1、1How consulting worksHanson Chen2Consulting processProject methodologiesProject background3Consulting processProject methodologiesProject background4The client is a leading European sanitary manufacturerClients operation in ChinaEntered China market in 2019Had two independent operation units,one who
2、lly owned company in Ningbo,one JV in ShanghaiEmployed 10 foreigner and more than 300 Chinese Provided sanitary products and piping productsSold through different channels nation-wideDisappointing business results Sluggish sales High operation cost Increasing loss5The project is to develop China mar
3、ket business restructuring strategyRestructuring strategyCorporate strategyMarket positioningProduct strategyJV partnership handlingOrganizationCorporate structureOrganization capabilitySales and marketingChannel strategySales and marketing processOperation processFinance processProduction processLo
4、gistics process63-month projectThe client was satisfied with the project deliverySteering committeeClientProject managerClientRoland BergerProject teamClientRoland Berger Roland BergerBuy out Chinese partnership in ShanghaiMerge of Shanghai and Ningbos operationDownsizing and management localization
5、Market repositioning as a technology providerStreamline and refocus product portfolioStrategic distributor business modelProject oriented channel strategyRoland Berger recommendations7Consulting processProject methodologiesProject background8Consulting process overviewProject acquisitionImplementati
6、on supportInternal analysisExternal analysisRestructuring concept and plan9Project proposal and initial presentation are the selling tools for consultantsClient initiates project requirementsClient initiated project requirementsProject proposal and presentation to client Client selected consulting f
7、irms Project contentProject methodologyProject organizationProject schedule Project fee and payment termsReference of experience10Restrucutring strategy was formulated after an extensive analysis internally and externallyProject scheduleInternal analysisExternal analysis Strategy Organization Proces
8、s Market Competition TrendStrategy formulation Strategic focus on core products and core markets Leverage synergy Optimize organization structure and processFinal recommendation11Project schedule项目内容1ContentMonthKick off meetingInternal analysisExternal analysisInterim presentationRestructuring conc
9、ept and planFinal presentation23Project team4 consultants3 consultantsRestrucutring strategy was formulated after an extensive analysis internally and externally12One-consultant 4-month implementation support was offered to the client afterwardsSales operation process mappingSales personnel incentiv
10、e schemeReporting systemSales and marketing team trainingDistributor network re-establishmentProcess implementationManagement consultingContent of implementation support Strong sales organization Strong distributor network Optimum sales process13Consulting processProject methodologiesProject backgro
11、und14Internal analysis is to find out the existing opportunities and problems within the client Executive interviews Focus group interviews Data collection and processing Process mapping Qualitative analysis Quantitative analysis BrainstormingMethodContentStructure analysisStrategy mappingOperationa
12、l opportunities analysis Planning process Production process Logistics process Sales operation Marketing approaches Technical supporting process Cost structure Personnel capacity15External analysis is to obtain in-depth understanding of market environmentMethod Industry experts interviews(constructi
13、on,plumber,sanitary ware)Trade channel interviews Professional architect interviews Ceramic industry association interviews In-field survey Desk research Online research Statistic yearbook Industry journalContent Market potential analysis Market size Market structure Market distribution by geography
14、 Market trend Market restriction Competition Business partnership Analysis of sanitary ware industry Trade channel Decoration company Designing institution16Through various workshops,the solutions were generated,fine-tuned,then finalized Project workshop Brainstorming Portfolio analysis Scenario sim
15、ulation Sensitivity analysis Logic chain development Documentation and presentationMethod Corporate strategy Mid-term business plan Organization structure Sales and marketing strategy Operation optimizationDelivery17Tips as a professional consultantLeadershipOwnershipChanger-ship18Thanks for your attention!docin/sanshengshiyuandoc88/sanshenglu 更多精品资源请访问更多精品资源请访问
