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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,北京南洋林德投资顾问有限公司,Page,*,北京创丰奥捷国际贸易中心服务模式的启示北京创丰奥捷国际贸易中心,年终会议,2002年2月1日,北京南洋林德投资顾问有限公司,北京创丰奥捷国际贸易中心服务模式的启示北京创丰奥捷国际贸,AGENDA,BCGs Achievements,BCGs Strategic Service Vision(SSV),BCGs Dilemma in China,Hint to Neolinde,北京南洋林德投资顾问有限公司,AGENDABCGs Achievements北京南洋林德,GROWN BY GREAT PEOPLE WITH GREAT MIND,1963,2 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,GROWN BY GREAT PEOPLE WITH GRE,HIGHLY INTEGRATED STRATEGIC SERVICE VISION(SSV),Target Market Segment,“To help the worlds,best organizations,make a decisive impact on their,direction and performance”,2.Service Concept,3.Operating Strategy,Clients come first,Working with clients,Respect individuals,Working as a team,The strategic perspective,Expanding the Art of possible,4.Service Delivery System,Insight,Impact,Trust,北京南洋林德投资顾问有限公司,HIGHLY INTEGRATED STRATEGIC SE,BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY,Insight,Impact,Trust,Insight,Clear understanding of the innernature 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,BELIVE IN VALUE CREATION BY IN,NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK,Most important,elements,Quality and cost,control,Investment,“Happy”employee,“Happy”client,WOM,relationshipmarketing and clientdevelopment,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 growththereby forging a lifelong bond,北京南洋林德投资顾问有限公司,NOT ONLY TALK THE TALK BUT ALS,NITTY-GRITTY MUST SUPPORT THE GLAMOR,Staffing,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,NITTY-GRITTY MUST SUPPORT THE,STILL A PARADOX IN CHINA,Client,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,STILL A PARADOX IN CHINAClient,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,WHAT SHOULD BE OUR SSV?Target,CLIENT DEVELOPMENT PROPOSAL,Neolinde Investment Company,January 2002,北京南洋林德投资顾问有限公司,CLIENT DEVELOPMENT PROPOSALN,AGENDA,Objectives,Contribution by client segment,Segmented approach,Implementation,Selling process improvement,北京南洋林德投资顾问有限公司,AGENDAObjectives北京南洋林德投资顾问有限公司,2002 OBJECTIVES SET,Brand building,Capability,development,Sustainable,cash flow,Double(?)sales amount,Upgrade client profile,Fundamental Strategies,2002 Objectives,2002 OBJECTIVES SETBrand build,PLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTOR,Different potential client segments,Large 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 sales,Number of deals,1-2,8-10,2-4,11-16,Expected contribution,RMB 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,PLANNED CLIENT DEVELOPMENT/SAL,DIFFERENT APPROACHES REQUIRED,Different approaches,Sell-on to existing clients,Proactive selling,Unsolicited proposal,Dedicated workshop,Cooperative study,Mass marketing,Newsletter/Perspectives,Presentation on seminars/EMBA/Conference,Large,NA,X,X,X,Medium,NA,x,X,X,Recurring,X,x,Resources,Effectiveness,Applicability,北京南洋林德投资顾问有限公司,DIFFERENT APPROACHES REQUIREDD,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,IMPLEMENTATION Short list pote,SELLING PROCESS IMPROVEMENT NEEDED,Increase conversion ratio and recurring ratio,Mass,marketing,&Proactive,selling,Establish,value,of,consulting,Buy in,value,of,Neolinde,Execution,Sell-on,Leads,Conversion,Recurring,Allow large prospect progressive commitment,Advisory services turn to full case,Diagnosis services turn into full case
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