咨询技巧：咨询建议书的准备和演示

*,Click to edit Master text styles,Second level,Third level,LSL,Consulting,Management Consulting Skills,管理咨询技能,Consulting Techniques:Preparing and Presenting Recommendations,咨询技巧：咨询建议书的准备和演示,Presented by:,Liew,Shin,Liat,Objectives of this module,At the end of this module,participants will be able to:,Understand the techniques in preparing and presenting recommendations,Recognise,the need to group findings,use messages and link ideas in formulating recommendations,Understand how consultants formulate logical and defensible recommendations,Understand how consultants assist clients in implementation management,This module does not include discussions on:,Technical and functional subject matters,Other consulting tools and techniques,本次演讲的目的,到本次演讲结束时，听众将能够：,了解准备及演示咨询建议书的技巧,认识到在制作建议书时，需要对研究成果进行归类，运用各种信息并将各种概念联系起来,了解咨询顾问如何制作有逻辑、有根据的建议书,了解咨询顾问在执行管理中如何帮助客户,本次演讲不讨论:,技术和职能问题,其他咨询工具和技巧,Recommendations and implementation are key parts of a consulting process,1.,Determine client objectives,Focus on client needs,2.Determine study objectives,May or may not be identical with client needs,3.Identify issues,Determine the problems that need to be examined,4.Generate hypotheses,Build first-cut tentative conclusions,5.Determine key questions-collect data,Ask key questions to test the hypotheses,collect data to answer the questions,6.,Analyze data,Dissect the data,tear things apart and examine details thoroughly,7.Develop and confirm findings,Look for coherent patterns and establish logical groupings of information,Determine if need to collect more data,8.Draw conclusions,Group and logically,synthesise,the findings,Confirm conclusions through further research,if necessary,9.Prescribe alternative solutions,Generate possible solutions,10.,Recommend best solution,Develop viable solutions into recommendations,11.Implementation planning,Plan and design implementation steps and resource requirements,Assign responsibilities,12.Implementation,Carry out the implementation steps and check progress,13.Client derives benefits,Realise,benefits of the implemented recommendations,建议和执行是咨询流程中关键的部分,1.确定客户目标,主要关注客户需求,2.,确定研究目标,与客户需求可能一致，也可能不一致,3.,明确问题,确定需要调查的问题,4.,产生假设,做出一些直观、试验性的结论,5.,确定关键问题搜集数据,提出一些关键问题来验证上面的假设，并收集资料 解释这些问题,6.分析数据,分解数据，细化。然后检查所有细节,7.,提出并确认结论,寻找固定模式，并对信息进行逻辑归类,决定是否需要进一步的资料,8.,下结论,对结论进行归类以及逻辑综合,必要时，通过进一步的研究确认结论,9.,提出可供选择的解决方案,产生各种可能的方案,10.建议最佳方案,将可行的方案提升为成咨询建议,11.,执行计划,计划并设计执行步骤和资源要求,分配责任,12.,执行,逐步实施计划，并控制进程,13.,客户获得收益,实现了执行建议的预期收益,1.,Determine client objectives,Child:to get the sweet from doctor,Parents:to remove the suffering,Maid:to talk to friends at the clinic,2.Determine study objectives,Doctor:to cure the sickness;earn a fee,3.Identify issues,A sick child,Symptoms:running nose,cough,fever,4.Generate hypotheses,Flu,cold,measles,5.,Determine key questions-collect data,Observations,records,interviews,Temp 39 to 40C,red spots,headache,Discomfort,lethargy,irritation,6.Analyze data,Compare to cases seen before,7.Confirm findings,More tests-blood test?,Discovered child played with girl suffering from measles,8.Draw conclusions,Logically pointing to measles,9.,Prescribe alternative solutions,Medicines:,parasin,antihistamine,chamomile lotion,Herbal treatment,Natural:rest,water,Injection,10.Recommend best solution,Medicines,11.Implementation planning,Instruct dosage and frequency,Advise things to avoid,12.,Implementation,Child takes the medicines,13.Client derives benefits,Sickness cured,Immunity(antibody),Medical analogy.curing a child suffering from measles,1.确定客户目标,儿童:想从医生那获得糖果,家长:除去疾病,女佣,:,在门诊部和朋友聊天,2.,明确研究目标,医生:治愈病人,;,获得报酬,3.,明确问题,一名患病儿童,症状:流鼻涕,咳嗽,发烧,4.,产生假设,流感,感冒,麻疹,5.确定关键问题,收集数据,观察、记录、询问,体温39-40度,红斑,头痛,不适,食欲差,烦躁不安,6.,分析数据,比较过去的病例,7.,确认结论,进一步的检查,验血?,发现患病儿童曾与患有麻疹的女孩儿玩耍,8.,下结论,逻辑指向麻疹,9.提出可供选择的方案,药物治疗:帕热森,抗组胺剂,甘菊洗液,中医疗法,自然:多休息,多喝水,打针,10.,建议最佳方案,药物治疗,11.,执行计划,制订剂量和频次,叮嘱禁忌的事情,12.执行,患儿吃药,13.,客户获得收益,康复,免疫力,(,抗体),医疗类比,治疗患麻疹的儿童,Apples,苹果-,Fruit,水果,Butter,黄油-,Dairy Product,日用品,Carrots,萝卜-,Vegetable,蔬菜,Grapes,葡萄-,Fruit,水果,Milk,牛奶-,Dairy Product,日用品,Oranges,桔/橙-,Fruit,水果,Potatoes,土豆-,Vegetable,蔬菜,Sour Cream,酸奶-,Dairy Product,日用品,Example,The first step in preparing recommendations is to sort related ideas,准备建议书的第一项工作就是将相关概念归类,Apples,苹果,Butter,黄油,Carrots,萝卜,Grapes,葡萄,Milk,牛奶,Oranges,桔/橙,Potatoes,土豆,Sour Cream,酸奶,Dairy Products,日用品,Butter,黄油,Milk,牛奶,Sour Cream,酸奶,Fruits,水果,Apples,苹果,Grapes,葡萄,Oranges,桔/橙,Vegetables,蔬菜,Carrots,萝卜,Potatoes,土豆,Ungrouped,未归类,Grouped,归类后,Grouping of related ideas help readers aggregate the contents,将相关概念归类有助于读者整合内容,4,Is not a question,不是问题,2,Communicates one idea only,一家之言,?,Label,3,Is not a label for the outline,非提纲标记,A message adds value to the information and addresses“so what”,信息,(message),增加了材料,(information),的价值并突出了“什么？”,1,States a position or a conclusion to be developed,表示一个位置/结论需要进一步研究,A message conveys a single idea,一个信息的要意表达一个简单的思想,Messages,信息要意,He runs,他跑步,I eat,我吃,I eat rice,我吃饭,Sales has not improved,销售没有改进,Step 5 of the project will include 10 interviews,项目的第五步包括10次访谈,IBM should compete in the teleph