波士頓咨詢顧問(wèn)公司服務(wù)模式

波士頓咨詢顧問(wèn)公司服務(wù)模式的啟示

南洋林德年終會(huì)議

2002年2月1日AGENDABCG’sAchievementsBCG’sStrategicServiceVision(SSV)BCG’sDilemmainChinaHinttoNeolindeGROWNBYGREATPEOPLEWITHGREATMIND19632consultingstaff1officeinBoston?$company20002,370consultingstaff50officesworldwideBillion$companyHIGHLYINTEGRATEDSTRATEGICSERVICEVISION(SSV)TargetMarketSegment“Tohelptheworld’sbestorganizationsmakeadecisiveimpactontheirdirectionandperformance”2.ServiceConcept3.OperatingStrategyClientscomefirstWorkingwithclientsRespectindividualsWorkingasateamThestrategicperspectiveExpandingtheArtofpossible4.ServiceDeliverySystemInsightImpactTrustBELIVEINVALUECREATIONBYINTELLECTANDCREDIBILITY

InsightImpactTrustInsightClearunderstandingoftheinner

natureofsomespecificthingImpactPowerofanevent,idea,etc.to

producechangesTrustConfidenceinthehonesty,integrity,

reliabilityetc.ofanotherpersonand

thingNOTONLYTALKTHETALKBUTALSOWALKTHEWALKMostimportantelementsQualityandcostcontrolInvestment“Happy”employee“Happy”clientWOM,relationship

marketingandclient

developmentSelfselectionprocessEvaluationandfeedbackBillabilityandutilization

managementTieroneInvestmentonclientRecruitingandtrainingTosparkthebreakthroughideasforourclients,businessenterprisesandsocietyatlargeToinspiretheverybestpeoplewithunparalleledopportunitiesforprofessionalandpersonalgrowth

therebyforgingalifelongbondNITTY-GRITTYMUSTSUPPORTTHEGLAMORStaffingCaseteammanagementKnowledgemanagementsystemStrategicinstitutionResearchProductionOthersupportfunctionsProfitabilitymanagementSTILLAPARADOXINCHINAClientLowpurchasingpowerUnsophisticated/”Fundamental”

problemsBCGHighcostAdvantageinsolvingmarketoriented

complexityWHATSHOULDBEOURSSV?TargetMarketSegmentWhomarewegoingto

serve?Onwhat?Inwhatmanner?ServiceConceptImportantelementsHowshoulditbeperceived?Effortssuggestedintermsof:

Servicedesign?

Servicedelivery?

Marketing?OperationStrategyMostimportantelements?Investmentfocus?Qualityandcostcontrol?Resultsexpected?ServiceDeliverySystemImportantfeatures?Capacity?Towhatextentdoesithelp:

Ensurequality?

Differentiation?

Raiseentrybarriers?CLIENTDEVELOPMENTPROPOSAL

NeolindeInvestmentCompany

January2002AGENDAObjectivesContributionbyclientsegmentSegmentedapproachImplementationSellingprocessimprovement2002OBJECTIVESSETBrandbuildingCapabilitydevelopmentSustainablecashflowDouble(?)salesamountUpgradeclientprofileFundamentalStrategies2002ObjectivesPLANNEDCLIENTDEVELOPMENT/SALESPRIMARYCONTRIBUTORDifferentpotentialclientsegmentsLargeprospectwithpotentialdealsizeoverRMB1millionMediumsizeprospectwithpotentialdealsizeoverRMB0.5millionRecurringclientwithsale-onoverRMB0.3millionperdealPlanneddealsPlus:Addhoc/Walk-inclientTotalsalesNumberofdeals1-28-102-411-16ExpectedcontributionRMB1-2million4-50.5-1RMB5-8million1-2RMB6-10millionDIFFERENTAPPROACHESREQUIREDDifferentapproachesSell-ontoexistingclientsProactivesellingUnsolicitedproposalDedicatedworkshopCooperativestudyMassmarketingNewsletter/PerspectivesPresentationonseminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicabilityIMPLEMENTATIONShortlistpotentialclientsto10large,30mediumand6-8existingSetscreeningcriteriaRevenueoverRMB50millionTurningpointinorganizationchangePromisingindustriesFiercecompetitionImprovemassmarketingtoolsLaunchnewsletter/perspectivesPublish1-2foresightstudies:e.g.M&AEachpotentialclientappointedafocalpointpartnerforcontinuoussellingandfollowupAppointmentaccordingtopersonalstrengthandinterestforlongtermcareerdevelopmentSELLINGPROCESSIMPROVEMENTNEEDEDIncreaseconversionratioandrecurringratioMassmarketing&ProactivesellingEstablishvalueofconsultingBuyinvalueofNeolindeExecutionSell-onLeadsConversionRecurringAllowlargeprospectprogressivecommitmentAdvisoryservicesturntofullcaseDiagnosisservicesturnintofullcase9、靜夜四四無(wú)鄰，，荒居舊舊業(yè)貧。。。12月-2212月-22Sunday,December25,202210、雨中黃黃葉樹(shù)，，燈下白白頭人。。。03:18:5303:18:5303:1812/25/20223:18:53AM11、以我獨(dú)獨(dú)沈久，，愧君相相見(jiàn)頻。。。12月-2203:18:5303:18Dec-2225-Dec-2212、故人江海海別，幾度度隔山川。。。03:18:5303:18:5303:18Sunday,December25,202213、乍見(jiàn)翻疑疑夢(mèng)，相悲悲各問(wèn)年。。。12月-2212月-2203:18:5303:18:53December25,202214、他鄉(xiāng)生白白發(fā)，舊國(guó)國(guó)見(jiàn)青山。。。25十二二月20223:18:53上上午03:18:5312月-2215、比不了得得就不比，，得不到的的就不要。。。。十二月223:18上上午12月-2203:18December25,202216、行動(dòng)出成果果，工作出財(cái)財(cái)富。。2022/12/253:18:5303:18:5325December202217、做前，能夠夠環(huán)視四周；；做時(shí)，你只只能或者最好好沿著以腳為為起點(diǎn)的射線線向前。。3:18:53上午3:18上上午03:18:5312月-229、沒(méi)有失敗，，只有暫時(shí)停停止成功！。。12月-2212月-22Sunday,December25,202210、很多事情努努力了未必有有結(jié)果，但是是不努力卻什什么改變也沒(méi)沒(méi)有。。03:18:5303:18:5303:1812/25/20223:18:53AM11、成成功功就就是是日日復(fù)復(fù)一一日日那那一一點(diǎn)點(diǎn)點(diǎn)點(diǎn)小小小小努努力力的的積積累累。。。。12月月-2203:18:5303:18Dec-2225-Dec-2212、世世間間成成事事，，不不求求其其絕絕對(duì)對(duì)圓圓滿滿，，留留一一份份不不足足，，可可得得無(wú)無(wú)限限完完美美。。。。03:18:5303:18:5303:18Sunday,December25,202213、不不知知香香積積寺寺，，數(shù)數(shù)里里入入云云峰峰。。。。12月月-2212月月-2203:18:5303:18:53December25,202214、意志堅(jiān)堅(jiān)強(qiáng)的人人能把世世界放在在手中像像泥塊一一樣任意意揉捏。。25十十二月20223:18:53上午午03:18:5312月-2215、楚塞三三湘接，，荊門(mén)九九派通。。。。十二月月223:18上上午午12月月-2203:18December25,202216、少年年十五五二十十時(shí)，，步行行奪得得胡馬馬騎。。。2022/12/253:18:5303:18:5325December202217、空山山新雨雨后，，天氣氣晚來(lái)來(lái)秋。。。3:18:53上上午3:18上上午午03:18:5312月月-229、楊柳散和和風(fēng)，青山山澹吾慮。。。12月-2212月-22Sunday,December25,202210、閱讀一切切好書(shū)如同同和過(guò)去最最杰出的人人談話。03:18:5303:18:5303:1812/25/20223:18:53AM11、越是沒(méi)有有本領(lǐng)的就就越加自命命不凡。12月-2203:18:5303:18Dec-2225-Dec-2212、越越是是無(wú)無(wú)能能的的人人，，越越喜喜歡歡挑挑剔剔別別人人的的錯(cuò)錯(cuò)兒兒。。03:18:5303:18:5303:18Sunday,December25,202213、知知人人者