某咨询公司为ABB做的项目：ABB增长战略建议(英文版)cjmp.pptx

《某咨询公司为ABB做的项目：ABB增长战略建议(英文版)cjmp.pptx》由会员分享，可在线阅读，更多相关《某咨询公司为ABB做的项目：ABB增长战略建议(英文版)cjmp.pptx（55页珍藏版）》请在淘文阁 - 分享文档赚钱的网站上搜索。

1、Proposal to Managing For Growth:Maximising Salesforce EffectivenessOctober 1996Agendau u Arthur Andersen Capabilities Arthur Andersen Capabilitiesu u ABB Stal:Current Situation ABB Stal:Current Situation u u Achieving World Class Sales Performance Achieving World Class Sales Performanceu u Project O

2、bjective and Approach Project Objective and Approachu u Deliverables and Resource Requirements Deliverables and Resource Requirementsu u Credentials Credentialsu u Curricula Vitae Curricula Vitaeu u Arthur Andersen Capabilities Arthur Andersen Capabilitiesu u ABB Stal:Current Situation ABB Stal:Curr

3、ent Situation u u Achieving World Class Sales Performance Achieving World Class Sales Performanceu u Project Objective and Approach Project Objective and Approachu u Deliverables and Resource Requirements Deliverables and Resource Requirementsu u Credentials Credentialsu u Curricula Vitae Curricula

4、VitaeRepresentative Business Consulting Manufacturing ClientsAsia PacificDainippon Ink&ChemHK WiringOkamoto Machine ToolCoca ColaColgate Palmolive PhilsPhilips ElectronicsNorth AmericaThe Ford CompanyMotorolaAsea Brown BoveriCarolina Power&LightSiemens CorporationThe Boeing CompanyMicrosoft Corporat

5、ionRust InternationalTurner ConstructionEurope/AfricaSmithKline BeechamDaimler Benz AGGEC AlsthomMetallgesellschaft AGKloeckner Moeller ElectrizitaetsGmbhUnited BiscuitsAsgSouth AmericaFiat AutoPetroken S.a.Arthur Andersen Consulting CapabilitiesArthur Andersen provides seamless expertise in assisti

6、ng clients to align their organisations,address their business challenges and improve their business performance Revenue Enhancement Customer Satisfaction Assessment Strategic/Business Planning Quality Management Software Selection Information Planning System Design and Implementation Process Re-eng

7、ineering Benchmarking and Best Practice Cost Management/Client Profitability Project Management Organisation Design Performance Measurement Human Resources ManagementStrategyPeopleBusinessProcessesTechnologyOperations OperationsChange Implementation Approachu Our implementation focused team approach

8、 which seeks to address the key challenge consultants and clients face in every project:the human aspect of changeu Partnering with our clients to ensure results are achieved.We ensure our clients are part of the process from problem identification to solution implementationu Our organisational chan

9、ge approach which strongly relies on performance measures and measurement systems to align the entire organisation,its processes and people behaviour,with customer-focused objectives and overall strategic goalsu Using the Arthur Andersen knowledge of Global Best Practices to accelerate the change pr

10、ocesses and deliver creative insights Our Business Consulting practice focuses on helping companies achieve measurable performance improvement and implement positive and lasting change.We achieve this by:u u Arthur Andersen Capabilities Arthur Andersen Capabilitiesu u ABB Stal:Current Situation ABB

11、Stal:Current Situation u u Achieving World Class Sales Performance Achieving World Class Sales Performanceu u Project Objective and Approach Project Objective and Approachu u Deliverables and Resource Requirements Deliverables and Resource Requirementsu u Credentials Credentialsu u Curricula Vitae C

12、urricula VitaeCurrent Situationu Asea Brown Boveri(ABB)are the world抯 largest electrical engineering concern.For the third year running it has been voted Europe抯 most respected company in a survey carried out by the Financial Times u ABB consists of 36 decentralised businesses operating primarily in

13、 four business segmentsu ABB are recognised for innovation in a variety of areas,mostly notably the T5O change process:w supplier partnership programmesw reduction in lead times 50%w stock/inventory levels reduced by 30%w productivity improvements 20%w benchmarking for 50%of the businessu ABB Stal抯

14、primary focus is steam turbine technology.The majority of sales are to Sweden and Germany,although emerging markets such as Eastern Europe and Asia are increasing in importance.Without these markets ABB抯 last 6 month抯 growth 揷ould have been zero?(Percy Barnevik)Asea Brown Boveri ABPower generationPo

15、wer transmission and distributionIndustry and building systemsFinancial servicesVarious activitiesCorporate Research Staff UnionABB StalEuropean Turbine MarketSource-Frost and Sullivan,July 1998$BABBSiemens KWUGEC AlsthomVA TechAnsaldo EnergionOtherSource-Frost and Sullivan,July 1998Market Share in

16、EuropeABB Stal-Global Sales:Gas Turbines 10-30mWABB Stal-Global Sales:Steam Turbines 3-100mWABB Sales 1995-Steam Turbines 3-100mWAfrica12%Americas6%Australia7%Europe67%Asia8%North America0%Middle East0%Growth in orders for Steam Turbines 3-100mW for period 1991-19950 0 0 0174916746522618821375124 24

17、0501001502002503003504004505001991 1992 1993 1994 1995Order VolumeAmericas Europe AsiaChallengesu Power generation segment reported lower order bookings in 1995 resulting in lower earnings.The European turbine market(Steam and Gas)declined by 17%from 1992 levels to$1.87 billionu ABB Stal are facing

18、an increasingly complex marketplacew New geographic markets may require a different approachw Customers are demanding product innovation which satisfies even more stringent regulatory controls on issues such as the environmentu Sales performance varies significantly between countries depending on th

19、e sales approach:w ABB Stal salesforce in Swedenw ABB group salesforce揊or Percy Barnevik.the biggest challenge is expanding his complex organisationinto emerging markets?(Financial Times,September 1996)ABB Stal抯 objective is 搕o double present sales volumes by the year 2000?BUT.u u Arthur Andersen Ca

20、pabilities Arthur Andersen Capabilitiesu u ABB Stal:Current Situation ABB Stal:Current Situation u u Achieving World Class Sales Performance Achieving World Class Sales Performanceu u Project Objective and Approach Project Objective and Approachu u Deliverables and Resource Requirements Deliverables

21、 and Resource Requirementsu u Credentials Credentialsu u Curricula Vitae Curricula VitaeA holistic approach is required to create a world class sales organisationStrategyInformationArchitectureSelling BehaviourOrganisationAchieving World Class Sales PerformanceMarketUnderstandingPerformanceMeasuresC

22、ustomer FocusCreating World Class Sales PerformanceIdentify Salesforce Best PracticeClient-Major European Car Parts SupplierDeliverables:Benchmark salesforces operation and identified performance gaps:-knowledge sharing-database accuracy-lead generation and conversionDevelop Partnerships Outside Tra

23、ditional BoundariesClient-Major International food manufacturerDeliverables:Integrated disparate salesforceIdentified skill shortagesRedefined salesforce focusReduce Non Value Added ActivitiesClient:Large Construction Company Deliverables:Identified technology solutions to integrate administrative p

24、rocessesEvaluate Different Segmentation StrategiesClient:Major UK Energy supplierDeliverables:Designed unique and innovative segmentation strategy in anticipation of deregulationWORLD CLASS SALES PERFORMANCEIntroduce Focused Market Research,Customer Surveys and Competitor AnalysisClient:Construction

25、&Engineering firm Deliverables:Identification of product life cycle costs Introduce Customer Satisfaction ContractsClient:International Engineering FirmDeliverables:Developed software to allow client to continually monitor customer satisfactionImplement Performance MeasuresClient:Major UK leisure or

26、ganisationDeliverables:Co-created and facilitated major change programme to enable Area managers to gauge their effectivenessAlign Salesforce Goals With Corporate Goals Client-Major French leisure garments manufacturer Deliverables:Designed and implemented new channel strategy based on detailed cust

27、omer analysisFocus on the 揥in,Do,Learn?CycleWINDOLEARNn Pick the Right Jobsn Develop High Quality Cost Estimatesn Strategically Position and Price Projectsn Align Organisational and Team Structuren Improve Planning and Schedulingn Integrate Customers and Suppliersn Measure the Right Thingsn Provide

28、Project Feedback and Enable Learningu u Arthur Andersen Capabilities Arthur Andersen Capabilitiesu u ABB Stal:Current Situation ABB Stal:Current Situation u u Achieving World Class Sales Performance Achieving World Class Sales Performanceu u Project Objective and Approach Project Objective and Appro

29、achu u Deliverables and Resource Requirements Deliverables and Resource Requirementsu u Credentials Credentialsu u Curricula Vitae Curricula VitaeProject Objectivesu Review marketing and sales effectiveness within ABB Stal and ABBu Identify the market opportunity and core process performance gapsu Pilot redesigned processes and channel responsibilitiesu Implement new global sales strategys Iso BeVisionPilotImplementationRealise theVision