毕博管理咨询工具方法—BSP pack300820final.doc

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1、咨询公司战略计划智囊包BSP Pack咨询公司战略计划智囊包是制定咨询公司战略计划和实施咨询经营业绩改善项目的指南.The BSP pack is a guide to assist the BSPs and to allow the implementation of the BPIP for BSPs. 目录 TABLE OF CONTENTS第一单元: 你的服务之战略计划 MODULE 1: STRATEGIC PLANNING FOR YOUR PRACTICE51.1了解你的服务 Understanding Your Practice71.2 第一次战略计划会议 1st Strate

2、gic Planning Session81.3 了解你的技能和潜力 Understanding Your Skills and Potential101.4 行业分析和定位 Industry Analysis and Positioning111.5 规划你的未来 Mapping out Your Future13第二单元: 创立有效的咨询服务 MODULE 2: ESTABLISHING AN EFFECTIVE CONSULTING PRACTICE142.1 问题与目标 Issues and Objectives162.2 业务与组织结构 Business and Organisati

3、onal Structure172.3 技能要求 Skill Requirements202.4 经营预算 Operational Budgets222.5 成本及收费 Costs and Fees242.6 可收费服务的成本计算 Costing Chargeable Services262.7 制定你的收费结构 Developing Your Fee Structure29第三单元: 为你的业务进行市场营销 MODULE 3: MARKETING YOUR PRACTICE313.1 市场开发战略 Marketing Strategy333.2 客户选择标准 Client Selection

4、 Criteria343.3 建立你的形象 Building Your Profile363.4 推荐的威力 The Power of Referrals373.5 建立主人-受益人关系 Establishing Host-Beneficiary Relationships383.6 讲座 Seminars403.7 选择和瞄准潜在客户 Selecting and Targeting Potential Clients41第四单元：管理你的业务 MODULE 4: MANAGING YOUR PRACTICE444.1 有效地管理咨询服务的关键问题 Key Issues for Managin

5、g an Effective Practice464.2 人力资源战略 Human Resource Strategy474.3 技术应用战略 Technology Strategy524.4 质量保证 Quality Assurance554.5 付费通知与费用收取 Invoicing and Fee Collection574.6 业绩衡量 Measuring Performance59第五单元: 与客户的合作和管理 MODULE 5: ENGAGING AND MANAGING CLIENTS615.1 为一项业务设计结构和时间安排 Structuring and Scheduling

6、an Assignment625.2 提出有效的业务建议书 Developing Effective Proposals645.4 咨询顾问情况介绍 Consultant Briefing45.5 任务项目记录 Assignment Records7第六单元: 经营业绩改善项目 MODULE 6: THE BUSINESS PERFORMANCE IMPROVEMENT PROGRAM86.1 模块一: 了解你的企业 Module 1: Understanding What Business You Are In106.2模块二: 了解顾客, 市场和产品 Module 2: Understan

7、ding the Customers, Markets and Products136.3 模块三: 确定企业商业模式 Module 3: Defining the Business Model166.4 模块四: 员工授权 Module 4: Team Empowerment196.5 模块五: 战略性市场开发计划 Module 5: Strategic Marketing Plan236.6 模块六: 企业系统化 Module 6: Business Independence266.7 模块七: 组织结构, 知识,环境管理和技术应用战略 Module 7: Organisational S

8、tructure, Knowledge, Environmental Management and Technology Strategies296.8 模块八: 反馈和不断改善 Module 8: Feedback and Continuous Improvement32第一单元: 你的服务之战略计划MODULE 1: STRATEGIC PLANNING FOR YOUR PRACTICEBSP指南的这个单元旨在帮助你开始准备和实施你自己的战略业务计划。 它为你勾画出了你在决定是否适宜为客户提供企业业绩改善咨询服务时应当采用的方法。This module of the BSP Pack i

9、s designed to assist you to start preparing and implementing your own Strategic Business Plan. It outlines the approach that you should use in order to determine your suitability for delivering Business Performance Improvement Consulting. 这个单元的战略计划程序细分为五个阶段: The Strategic Planning process in this mo

10、dule is detailed as 5 stages:1. 了解你的服务;Understanding Your Practice;2. 战略计划会议; Strategic Planning Session;3. 了解你的技能和潜力;Understanding Your Skills and Potential;4. 行业分析与定位; Industry Analysis and Positioning; and5. 规划你的未来; Mapping Out Your Future.应当注意到, 这是一个与你为客户提供经营业绩改进项目的过程非常相似的过程。 这是一个非常重要的过程, 因为它不仅帮

11、助你评估你从事这种咨询服务的能力, 它还会为你找出一些你可以开发的市场机会。It should be noted that this is a very similar process to that which you will need to go through with your Business Performance Improvement Program clients. This process is extremely important since it will assist you to not only evaluate your practices readines

12、s to commence this type of consulting but also identify market opportunities for you to pursue.在任何有可以帮助你的工具的地方, 都以注明。 有些这类工具也包括在BPIP或SME手册里。Where there is a tool available to assist you, the tool is named and denoted by .Some of these tools are also included in the BPIP or SME Manual. 工具Tools 第一次战略计

13、划会议日程表;1st Strategic Planning Session Agenda; 第一次战略计划会议PowerPoint演示;1st Strategic Planning Session PowerPoint Presentation; FirmPlan软件;Firmplan; 能力和经验模板;Skills and Experience Template; 波特行业对手和竞争模式演示;Porter Industry Rivalry and Competition Model PowerPoint;” 行业对手分析工作手册;Industry Rivalry Analysis Workb

14、ook; 你的业务定位演示;“Positioning Your Business PowerPoint; 你的业务定位工作手册;“Positioning Your Business Workbook; 顾客咨询会议资源文件包;Customer Advisory Session Resource Pack; and 战略商业计划模板。Strategic Business Plan Template.1.1了解你的服务 Understanding Your Practice为了创立成功的咨询服务, 你首先需要对这一业务的现状做彻底的分析。 你还需要明确, 所有合伙人的个人和职业目标是完全一致的。I

15、n order to establish a successful consulting practice you will first need to conduct a thorough review of the practice as it currently is. You will also need to ensure that the personal and professional goals and objectives of all the partners all aligned.为了开始这项工作，你需要完成BPIP里的战略需要分析问卷。所有合伙人都要完成这一问卷。

16、请注意, 这个过程与你将要同BPIP客户一起经历的过程是相同的。In order to start this process, you will need to complete the Strategic Needs Analysis Questionnaire from the BPIP Program. All partners should complete this. Please note that this is the same process that you will have to go through with your consulting clients engag

17、ed on the BPIP Program.通过完成SNAQ, 你对自己业务的了解将得到加深, 你将开始确认那些你需要加强工作的领域, 这样才能保证你的企业取得成功。 这份问卷很全面, 你可能无法回答其中的全部问题, 但是, 你应当尽力而为。 那些你答不出的问题可能就是你需要加强工作的领域!By completing the SNAQ you will renew your understanding of your business and begin to identify the areas that you will need to work on to ensure that yo

18、ur business performance improvement consulting is a success. The questionnaire is very comprehensive and it may not be possible for you to answer all of the questions however you should complete as much as possible. Those questions that you cannot answer probably highlight areas within your business

19、 that you need to work on!1. 打印战略需求分析问卷(SNAQ); Print the Strategic Needs Analysis Questionnaire (SNAQ);2. 将SNAQ发给所有合伙人填写; Distribute the SNAQ to all partners for completion;3. 指定一位战略计划程序负责人; Nominate a chairperson for the Strategic Planning Process;4. 确定内部战略计划会议的日期; Establish a date for your interna

20、l Strategic Planning Session;5. 确定完成SNAQ的时间; Set a deadline for the completion of the SNAQs; and6. SNAQ完成后, 立即传发给每位合伙人审阅。 Once the SNAQs have been completed, circulate them to each partner for review.1.2 第一次战略计划会议 1st Strategic Planning Session在第一次计划会议上, 你需要完成下列任务: During the Planning Session you wi

21、ll need to achieve the following:1. 个人目标; Personal goals and objectives;2. 企业目标; Business goals and objectives;3. 企业的 “退出” 日; An “E” Day for your business;4. 你理想的咨询服务类型; The type of consulting practice you would ideally like to have;5. 你的业务目前面临的优势, 弱点, 机会和威胁; The strengths, weaknesses, opportunities

22、 and threats currently facing your practice; and6. 你希望做的工作类型。 The type of work that you want to do.请参见: Please refer to:“第一次计划会议日程表”;“1st Strategic Planning Session Agenda;” and“第一次计划会议PowerPoint演示稿”“1st Strategic Planning Session PowerPoint Presentation”请注意, 你应该采用咨询公司业务计划软件来考察你的业务的数字, 而不是做利润可能性分析。

23、Please note that instead of doing the Profit Possibilities exercise you should examine your practice numbers using Firmplan.请功参见:Please refer to:“咨询公司业务计划软件”“Firmplan”确认你所喜好的工作是制定战略计划的一部分,这是很重要的。 为了开创一项有效的咨询业务, 你必须做的第一件,也是最重要的一件事情是确定你希望从事的工作类型。 设计一个你并不感兴趣的业务毫无根据意义。 如果你对自己的企业缺乏同样的热爱, 你就不可能为其他(其所有者无比衷

24、情于他们的企业的)SME提供任何成功的咨询! 而且, 你会发现, 从事你所喜欢的工作, 你会干得更好。 It is important that as part of the strategic planning day, you identify your favourite work. In order to set up an effective consulting practice, the first and foremost thing that you must do is to determine the type of work that you like to do. T

25、here is no point in developing a business that you are not passionate about. You cannot successfully consult to other SMEs (owners who are passionate about their business!) if you cannot reciprocate the same levels of energy within your own business. In addition, you will find that you are actually

26、better at the work that you enjoy doing.完成了这个第一到第六的各项后, 把你的工作按照一般性和专业性咨询分类。 你属于哪一种?Once you have completed this list, categorise the work into general and specialised consulting. Which are you?1.3 了解你的技能和潜力 Understanding Your Skills and Potential第三步是对你在咨询业的技能和经验进行评估, 看它们是否符合你想从事的工作所需要的技能。 你的企业的经验一般包

27、括: The third step is to review the actual skills and experience that you have in the business and assess whether these match the skills required in order to do the work you want to do. The experience of the firm basically comprises of:1. 企业通过实际工作所取得的经验;The experience that the firm has gained through

28、 undertaking work; and2. 你的团队成员个人的技能和经验。The individual skills and experience of your team members.为了评估你的员工的技能, 你需要重新翻阅每个人的简历。 每位成员的简历都应当在 “技能和经验模板” 中作出综述。 In order assess your team member skills you will need to review the resume of each person.Each team members resume should be summarised in the “S

29、kills and Experience Template.”完成的技能和经验模板很有用, 因为它们不仅提供了对各个成员背景的很好的概述, 而且可以包括在业务建议书里, 使客户能够很好地了解每位咨询人员的经验。 这将可以增强你的职业形象。Completed Skills and Experience templates are useful because not only do they provide a good overview of each team member but they can also be included in proposals so that clients

30、can get a good understanding of each team members experience. This will enhance your professional image.你还需要做一份综述公司集体经验的表格。你应当在这份表格中明确你的潜在的行业和工作类型的专业领域。A spreadsheet should be completed summarising the firms collective experience. In this spreadsheet you should identify your potential specialisation

31、 areas by industry and type of work.完成了技能和经验诊断后, 你应当考虑, 你的企业的技能和潜力是否足够承接你所希望从事的客户咨询业务。 这些技能和潜力是否呈现出任何有规律的东西, 表明你可能应当瞄准一个更合适的市场?Once you have completed your skills and experience audit you need to ask whether the skills and potential that you have in the firm are enough to target the consulting work

32、that you want to do. Are there any patterns emerging that indicate that you would be well placed to target a particular niche market?一旦你大致确定了这些市场, 你需要进行一些行业分析,然后确定你的市场定位。 Once you have roughly defined these markets you will need to do some industry analysis and then define your preferred market posi

33、tion. 1.4 行业分析和定位 Industry Analysis and Positioning一旦你确定了自己的技能和经验, 明确了你可能开展业务的行业和市场, 你需要完成行业分析。Once you have identified your skills and experience audit and identified the possible industries and markets in which you could operate you need to complete an Industry Analysis.这同样又是一个与你指导你的经营业绩改善项目客户的过程相

34、似的过程。 Once again, this is a similar process to that which you will guide your Business Performance Improvement Program clients. 为了完成行业分析, 你需要与所有合伙人一起召开第二次战略计划会议。 To do the industry analysis you will need to hold a second Strategic Planning Session with all the partners. 在此次会议上, 你要进行波特行业对手和竞争定位模式评估。

35、BPIP中有可以帮助你的工具。 请参见:During this session you will review the Michael Porter model of industry rivalry and competitive positioning. Resources are available within the BPIP to assist you. Please refer to:“波特行业对手和竞争模式演示;”“Porter Industry Rivalry and Competition Model PowerPoint;”“行业对手分析工作手册;”“Industry R

36、ivalry Analysis Workbook;”“企业定位演示;”“Positioning Your Business PowerPoint;” and你的企业定位工作手册;”“Positioning Your Business Workbook;”在进行行业评估时, 你需要确认所有可能面临的业务机会。 瞄准你所感兴趣的, 符合你的客户选择标准的行业-即, 你希望与之工作的客户。 这一步骤的目的在于明确你的专长和资格的领域, 并且找到与之相适应的市场机会。 这涉及到把行业的问题和解决办法与你的技能和资历联系起来, 然后把SME的问题和解决方案与你的技能和经验匹配起来。During your

37、 industry review you will need to identify all opportunities that may be facing your consultancy practice. The idea is to target an industry that you are interested in and that meets your client selection criteria the type of clients you want to work with. The purpose of this step is to identify you

38、r areas of expertise and qualifications and then match these to opportunities within the marketplace. This involves matching industry problems and solutions to your skills and qualifications and then matching SME problems and solutions to your skills and experience.通过找准你或者你的团队成员集中精力在某一行业, 你将可以利用你的经验

39、 (和BPIP工具)来帮助你的客户。 这在你与客户一起使他们的企业得到成长的过程中显然会加强你的地位。By targeting industry niches where you (or your team members have industry expertise) you will be able to draw upon your experiences (as well as the BPIP tools) to assist your clients. This will obviously support you as you work with your client to

40、grow their business.这还将使你的团队的努力重点突出, 例如, 阅读相关的行业文献, 收集标准和其他统计资料等。 这将会进一步增强你的”专长” 和使你的潜在的盈利更强。 你还可以对不同客户交叉应用你的知识和经验, 例如, 把从一个客户那里学到的东西应用到另一个客户那里。 这将使你可以进一步发挥经营业绩改善项目的杠杆作用。 此外, 通过确认行业目标, 你可以成功地修改和侧重你的市场开发工作, 增强你成功地获得经营业绩改善项目客户的可能性。It will also enable your team to focus their efforts e.g. reading relev

41、ant industry literature, collecting benchmarks and other relevant statistics. This will further reinforce your “expertise” and make your earning potential even stronger. You will also be able to apply your knowledge and experiences across your different clients e.g. apply things that you have learnt

42、 from client to another. This will enable you to further leverage the Business Performance Improvement Program. In addition, by identifying industry niches you will be able to tailor and focus your marketing efforts and increase your likelihood of successfully engaging Business Performance Improveme

43、nt clients.在第二次战略计划会议结束时, 你应该已经明确找出了行业和你计划在这些行业中达到的市场位置。 现在, 你必须进入这个市场, 探索你所提出的战略是否可行。By the end of this second strategic planning session you should have identified the industries and market position within those industries that you plan to achieve. You must now go to the market and establish if yo

44、ur prosed strategy is achievable.1.5 规划你的未来 Mapping out Your Future现在, 你需要进行市场调研,来确认你的战略,然后开始撰写你的商业计划。 You now need to do marketplace research to confirm your strategy and then start documenting your Strategic Business Plan.市场调研的目的是明确客户的需要, 确立客户最需要的服务类型。The purpose of the market research is to ident

45、ify client needs and establish the types of services that would be valued by the.一种办法是为目前和潜在客户召开客户咨询会议上, 你可以征询他们对你目前提供的服务的意见, 并同他们一起寻找他们认为有用的服务类型。 客户咨询会议还可以用来探讨对你的公司为SME提供服务的能力的看法。 这将为你提供你在确定市场开发战略时需要的有价值的信息。One way to do this is to hold a Customer Advisory Session for your current and potential cli

46、ents. During the session you can explore their opinions of the services that you currently provide and also work with them to identify the types of services they would find useful. The Customer Advisory Session can also be used to explore perceptions about the ability of your firm to deliver the services to the SMEs. This will provide you with valuable information that you can use when defining your Marketing Strategy.请参见: BPIP里的“客户咨询会议资源文件包”。Please refer to: “Customer Advisory Session Resource Pack” in the BPIP.希望这一调研能够确认你所选择的定位和行业具有可行性。Hopefully this research will confirm that your selected