罗兰贝格咨询项目流程简介.ppt

罗兰贝格咨询项目流程简介.ppt

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1ArestructuringprojectcasepresentationHowconsultingworksHansonChen2LinienConsultingprocessProjectmethodologiesProjectbackground3LinienConsultingprocessProjectmethodologiesProjectbackground4LinienTheclientisaleadingEuropeansanitarymanufacturerClientsoperationinChinaEnteredChinamarketin1996Hadtwoindependentoperationunits,onewhollyownedcompanyinNingbo,oneJVinShanghaiEmployed10foreignerandmorethan300ChineseProvidedsanitaryproductsandpipingproductsSoldthroughdifferentchannelsnation-wideDisappointingbusinessresultsSluggishsalesHighoperationcostIncreasingloss5LinienTheprojectistodevelopChinamarketbusinessrestructuringstrategyRestructuringstrategyCorporatestrategyMarketpositioningProductstrategyJVpartnershiphandlingOrganizationCorporatestructureOrganizationcapabilitySalesandmarketingChannelstrategySalesandmarketingprocessOperationprocessFinanceprocessProductionprocessLogisticsprocess6Linien3-monthprojectTheclientwassatisfiedwiththeprojectdeliverySteeringcommitteeClientProjectmanagerClientRolandBergerProjectteamClientRolandBergerRolandBergerBuyoutChinesepartnershipinShanghaiMergeofShanghaiandNingbosoperationDownsizingandmanagementlocalizationMarketrepositioningasatechnologyproviderStreamlineandrefocusproductportfolioStrategicdistributorbusinessmodelProjectorientedchannelstrategyRolandBergerrecommendations7LinienConsultingprocessProjectmethodologiesProjectbackground8LinienConsultingprocessoverviewProjectacquisitionImplementationsupportInternalanalysisExternalanalysisRestructuringconceptandplan9LinienProjectproposalandinitialpresentationarethesellingtoolsforconsultantsClientinitiatesprojectrequirementsClientinitiatedprojectrequirementsProjectproposalandpresentationtoclientClientselectedconsultingfirmsProjectcontentProjectmethodologyProjectorganizationProjectscheduleProjectfeeandpaymenttermsReferenceofexperience10LinienRestrucutringstrategywasformulatedafteranextensiveanalysisinternallyandexternallyProjectscheduleInternalanalysisExternalanalysisStrategyOrganizationProcessMarketCompetitionTrendStrategyformulationStrategicfocusoncoreproductsandcoremarketsLeveragesynergyOptimizeorganizationstructureandprocessFinalrecommendation11LinienProjectschedule项目内容1ContentMonthKickoffmeetingInternalanalysisExternalanalysisInterimpresentationRestructuringconceptandplanFinalpresentation23Projectteam4consultants3consultantsRestrucutringstrategywasformulatedafteranextensiveanalysisinternallyandexternally12LinienOne-consultant4-monthimplementationsupportwasofferedtotheclientafterwardsSalesoperationprocessmappingSalespersonnelincentiveschemeReportingsystemSalesandmarketingteamtrainingDistributornetworkre-establishmentProcessimplementationManagementconsultingContentofimplementationsupportStrongsalesorganizationStrongdistributornetworkOptimumsalesprocess13LinienConsultingprocessProjectmethodologiesProjectbackground14LinienInternalanalysisistofindouttheexistingopportunitiesandproblemswithintheclientExecutiveinterviewsFocusgroupinterviewsDatacollectionandprocessingProcessmappingQualitativeanalysisQuantitativeanalysisBrainstormingMethodContentStructureanalysisStrategymappingOperationalopportunitiesanalysisPlanningprocessProductionprocessLogisticsprocessSalesoperationMarketingapproachesTechnicalsupportingprocessCoststructurePersonnelcapacity15LinienExternalanalysisistoobtainin-depthunderstandingofmarketenvironmentMethodIndustryexpertsinterviews（construction,plumber,sanitaryware）TradechannelinterviewsProfessionalarchitectinterviewsCeramicindustryassociationinterviewsIn-fieldsurveyDeskresearchOnlineresearchStatisticyearbookIndustryjournalContentMarketpotentialanalysisMarketsizeMarketstructureMarketdistributionbygeographyMarkettrendMarketrestrictionCompetitionBusinesspartnershipAnalysisofsanitarywareindustryTradechannelDecorationcompanyDesigninginstitution16LinienThroughvariousworkshops,thesolutionsweregenerated,fine-tuned,thenfinalizedProjectworkshopBrainstormingPortfolioanalysisScenariosimulationSensitivityanalysisLogicchaindevelopmentDocumentationandpresentationMethodCorporatestrategyMid-termbusinessplanOrganizationstructureSalesandmarketingstrategyOperationoptimizationDelivery17LinienTipsasaprofessionalconsultantLeadershipOwnershipChanger-ship18LinienThanksforyourattention!