002Meeting-Feb02-波士顿咨询顾问公司服务模式的启示
- 1. 波士顿咨询顾问公司服务模式的启示 南洋林德年终会议 2002年2月1日北京南洋林德投资顾问有限公司
- 2. AGENDABCG’s Achievements BCG’s Strategic Service Vision (SSV) BCG’s Dilemma in China Hint to Neolinde 北京南洋林德投资顾问有限公司
- 3. GROWN BY GREAT PEOPLE WITH GREAT MIND1963 2 consulting staff 1 office in Boston ?$ company 2000 2,370 consulting staff 50 offices worldwide Billion$ company 北京南洋林德投资顾问有限公司
- 4. HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV)Target Market Segment “To help the world’s best organizations make a decisive impact on their direction and performance”2. Service Concept3. Operating Strategy Clients come first Working with clients Respect individuals Working as a team The strategic perspective Expanding the Art of possible4. Service Delivery SystemInsightImpactTrust北京南洋林德投资顾问有限公司
- 5. BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY InsightImpactTrustInsight Clear understanding of the inner nature of some specific thing Impact Power of an event, idea, etc. to produce changes Trust Confidence in the honesty, integrity, reliability etc. of another person and thing北京南洋林德投资顾问有限公司
- 6. NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK Most important elementsQuality and cost controlInvestment“Happy” employee “Happy” client WOM, relationship marketing and client development Self selection process Evaluation and feedback Billability and utilization management Tier one Investment on client Recruiting and training To spark the breakthrough ideas for our clients, business enterprises and society at large To inspire the very best people with unparalleled opportunities for professional and personal growth thereby forging a lifelong bond北京南洋林德投资顾问有限公司
- 7. NITTY-GRITTY MUST SUPPORT THE GLAMORStaffing Case team management Knowledge management system Strategic institution Research Production Other support functions Profitability management 北京南洋林德投资顾问有限公司
- 8. STILL A PARADOX IN CHINAClient Low purchasing power Unsophisticated/”Fundamental” problems BCG High cost Advantage in solving market oriented complexity北京南洋林德投资顾问有限公司
- 9. WHAT SHOULD BE OUR SSV?Target Market Segment Whom are we going to serve? On what? In what manner?Service Concept Important elements How should it be perceived? Efforts suggested in terms of: Service design? Service delivery? Marketing ?Operation Strategy Most important elements? Investment focus? Quality and cost control? Results expected?Service Delivery System Important features? Capacity? To what extent does it help: Ensure quality? Differentiation? Raise entry barriers?北京南洋林德投资顾问有限公司
- 10. CLIENT DEVELOPMENT PROPOSAL Neolinde Investment Company January 2002北京南洋林德投资顾问有限公司
- 11. AGENDAObjectives Contribution by client segment Segmented approach Implementation Selling process improvement北京南洋林德投资顾问有限公司
- 12. 2002 OBJECTIVES SETBrand buildingCapability developmentSustainable cash flowDouble(?) sales amount Upgrade client profileFundamental Strategies2002 Objectives
- 13. PLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTORDifferent potential client segmentsLarge prospect with potential deal size over RMB 1 million Medium size prospect with potential deal size over RMB 0.5 million Recurring client with sale-on over RMB 0.3 million per deal Planned deals Plus: Add hoc/Walk-in client Total salesNumber of deals1-2 8-10 2-4 11-16 Expected contributionRMB 1-2 million 4-5 0.5-1 RMB 5-8 million 1-2 RMB 6-10 million 北京南洋林德投资顾问有限公司
- 14. DIFFERENT APPROACHES REQUIREDDifferent approachesSell-on to existing clients Proactive selling Unsolicited proposal Dedicated workshop Cooperative study Mass marketing Newsletter/Perspectives Presentation on seminars/EMBA/Conference LargeNA X X X MediumNA x X X RecurringX x ResourcesEffectivenessApplicability北京南洋林德投资顾问有限公司
- 15. IMPLEMENTATION Short list potential clients to 10 large, 30 medium and 6-8 existing Set screening criteria Revenue over RMB 50 million Turning point in organization change Promising industries Fierce competition Improve mass marketing tools Launch newsletter/perspectives Publish 1-2 foresight studies: e.g. M&A Each potential client appointed a focal point partner for continuous selling and follow up Appointment according to personal strength and interest for long term career development北京南洋林德投资顾问有限公司
- 16. SELLING PROCESS IMPROVEMENT NEEDEDIncrease conversion ratio and recurring ratioMass marketing & Proactive sellingEstablish value of consultingBuy in value of NeolindeExecutionSell-onLeadsConversionRecurringAllow large prospect progressive commitment Advisory services turn to full case Diagnosis services turn into full case北京南洋林德投资顾问有限公司
相关PPT