1、顧問詢問指南Consulting Guide 本企業(yè)進展顧問詢問指南適用于顧問詢問公司；它為顧問詢問公司實施詢問項目供應了詳盡的指導；This report is the Business Development Consulting guide to be used by the BSPIt sets out the Modules for BSPs to implement the consulting program.顧問詢問指南目錄TABLE OF CONTENTS 背 景 BACKGROUND . 4明白本指南 UNDERSTANDING THIS GUIDE . 6八模塊企業(yè)進展階

2、梯 THE 8 MODULE BUSINESS DEVELOPMENT LADDER . 9模塊一：明白你的企業(yè) MODULE 1: UNDERSTANDING WHAT BUSINESS YOU ARE IN . 10概述 OVERVIEW . 10 主要學習目標 K EY LEARNING OBJECTIVES . 11 工具 TOOLS . 12 典型的模塊一程序 TYPICAL M ODULE 1 PROGRAM . 13 需完成的任務 TASKS TO BE COMPLETED . 14 模塊二 :明白顧客、市場和產(chǎn)品 MODULE 2: UNDERSTANDING THE CUST

3、OMERS,MARKETS AND PRODUCTS . 29概述 OVERVIEW . 29 主要學習目標 K EY LEARNING OBJECTIVES . 30 工具 TOOLS . 31 典型模塊二程序 TYPICAL M ODULE 2 PROGRAM . 33 需完成的任務 TASKS TO BE COMPLETED . 34 模塊三 :確定商業(yè)模式 MODULE 3: DEFINING THE BUSINESS MODEL . 50概述 OVERVIEW . 50 主要學習目標 K EY LEARNING OBJECTIVES . 51 工具 TOOLS . 52 典型的模塊三

4、程序 TYPICAL M ODULE 3 PROGRAM . 54 需完成的任務 TASKS TO BE COMPLETED . 54 需完成的任務 TASKS TO BE COMPLETED . 55 模塊四 :員工授權 MODULE 4: TEAM EMPOWERMENT. 71對企業(yè)業(yè)績進行治理 M ANAGING ORGANISATIONAL PERFORMANCE . 72 主要學習目標 K EY LEARNING OBJECTIVES . 73 工具 TOOLS . 74 需完成的任務 TASKS TO BE COMPLETED . 77 模塊五 :市場營銷戰(zhàn)略方案 MODULE

5、5: STRATEGIC MARKETING PLAN . 93概述 OVERVIEW . 93 主要學習目標 K EY LEARNING OBJECTIVES . 94 工具 TOOLS . 95 典型的模塊五程序 TYPICAL M ODULE 5 PROGRAM . 97 需完成的任務 TASKS TO BE COMPLETED . 98 2 顧問詢問指南模塊六 :企業(yè)系統(tǒng)化MODULE 6: BUSINESS INDEPENDENCE . 114概述 OVERVIEW . 114 主要學習目標 KEY LEARNING OBJECTIVES . 116 工具 TOOLS . 117 典

6、型的模塊六程序 TYPICAL MODULE 6 PROGRAM . 119 需完成的任務 TASKS TO BE COMPLETED . 120 模塊七 :組織結(jié)構(gòu),學問,環(huán)境治理和技術應用戰(zhàn)略 MODULE 7: ORGANISATIONAL STRUCTURE , KNOWLEDGE, ENVIRONMENTAL MANAGEMENT AND TECHNOLOGY STRATEGIES . 136概述 OVERVIEW . 136 主要學習目標 K EY LEARNING OBJECTIVES . 138 工具 TOOLS . 139 典型的模塊七程序 TYPICAL M ODULE 7

7、 PROGRAM . 141 需完成的任務 TASKS TO BE COMPLETED . 142 模塊八 :反饋和連續(xù)改善 MODULE 8: FEEDBACK AND CONTINUOUS IMPROVEMENT . 158概述 OVERVIEW . 158 學習目標 LEARNING OBJECTIVES . 159 工具 TOOLS . 160 典型的模塊八程序 TYPICAL M ODULE 8 PROGRAM . 162 需完成的任務 TASKS TO BE COMPLETED . 162 需完成的任務 TASKS TO BE COMPLETED . 163 注 NOTES . 1

8、79注 NOTES . 180注 NOTES . 181注 NOTES . 1823 顧問詢問指南背 景Background 本指南旨在為詢問顧問公司和其它商業(yè)服務機構(gòu)供應技術和方法,使他們能夠成功地為中小企業(yè)供應詢問服務；This guide is designed to provide consultants and other service providers with techniques and methodologies that will enable them to embark on successful consulting engagements with small/

9、medium size enterprises SMEs. 這里供應的資料旨在幫忙詢問顧問公司能夠與中小企業(yè)建立互惠的關系；這些方法不僅可以獲得“快速取勝 ”的成效, 仍能夠促進詢問顧問與客戶之間建立長期的關系 -這是一種讓詢問顧問獲得“受信任的顧問 ”的位置的關系,是一種使雙方的學問和資源聚集成一個“學問和資源庫 ”的關系；The materials provided, aim to enable the consultant to engage with SMEs in a “ quick mutually beneficial relationship. While the method

10、ologies used will provide wins,” the materials are designed to facilitate a long-term relationship between consultant and client a relationship where the consultant earns the status of advisor ” and where the knowledge and resources of both parties are used to create a “ trusted “ pool of knowledge

11、and resources.”該項目的目的是改善企業(yè)在財務和運營這兩方面的業(yè)績 ； 這是通過在企業(yè)中實施許很多多小的措施后達到的結(jié)果；一般和 優(yōu)秀 企業(yè)的區(qū)分總是表達在這些小 事情之中 . The purpose of the program is to improve the performance of the business both financially and operationally. This will be achieved as a result of the many , many little things that you implement in your bu

12、siness. The difference between and ordinary and extra-ordinarybusiness always lies in these little things. 本項目分為八個模塊The program is split into 8 Modules; 1. 明白你的企業(yè) Understanding What Business You Are In; 2. 明白你的客戶,產(chǎn)品和市場 Understanding Your Customers, Products and Markets; 4 顧問詢問指南3. 商業(yè)模式 The Business

13、Model; 4. 員工授權 Team Empowerment; 5. 市場營銷戰(zhàn)略方案 The Strategic Marketing Plan; 6. 企業(yè)系統(tǒng)化 Business Independence; 7. 組織結(jié)構(gòu),學問,環(huán)境治理和技術應用戰(zhàn)略Organizational Structure,Knowledge,Environment Management and Technology Strategies; and 8. 反饋與連續(xù)改善 Feedback and Continuous Improvement. 我們建議你在按月收取客戶詢問費的前提上,全面實施本項目；但是, 在某

14、些情形下, 先供應本項目的部分內(nèi)容可能更合適,“優(yōu)質(zhì)服務 爭創(chuàng)第一 ”的客戶服務培訓；例如, “客戶詢問會 ”, 或We recommend that you implement the program in its entirety based on the client paying a fixed monthly fee for your services. However in some instances it may be more appropriate to offer just a few aspects of the program, for example, the Cu

15、stomer Advisory Session or the “ Exceptional Service Leading The Pack” customer service training. 本項目旨在明白企業(yè),提出和實施改進措施,供應對企業(yè)全部者和員工都有實際意義的培訓；本項目旨在使企業(yè)業(yè)績得到長期 , 顯著的改善；The program is based on exploring the business, generating and implementing improvements and providing practical meaningful training to bo

16、th the business owners and the team members. It is based on achieving significant long-term business performance improvements. 5 顧問詢問指南明白本指南Understanding This Guide本指南旨在概述經(jīng)營業(yè)績改善項目的八個模塊；This guide aims to provide an overview of the 8 Module Business Performance Improvement Program. 經(jīng)營業(yè)績改善項目共分為八個模塊 :

17、The Business Performance Improvement Program has been split into 8 distinct Modules: 1. 明白你的企業(yè) Understanding What Business You Are In; 2. 明白你的客戶,產(chǎn)品和市場 Understanding Your Customers, Products and Markets; 3. 商業(yè)模式 The Business Model; 4. 員工授權 Team Empowerment; 5. 市場營銷戰(zhàn)略方案 The Strategic Marketing Plan; 6

18、. 企業(yè)系統(tǒng)化 Business Independence; 7. 組織結(jié)構(gòu),學問,環(huán)境治理和技術應用戰(zhàn)略 Organisational Structure, Knowledge,Environment Management and Technology Strategies; and 8. 反饋與連續(xù)改善 Feedback and Continuous Improvement 本指南接下來的部分對每個模塊進行了概述；每個模塊都由 8 個步驟組成； 本指南中仍供應有圖表 , 以幫忙詢問顧問學習和懂得這一流程；此外 , 有工具供應 的步驟也標注有特地的符號；針對每個模塊,我們都已供應了以下的內(nèi)容 : The following sections of this guide will provide an overview of each of these Modules. Each Module is broken down