波士顿咨询PPT模板.ppt

波士顿咨询PPT模板.ppt

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1WRITINGCLEARANDINTERESTINGSLIDES2005，ShanghaiTHEBOSTONCONSULTINGGROUP2WRITINGCLEARANDINTERESTINGSLIDES3TODAYSOBJECTIVETogiveyouthetoolstowriteslidesthatcommunicatetheresultsofourworkinawaythathelpsclientsunderstand,accept,andusethoseresultsThissessionwillhelpyouthroughtheprocessofwritingslidesFromchoosingthemostappropriateslidetypewords,tables,graphicsTowritingaslidethatisclearandinteresting4WHATPUZZLESYOUORCHALLENGSYOUTHEMOSTWHENWRITINGSLIDES?

5WRITINGCLEAR,SUCCINCT,ANDINTERESTINGSLIDESHowtouseslidesinapresentationHowtochooseamongwords,tables,graphicsHowtodisplayinformationonslideseffectivelyGoodslides,badslides6STRONGGROWTHINOTHERPRODUCTSOFFSETBYPARTSDECLINEAlarm&detection2,55118.331.937.695817.2Broaddiffusion5,30338.310.945.32,40043.1IRsensors2,37217.113.834.982714.8Chloride1,52411.0（28.5）40.962411.2Bulkchloride1,2709.2（4.0）50.564111.5Parts1521.1（36.2）（9.9）（15）（0.3）Design6915（2.9）20.01382.5Total13,863100（1.6）40.25,573100Product1991Sales（$000）Sales%ofTotal1987-91CAGR（Real%）GM（%）GM（$000）GM%ofTotalSource:

AnnualDivisionBudgetMessagesareburiedinthedataExample7THEREDESIGNPROCESSINVOLVESFOURDISCRETESTAGESExtensivecustomeranalysisCustomerserviceandsupportrequirementsDetailedinternaldiagnosticTimespentbyactivitybyresponsibilityCapacityofthesystemCurrentcontactmodeldoesnothavecapacitytoserveallcustomersadequatelySeverallowvalueareasconsumetimeTSEtimeconsumedbyactivitieswhichcouldbehandledmoreefficientlybyotherresourcesNosalesgrowthfromcurrentmodelLotsofopportunitytoleverageotherresources,likeCASMostcustomersreceptivetorecommendationsthatallowustoleveragesalesforcetimeAnalysisFindingsCustomerTechnicalAssistanceTechnicalAssistanceOrderingTechnicalAssistanceTechnicalAssistanceESCASTSECSRDMPlantPriceConcessionsGroupPriceConcessionsExpeditingPriceConcessionsExpeditingOrderingASPselling/implementationISPsellingQuoting/cross-referencingExpeditingTechnicalassistanceinpersonRotationalcallsAvailabilityExpeditingPriceconcessionsCurrentOrganizationalStructureVPandDirector,MWSDivisionVP,NationalSalesTelemarketingManager

（1）ZoneManagers（5）CASManager

（1）CASReps（4）DistrictManagers（30）ESs（46）TSEs（186）TSRs（23）CSManager

（1）VP,NationalSalesCASManagerFinancialAnalystTeamLeaderTechnicalEngineersRemoteTechnicalEngineersCustomerServiceRepsCASRepsQuotingAvailabilityCurrentContactModelProposedContactModelZoneOperationsManagerAnalysis:

IdentifyopportunitiesEvaluateAlternatives:

OpportunitiespointtonewcontactmodelBusinessManagersRemoteTETETeamLeaderCustomerPlantCSRCASProposedOrganizationalStructureCSManagers（10）TelemarketingTSRs（13）CSRs（65）LatrobeTelemarketing（9）ESDistrictManagers（6）AvailabilityQuotingISPcross-referencingOrderingPriceconcessionsExpeditingToomuchinformation?

Example8THE36”LIFTERDOMINATESSALESANDPROFIT1992ProductFamilyProfitability12.09.78.30.850.0236”14”12”96”10”DiscountRate4.66%CurrentDollarG.I.（$M）555193517991Revenues（$M）34917196030Note:

WidthofbarisproportionaltoCDGI*ValuationROI-3ymedianCFROISources:

LRP;HOLTValueModelCFROI（%）LifterBore（Volume）ExampleIsthecomplexitynecessary?

9PREMIUMLOWCALORIESWITCHINGOCCURRINGWITHINPREMIUMSEGMENT,NOTNEARPREMIUMHalttheLeakstoCompetitors1990&1991MostOftenBrandSwitchersWithinLastThreeYearsSource:

ContinuousTrackingfromSampleof29,081;ConsultingAnalysis117（61）56）290（32）258）7（50）（43）30（37）（7）92（11）81）419（130）289）155（98）57）-224（79）145）5（19）（14）384（196）（188）69（99）（30）75（7）68）34（31）3）366（46）320）1,7211,464（570）894）StartingBaseWon+Lost=CompetitorANet91（68）23）267（19）248）5（82）（77）31（37）（6）109（11）98）412（149）263）-98（155）（57）218（97）121）0（21）（21）316（273）43）102（90）12）75（19）56）26（33）（7）312（45）267）1,8661,334（677）657）StartingBaseWon+Lost=CompetitorBNetTotalSuperPrem.60（98）（38）Product1198（56）142）Product26（52）（46）Product325（81）（56）Other153（29）124）TotalPFC382（218）164）NearPrem.Product197（218）（121）Product279（224）（145）Product3-）Other1（55）（54）TotalPLC177（497）（320）OtherSegmentsSegment162（104）（42）Segment2110（29）81）Segment322（69）（47）Segment4324（72）252）Total2,8361,137（1,087）50）StartingBaseWon+Lost=ClientNetBrand/SegmentRawdataonly,noanalysispresentedtosupporttheconclusion（hypothesis）Example10Goodslidesare:

Badslidesare:

WHATDOYOUSEEINAGOODORBADSLIDES?

Wewillrevisittowardtheendofthesession11WRITINGCLEAR,SUCCINCT,ANDINTERESTINGSLIDESGoodslides,badslidesHowtouseslidesinapresentationHowtochooseamongwords,tables,graphicsHowtodisplayinformationonslideseffectively12SLIDESAREVISUALAIDSFocustheaudiencesattentiononmessageHelpexplainthemessageProvideanothermeansfortheaudiencetoprocesstheinformationReinforcethemessageaidtomemoryShouldnotcompetewiththepresenterPresenterisprimarymeansofcommunicating-difficulttoreadandlistenatthesametimeCal