波士顿咨询顾问公司服务模式PPT文件格式下载.ppt

波士顿咨询顾问公司服务模式PPT文件格式下载.ppt

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1.TargetMarketSegmentWhomarewegoingtoserve?

Onwhat?

Inwhatmanner?

2.ServiceConcept1.Importantelements2.Howshoulditbeperceived?

3.Effortssuggestedintermsof:

Servicedesign?

Servicedelivery?

Marketing?

3.OperationStrategyMostimportantelements?

Investmentfocus?

Qualityandcostcontrol?

Resultsexpected?

4.ServiceDeliverySystem1.Importantfeatures?

2.Capacity?

3.Towhatextentdoesithelp:

Ensurequality?

Differentiation?

Raiseentrybarriers?

北京南洋林德投资顾问有限公司CLIENTDEVELOPMENTPROPOSALNeolindeInvestmentCompanyJanuary2002北京南洋林德投资顾问有限公司AGENDAObjectivesContributionbyclientsegmentSegmentedapproachImplementationSellingprocessimprovement北京南洋林德投资顾问有限公司2002OBJECTIVESSETBrandbuildingCapabilitydevelopmentSustainablecashflowDouble（?

）salesamountUpgradeclientprofileFundamentalStrategies2002ObjectivesPLANNEDCLIENTDEVELOPMENT/SALESPRIMARYCONTRIBUTORDifferentpotentialclientsegmentsLargeprospectwithpotentialdealsizeoverRMB1millionMediumsizeprospectwithpotentialdealsizeoverRMB0.5millionRecurringclientwithsale-onoverRMB0.3millionperdealPlanneddealsPlus:

Addhoc/Walk-inclientTotalsalesNumberofdeals1-28-102-411-16ExpectedcontributionRMB1-2million4-50.5-1RMB5-8million1-2RMB6-10million北京南洋林德投资顾问有限公司DIFFERENTAPPROACHESREQUIREDDifferentapproachesSell-ontoexistingclientsProactivesellingUnsolicitedproposalDedicatedworkshopCooperativestudyMassmarketingNewsletter/PerspectivesPresentationonseminars/EMBA/ConferenceLargeNAXXXMediumNAxXXRecurringXxResourcesEffectivenessApplicability北京南洋林德投资顾问有限公司IMPLEMENTATIONShortlistpotentialclientsto10large,30mediumand6-8existingSetscreeningcriteriaRevenueoverRMB50millionTurningpointinorganizationchangePromisingindustriesFiercecompetitionImprovemassmarketingtoolsLaunchnewsletter/perspectivesPublish1-2foresightstudies:

e.g.M&

AEachpotentialclientappointedafocalpointpartnerforcontinuoussellingandfollowupAppointmentaccordingtopersonalstrengthandinterestforlongtermcareerdevelopment北京南洋林德投资顾问有限公司SELLINGPROCESSIMPROVEMENTNEEDEDIncreaseconversionratioandrecurringratioMassmarketing&

ProactivesellingEstablishvalueofconsultingBuyinvalueofNeolindeExecutionSell-onLeadsConversionRecurringAllowlargeprospectprogressivecommitment-Advisoryservicesturntofullcase-Diagnosisservicesturnintofullcase北京南洋林德投资顾问有限公司