like Booz Allen Hamilton etc. to launch eCommerce centers and venture capital firmsBy buying smaller companies and partn
56、ering they are able to provide a full implementation service, e.g. Bain alliance with i2 and OracleMcKinsey has been accused having overslept the e-Commerce age; now trying to work on that subject through increasing alliances & ventures in the eBusinessAfter split from Andersen Consulting, Arthur An
57、dersen will get more into IT consulting2024/7/2243埃森哲管理顾问入门第二部分课件IPO in order to attract personnelUntil backdrop of Dot.Coms and the stock market, tendency of leading personnel to leave traditional companies to join Start-ups:Cambridge Technology lost over the last year many top managers (i.e. Found
58、er and CEO, CFO, General counsel, Head of its E-Business unit, Managing director of the Cambridge Technology Capital venture fund) mostly to small high-tech companies.Dean Hawkins, former CFO of Adidas to become CFO Joe Galli, Vice President Black & Decker to join A as member of the board Heiner Rut
59、t, chairman Boston Consulting Group to become president at ProxicomIBM Germany has about 3.000 open IT positions for 2001, Hewlett-Packard to look for 500 IT specialists, PricewaterhouseCoopers 300 and Siemens 1.500, Andersen Consulting with 1.100 open positions in ASG.GET AND RETAIN THE RIGHT PEOPL
60、E2024/7/2244埃森哲管理顾问入门第二部分课件 WINNING THE WAR FOR TALENTKey factors of successImage Interesting tasks Personal developmentBalanced life styleInternationalatmosphere 1.DaimlerChrysler2.Lufthansa3.McKinsey 4.BMW5.KPMG6.Boston Consulting7.Deutsche Bank8.Siemens9.SAP10.AccentureAttractive employeesFocus 3
61、0. August 19992024/7/2245埃森哲管理顾问入门第二部分课件HOW TO FACE THE CURRENT CHALLENGES New strategiesBranding Campaigns Personnel development conceptsEfficient Knowledge ManagementAccurate Planning Change as ChanceSynchronize the key success factors:- people- process- strategy - technology2024/7/2246埃森哲管理顾问入门第二
62、部分课件NATURE,TRENDS,CAREERSNATURE,TRENDS,CAREERSNature and purpose of consultingRecent trends and current challengesStaff and career paths in consulting2024/7/2247埃森哲管理顾问入门第二部分课件STAFF AND CAREER PATHSPartnerAssociate PartnerManagerConsultantAnalystDirectorPrincipleAssociate PrincipleProject ManagerCon
63、sultantAccentureMcKinsey2024/7/2248埃森哲管理顾问入门第二部分课件wLead work teamswFacilitate Team-MeetingswSystems designwClient presentationswLead subprojectsConsultantAnalystwProposalswForecastingwDevelop and execute client trainingwClient interviewswProgrammingwSystems DocumentationwParticipates in problem solv
64、ingwRecommends and implements solutionswDefines user requirementswResearches new and existing technology wProvides production supportwTests softwarewReviews work of peersROLESANDRESPONSIBILITIES:EXAMPLESROLESANDRESPONSIBILITIES:EXAMPLES2024/7/2249埃森哲管理顾问入门第二部分课件PartnerManagerwInterface with client s
65、enior managementwLead client meetingswDevelop new businesswDevelop management teamwShape and impact the FirmwAttain Ownership in the FirmROLESANDRESPONSIBILITIES(CTD.)ROLESANDRESPONSIBILITIES(CTD.)wLead client meetingswManage projectswLead and develop project team2024/7/2250埃森哲管理顾问入门第二部分课件CONSULTING
66、: ALWAYS STAY REALISTICALLY A consultant, manager and a partner from a Consulting company are walkingthrough a park on their way to lunch when they find an antique oil lamp.They rub it and a Genie comes out in a puff of smoke. The Genie says, Iusually only grant three wishes, so Ill give each of you
67、 just one.Me first! Me first! says the consultant. I want to be in the Bahamas,driving a speedboat, without a care in the world. Poof! shes gone.In astonishment, Me next! Me next! says the manager, I want to be inHawaii, relaxing on the beach with my personal masseuse, an endless supplyof pina colad
68、as and the love of my life. Poof! Hes gone.Youre next, the Genie says to the partner. The partner says, I wantthose two back in the office after lunch.2024/7/2251埃森哲管理顾问入门第二部分课件PERSONS TO SUPPORT YOUR PERSONAL CAREERwPersonal MentorwPeer GroupwAnnual Reviews (upward/downward/sideward)wPartner Groupw
69、Practice Leaders2024/7/2252埃森哲管理顾问入门第二部分课件SOME ATTRIBUTES FOR GOOD CONSULTANTS Ambition to permanently learnDetermination to succeedStrong communication skillsMotivationFlexibilityAgilityApproachableProactiveInnovativeResults-orientedSelf ConfidentEntrepreneurial thinking2024/7/2253埃森哲管理顾问入门第二部分课件BE
70、NEFITSANDCHALLENGESOFCONSULTINGBENEFITSANDCHALLENGESOFCONSULTINGBenefits of ConsultingLearning new industries Earning more incomeFlexible contract lengthsPossible full time opportunitiesLess office politicsLearning new technical skillsMeeting new peopleChallenges of ConsultingNot being a full-timer
71、Possible additional travel or commute time2024/7/2254埃森哲管理顾问入门第二部分课件PROJECT WORK PLAN: ONE EXAMPLE FOR A THREE-MONTH PROJECT EXAMPLEALTE FOLIE VERWENDEN2024/7/2255埃森哲管理顾问入门第二部分课件YOU KNOW THAT YOU HAVE BEEN TOO LONG A CONSULTANT WHEN 1.you feel naked without a laptop hanging from your left shoulder;2
72、.you start thinking that life in the US Navy Submarine Corps would give you more time at home;3.you are upset when you come home on Friday night and the lights arent on, the bed isnt turned down, and there are no chocolates on your pillow;4.vacationing is spending an entire weekend in your own home;
73、5.you have seen more movies at 35,000 feet than you have at your local movie theater6.before starting the car, you insist on telling everyone where the emergency exits are;7.before stopping the car, you insist that everyone stay seated until the fasten seatbelts sign is off;8.instant coffee tastes g
74、ood;9.youve been staying in the same hotel, you instinctively call it home;10.you say Whoopee! Half day! when you leave at 10:00PM;2024/7/2256埃森哲管理顾问入门第二部分课件AGENDAIntroduction/ExpectationsExample consultant companyConsulting: Nature, Trends, CareersSelected Methods (frameworks)Research (some basics)
75、Graphics (from data to chart)2024/7/2257埃森哲管理顾问入门第二部分课件AGENDAIntroduction/ExpectationsExample consultant companyConsulting: Nature, Trends, CareersSelected Methods (frameworks)Research (some basics)Graphics (from data to chart)2024/7/2258埃森哲管理顾问入门第二部分课件AGENDAIntroduction/ExpectationsExample consultant companyConsulting: Nature, Trends, CareersSelected Methods (frameworks)Research (some basics)Graphics (from data to chart)2024/7/2259埃森哲管理顾问入门第二部分课件埃森哲管理顾问入门第二部分课件
