某咨询（英文PPT18页.pptx 19页

Arestructuringproject–casepresentationHowconsultingworksHansonChenRolandbergerStrategyConsultantsAllRight2001-2003 ConsultingprocessProjectmethodologiesProjectbackgroundRolandbergerStrategyConsultantsAllRight2001-2003 ConsultingprocessProjectmethodologiesProjectbackgroundRolandbergerStrategyConsultantsAllRight2001-2003 TheclientisaleadingEuropeansanitarymanufacturerClient’soperationinChinaEnteredChinamarketin1996Hadtwoindependentoperationunits,onewhollyownedcompanyinNingbo,oneJVinShanghaiEmployed10foreignerandmorethan300ChineseProvidedsanitaryproductsandpipingproductsSoldthroughdifferentchannelsnation-wideDisappointingbusinessresultsSluggishsalesHighoperationcostIncreasinglossRolandbergerStrategyConsultantsAllRight2001-2003 TheprojectistodevelopChinamarketbusinessrestructuringstrategyRestructuringstrategyCorporatestrategyMarketpositioningProductstrategyJVpartnershiphandlingOrganizationCorporatestructureOrganizationcapabilitySalesandmarketingChannelstrategySalesandmarketingprocessOperationprocessFinanceprocessProductionprocessLogisticsprocessRolandbergerStrategyConsultantsAllRight2001-2003 3-monthprojectTheclientwassatisfiedwiththeprojectdeliverySteeringcommitteeClientProjectmanagerClientRolandBergerProjectteamClientRolandBerger……RolandBergerBuyoutChinesepartnershipinShanghaiMergeofShanghaiandNingbo’soperationDownsizingandmanagementlocalizationMarketrepositioningasatechnologyproviderStreamlineandrefocusproductportfolioStrategicdistributorbusinessmodelProjectorientedchannelstrategyRolandBergerrecommendationsRolandbergerStrategyConsultantsAllRight2001-2003 ConsultingprocessProjectmethodologiesProjectbackgroundRolandbergerStrategyConsultantsAllRight2001-2003 ConsultingprocessoverviewProjectacquisitionImplementationsupportInternalanalysisExternalanalysisRestructuringconceptandplanRolandbergerStrategyConsultantsAllRight2001-2003 ProjectproposalandinitialpresentationarethesellingtoolsforconsultantsClientinitiatesprojectrequirementsClientinitiatedprojectrequirementsProjectproposalandpresentationtoclientClientselectedconsultingfirmsProjectcontentProjectmethodologyProjectorganizationProjectscheduleProjectfeeandpaymenttermsReferenceofexperienceRolandbergerStrategyConsultantsAllRight2001-2003 RestrucutringstrategywasformulatedafteranextensiveanalysisinternallyandexternallyProjectscheduleInternalanalysisExternalanalysisStrategyOrganizationProcessMarketCompetitionTrendStrategyformulationStrategicfocusoncoreproductsandcoremarketsLeveragesynergyOptimizeorganizationstructureandprocessFinalrecommendationRolandbergerStrategyConsultantsAllRight2001-2003 Projectschedule项目内容1ContentMonthKickoffmeetingInternalanalysisExternalanalysisInterimpresentationRestructuringconceptandplanFinalpresentation23Projectteam4consultants3consultantsRestrucutringstrategywasformulatedafteranextensiveanalysisinternallyandexternallyRolandbergerStrategyConsultantsAllRight2001-2003 One-consultant4-monthimplementationsupportwasofferedtotheclientafterwardsSalesoperationprocessmappingSalespersonnelincentiveschemeReportingsystemSalesandmarketingteamtrainingDistributornetworkre-establishmentProcessimplementationManagementconsultingContentofimplementationsupportStrongsalesorganizationStrongdistributornetworkOptimumsalesprocessRolandbergerStrategyConsultantsAllRight2001-2003 ConsultingprocessProjectmethodologiesProjectbackgroundRolandbergerStrategyConsultantsAllRight2001-2003 InternalanalysisistofindouttheexistingopportunitiesandproblemswithintheclientExecutiveinterviewsFocusgroupinterviewsDatacollectionandprocessingProcessmappingQualitativeanalysisQuantitativeanalysisBrainstormingMethodContentStructureanalysisStrategymappingOperationalopportunitiesanalysisPlanningprocessProductionprocessLogisticsprocessSalesoperationMarketingapproachesTechnicalsupportingprocessCoststructurePersonnelcapacityRolandbergerStrategyConsultantsAllRight2001-2003 Externalanalysisistoobtainin-depthunderstandingofmarketenvironmentMethodIndustryexpertsinterviews(construction,plumber,sanitaryware)TradechannelinterviewsProfessionalarchitectinterviewsCeramicindustryassociationinterviewsIn-fieldsurveyDeskresearchOnlineresearchStatisticyearbookIndustryjournalContentMarketpotentialanalysisMarketsizeMarketstructureMarketdistributionbygeographyMarkettrendMarketrestrictionCompetitionBusinesspartnershipAnalysisofsanitarywareindustryTradechannelDecorationcompanyDesigninginstitutionRolandbergerStrategyConsultantsAllRight2001-2003 Throughvariousworkshops,thesolutionsweregenerated,fine-tuned,thenfinalizedProjectworkshopBrainstormingPortfolioanalysisScenariosimulationSensitivityanalysisLogicchaindevelopmentDocumentationandpresentationMethodCorporatestrategyMid-termbusinessplanOrganizationstructureSalesandmarketingstrategyOperationoptimizationDeliveryRolandbergerStrategyConsultantsAllRight2001-2003 TipsasaprofessionalconsultantLeadershipOwnershipChanger-shipRolandbergerStrategyConsultantsAllRight2001-2003 Thanksforyourattention!RolandbergerStrategyConsultantsAllRight2001-2003 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