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广州金汇美企业管理有限公司服务模式.ppt
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广州金汇美企业管理有限公司服务模式.ppt介绍

广州金汇美企业管理有限公司服务模式的启示广州金汇美企业管理有限公司年终会议2002年2月1日 AGENDA BCG’s Achievements  BCG’s Strategic Service Vision (SSV)  BCG’s Dilemma in China  Hint to Neolinde   GROWN BY GREAT PEOPLE WITH GREAT MIND HIGHLY INTEGRATED STRATEGIC SERVICE VISION (SSV) BELIVE IN VALUE CREATION BY INTELLECT AND CREDIBILITY  NOT ONLY TALK THE TALK BUT ALSO WALK THE WALK   NITTY-GRITTY MUST SUPPORT THE GLAMOR STILL A PARADOX IN CHINA WHAT SHOULD BE OUR SSV? CLIENT DEVELOPMENT PROPOSALNeolinde Investment CompanyJanuary 2002 AGENDA Objectives  Contribution by client segment  Segmented approach  Implementation  Selling  process improvement 2002 OBJECTIVES SET PLANNED CLIENT DEVELOPMENT/SALES PRIMARY CONTRIBUTOR DIFFERENT APPROACHES REQUIRED 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 SELLING PROCESS IMPROVEMENT NEEDED *北京南洋林德投资顾问有限公司 1963  2 consulting staff 1 office in Boston ?$ company  2000  2,370 consulting staff 50 offices worldwide Billion$ company  Target Market Segment  “To help the world’s  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   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 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 Staffing Case team management  Knowledge management system Strategic institution   Research Production Other support functions   Profitability management  Client  Low purchasing power Unsophisticated/”Fundamental” problems   BCG High cost Advantage in solving market oriented complexity 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

广州金汇美企业管理有限公司服务模式.ppt

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