某咨询cibm.pptx
1A restructuring project case presentation How consulting worksHanson ChenRolandberger Strategy Consultants All Right 2001-20032LinienConsulting processProject methodologiesProject backgroundRolandberger Strategy Consultants All Right 2001-20033LinienConsulting processProject methodologiesProject backgroundRolandberger Strategy Consultants All Right 2001-20034LinienThe client is a leading European sanitary manufacturerClients operation in China Entered China market in 1996 Had two independent operation units,one wholly owned company in Ningbo,one JV in Shanghai Employed 10 foreigner and more than 300 Chinese Provided sanitary products and piping products Sold through different channels nation-wideDisappointing business results Sluggish sales High operation cost Increasing lossRolandberger Strategy Consultants All Right 2001-20035LinienThe project is to develop China market business restructuring strategyRestructuring strategyCorporate strategy Market positioning Product strategy JV partnership handlingOrganization Corporate structure Organization capabilitySales and marketing Channel strategy Sales and marketing processOperation process Finance process Production process Logistics processRolandberger Strategy Consultants All Right 2001-20036Linien3-month projectThe client was satisfied with the project deliverySteering committeeClientProject managerClient Roland BergerProject teamClient Roland Berger Roland Berger Buy out Chinese partnership in Shanghai Merge of Shanghai and Ningbos operation Downsizing and management localization Market repositioning as a technology provider Streamline and refocus product portfolio Strategic distributor business model Project oriented channel strategyRoland Berger recommendationsRolandberger Strategy Consultants All Right 2001-20037LinienConsulting processProject methodologiesProject backgroundRolandberger Strategy Consultants All Right 2001-20038LinienConsulting process overviewProject acquisitionImplementation supportInternal analysisExternal analysisRestructuring concept and planRolandberger Strategy Consultants All Right 2001-20039LinienProject proposal and initial presentation are the selling tools for consultantsClient initiates project requirementsClient initiated project requirementsProject proposal and presentation to client Client selected consulting firms Project content Project methodology Project organization Project schedule Project fee and payment terms Reference of experienceRolandberger Strategy Consultants All Right 2001-200310LinienRestrucutring strategy was formulated after an extensive analysis internally and externallyProject scheduleInternal analysisExternal analysis Strategy Organization Process Market Competition TrendStrategy formulation Strategic focus on core products and core markets Leverage synergy Optimize organization structure and processFinal recommendationRolandberger Strategy Consultants All Right 2001-200311LinienProject schedule项目内容1ContentMonthKick off meetingInternal analysisExternal analysisInterim presentationRestructuring concept and planFinal presentation2 3Project team 4 consultants 3 consultantsRestrucutring strategy was formulated after an extensive analysis internally and externallyRolandberger Strategy Consultants All Right 2001-200312LinienOne-consultant 4-month implementation support was offered to the client afterwards Sales operation process mapping Sales personnel incentive scheme Reporting system Sales and marketing team training Distributor network re-establishment Process implementation Management consultingContent of implementation support Strong sales organization Strong distributor network Optimum sales processRolandberger Strategy Consultants All Right 2001-200313LinienConsulting processProject methodologiesProject backgroundRolandberger Strategy Consultants All Right 2001-200314LinienInternal 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 BrainstormingMethod Content Structure analysis Strategy mapping Operational opportunities analysis Planning process Production process Logistics process Sales operation Marketing approaches Technical supporting process Cost structure Personnel capacityRolandberger Strategy Consultants All Right 2001-200315LinienExternal analysis is to obtain in-depth understanding of market environmentMethod Industry experts interviews(construction,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 Market trend Market restriction Competition Business partnership Analysis of sanitary ware industry Trade channel Decoration company Designing institutionRolandberger Strategy Consultants All Right 2001-200316LinienThrough various workshops,the solutions were generated,fine-tuned,then finalized Project workshop Brainstorming Portfolio analysis Scenario simulation Sensitivity analysis Logic chain development Documentation and presentationMethod Corporate strategy Mid-term business plan Organization structure Sales and marketing strategy Operation optimizationDeliveryRolandberger Strategy Consultants All Right 2001-200317LinienTips as a professional consultantLeadershipOwnershipChanger-shipRolandberger Strategy Consultants All Right 2001-200318LinienThanks for your attention!Rolandberger Strategy Consultants All Right 2001-200319Linien9、静夜四无邻，荒居旧业贫。5 月-235 月-23Sunday,May 14,202310、雨中黄叶树，灯下白头人。08:55:3308:55:3308:555/14/2023 8:55:33 AM11、以我独沈久，愧君相见频。5 月-2308:55:3308:55May-2314-May-2312、故人江海别，几度隔山川。08:55:3308:55:3308:55Sunday,May 14,202313、乍见翻疑梦，相悲各问年。5 月-235 月-2308:55:3308:55:33May 14,202314、他乡生白发，旧国见青山。14 五月 20238:55:33 上午08:55:335 月-2315、比不了得就不比，得不到的就不要。五月 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