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使用指引 ,[object Object],[object Object],[object Object],[object Object],[object Object]
使用指引 ,[object Object],[object Object],[object Object],[object Object]
使用指引 ,[object Object],[object Object],[object Object],[object Object],1 2 The upper triangle controls the indentation of the first line of a paragraph The bottom triangle controls the indentation of the second and the consequent line of a paragraph These triangles control the level 2 text Table mark Table mark controller
[object Object],[object Object],使用指引 Rotate tools Pick up and apply format Group and ungroup Order tools Color tools Indent tools Change Font Size Font Formatting Zoom Bullets Ruler Text Align Tools Font Font Size Most Frequently Used Shapes New Text Box Line Formatting Tools Shadow Tools Align Tools
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],使用指引
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],使用指引
Project name or document title (max. two lines) – Type of document – Client name (max. two lines) Location, date of presentation (month day, year) Project name or document title  |  Date (month day, year)
Content Page ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],This document was created for the exclusive use of our clients. It is not complete unless supported by the underlying detailed analyses and oral presentation. It must not be passed on to third parties except with the explicit prior consent of RittenHouse & Partners.
A.  Chapter page (after chapter point: 4 "space bars")
Action/reaction ,[object Object],… ,[object Object],… … …
Action/reaction
Action/reaction
Against the tide/with the tide Against the tide With the tide ... ... ... ... ... ...
Balance/imbalance ,[object Object],[object Object]
Balance/imbalance ,[object Object],[object Object]
Balance/imbalance ,[object Object],[object Object]
Bar chart Graph Title
Chances/risks ,[object Object],[object Object],… …
Change of direction Moment of directional change
China map ,[object Object],[object Object],[object Object],Box Title
Circulation (2 factors) …………… …………… ……………
Circulation (3 factors) …………… …………… …………… ……………
Circulation (4 factors) …………… …………… …………… …………… ……………
Circulation (5 factors) …………… …………… …………… …………… …………… ……………
Circulation (6 factors) …………… …………… …………… …………… …………… …………… ……………
Circulation (7 factors) …………… …………… …………… …………… …………… …………… …………… ……………
Circulation (8 factors) …………… …………… …………… …………… …………… …………… …………… …………… ……………
Client types ” Unsure" ” Hesitant" ” Successful" ” Hopeless" ” Drowning" ” Struggling" Ensure survival in short term Restructuring or search for partners Actively initiate structural change Growing and positioning project Secure future Strategy project Startout toward the future Specific imple-mentation project Client type Need Project type $
Columns and tables Column Title 1 Category 1 ,[object Object],[object Object],Column Title 2 ,[object Object],[object Object],Column Title 3 ,[object Object],[object Object],Category 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Category 3 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Columns and tables Column Title 1 ,[object Object],[object Object],Column Title 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Category 1 Category 2 Category 3
Columns and tables Category 1 Category 2 Category 3 Category 1 Category 2 Category 3 Category 1 Category 2 Category 3 Category 1 Category 2 Category 3
Columns and tables Column Title 1 Item Item Item Item Item Item Item Item Item Column Title 1 Column Title 1 Column Title 1 Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number
Column chart Graph Title Unit CAGR ??%
Column chart Graph Title Unit CAGR ??% Top Level Label Top Level Label 0 100 200 300 400 500 600 Optional
Column chart Graph Title CAGR ??% You can put your points here in the header of the box
Column chart Graph Title Graph Title Unit Unit Header Header
Column chart Graph Title ,[object Object],[object Object],[object Object],Unit Header Header
Column chart Graph Title ,[object Object],[object Object],[object Object],Unit Header
Column chart You can put your points here like conclusion Unit CAGR ??%
Column chart Category 4 Category 3 Category 2 Category 1 Column 1 000 000 000 000 000 Graph Title Category 5 000 Total Series 1 Column 2 000 000 000 000 000 000 Series 2 Series 1 Series 2 Unit 000 000 000 000 000 000 000 000 000 000 000 000 000 000 000 0 X,000 X,000 X,000 X,000 X,000 X,000 Label Label Label 000 000 000
Column chart Sub Title Sub Title Sub Title 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label Sub Title Sub Title Sub Title Series 1 Series 2 Series 3 Dash Line
Conflict ,[object Object],… ,[object Object],…
Conflict ?
Consequences (2) ... ,[object Object],... ,[object Object]
Consequences (3) ... ,[object Object],... ,[object Object],... ,[object Object]
Consequences (4) ... ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object]
Consequences (5) ... ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object]
Consequences (2) … … ,[object Object],[object Object]
Consequences (3) … ,[object Object],… ,[object Object],… ,[object Object]
Consequences (4) … ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object]
Consequences (5) … … … … … ,[object Object],[object Object],[object Object],[object Object],[object Object]
Consequences … … … … … … 1 2 3 4 5 6
Consultants profil (English), [Firstname Lastname] ,[object Object],Position: ……………….. Year of birth: ……………….. Nationality: ……………….. Languages ,[object Object],Education ,[object Object],Updated: MM/YY Professional experience Methodological competence ,[object Object],[object Object],[object Object],Industry competence Key projects ,[object Object],[object Object]
Cooperation
Cooperation
Cost breakdown chart Value Value Value Value Value Value Unit Gross Margin Cost Component (%) Component (%) Component (%) Component (%) Component (%) Component (%)
Dead end
Dependance
Development
Dice
Direction
Factors (2) ,[object Object],… ,[object Object],… …
Factors (3) … … … …
Factors (3) …
Factors (3) … … …
Factors (4) … ,[object Object],[object Object],[object Object],[object Object]
Factors (4) …  ,[object Object],[object Object],[object Object],[object Object],… …  … …
Factors (4) … ,[object Object],[object Object],[object Object],[object Object]
Factors (4) … ,[object Object],[object Object],[object Object],[object Object],… … … …
Factors (6) … … … … … … …
Factors (6) … … … … … … …
Factors (8) … … … … … … … … …
Factors (4) … … … … …
Factors (5) … … … … … …
Factors (6) … … … … … … …
Factors (4) … Success factors … … … …
Factors (5) … … … … … Success factors …
Factors (6) Success factors … … … … … … …
Factors (3) … ,[object Object],[object Object],[object Object]
Factors (4) ,[object Object],[object Object],[object Object],[object Object],…
Factors (5) ,[object Object],[object Object],[object Object],[object Object],[object Object],…
Feedback ,[object Object],[object Object],…
Feedback ,[object Object],…
Feedback
Feedback ? !
Feedback
Filter ,[object Object],… ,[object Object],…
Filter Initial situation 1. Criterion 2. Criterion 3. Criterion Result
Flexibility
Flexibility Ability Intention Flexibilty
Flexibility
Focus – expansion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Growth
Guidelines … … … … …
Harmony
Hurdles and brakes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Impact ... ... ... ... ... ... ...
Influence (1 factor) ,[object Object]
Influence (2 factors) ,[object Object],[object Object]
Influence (2 factors)
Influence (4 factors)
Influence (4 factors)
Influence (6 factors) … ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Input/output ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Interaction
Margin chart 100% ?% ,[object Object],?% ,[object Object],?% ,[object Object],?% ,[object Object],?% ,[object Object],Total in Value Index Label Label Label Label Label Label 000 000 000 ?% ?% ?% 000 ?% ?% 000 000
Matrix … … … … …
Matrix … … … … …
Matrix Dimension 2 Dimension 1 Scale Scale Scale Scale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Matrix Label Label Label Label Dimension II Content Dimension I Label Label Content Content Content Content
Measures plan – planned activities Overview: … Activities Wk ... Wk ... Wk ... Wk ... Wk ... Wk ... Wk ... Wk ... Wk ... Wk ... Comments ,[object Object],[object Object]
Measures plan – planned measures Activity: … As of: … Objective: Results: Responsible: … Support: … Measures: … ... ... ... ... ... ... ... ... ,[object Object],[object Object],[object Object]
Measures plan – planned individual steps Measure:  ... No. As of:  … 1. ... Individual steps Responsible Support Form of result Start Dura- tion Dead- line Pro- ject Com-pleted ... ... ... ... ... ... ... ...
Models ,[object Object],[object Object],[object Object],Step 1 Step 2 Step 3 Step 4 ,[object Object],[object Object],[object Object],Key Steps Sources
Moon chart Bar Ball Bar Arrow 1 1
Multipliers ... + + + ... ,[object Object],+ = Projektteams + + + + +
Multipliers
Mutuality
Mutuality ,[object Object],… ,[object Object],… …
Obstacle
Obstacle ,[object Object],... ,[object Object],...
Obstacle
Organizational and flow chart Text Text Text Text Text Text Text Text Text Text Text Text
Organizational and flow chart Pantene Jiehua New Brand Rejoice Head & Shoulders Ulan Whisper Ariel Tide JV Brands Crest Professional Marketing Safeguard Zest Camay Assistant Brand Manager, 2-5 per Brand Media & Commercial Production Marketing Manager Dimitri Panayatapolous School Program Group Nurses for School Program Randall Beard Marketing Director Rene Co Marketing Director Ken Doi Marketing Director Robin Oxendine Marketing Manager Peter Foyston Marketing Manager Laundry Haircare Toothpaste/Soap Skincare/Paper Vacant General Manager Brad Casper General Manager* Vacant General Manager Virginia Lee Vice President* Marketing Organization
Organizational and flow chart Competitive Models Market Results ,[object Object],[object Object],[object Object],[object Object],[object Object],Success  Requirements Bacardi Strategy Asia Whisky Opportunity Assessment ,[object Object],[object Object],[object Object],[object Object],[object Object],Bacardi Strategy  Overlap Determine Whether to Proceed Further Execute Will whisky help to build Bacardi rum globally? Are there  opportunities for whisky in the rest of the world? Yes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Process Map
Option … … … 1 2 3
Option 1 2 3 4 … … … …
Option quit develope
Penetration
Pie chart Chart Title Label % Label % Label % Label % Label % Series 1 Series 2 Series 3 Chart Title Label % Label % Label % Label % Label % 100%=XXXX 100%=XXXX Header Header
Pie chart Chart Title Label % Label % Label % Label % Label % Series 1 Series 2 Series 3 ,[object Object],[object Object],[object Object],100%=XXXX Header
Pie chart Chart Title Label % Label % Label % Label % Label % Chart Title Label % Label % Label % Label % Series 1 Series 2 Series 3 Chart Title Label % Label % Label % Label % Label % Chart Title Label % Label % Label % Label % 100%=XXXX 100%=XXXX 100%=XXXX 100%=XXXX
Plus/minus ,[object Object],... ,[object Object],...
Plus/minus ,[object Object],... ,[object Object],... ,[object Object],[object Object]
Plus/minus ,[object Object],... ,[object Object],... + –
Plus/minus ,[object Object],[object Object]
Plus/minus
Plus/minus ,[object Object],[object Object],…
Portfolio + – – +
Portfolio ++ + – – + ++
Pressure
Pressure
Pressure
Prioritization Prioritization
Process … … … … … …
Process … … … … … … … … … 1 2 3 4 1 2 3 4 5
Process – decrease … ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object],1 2 3 4 5
Process – increase … ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object],1 2 3 4 5
Progress
Project Phase I ,[object Object],Phase II ,[object Object],Phase III ,[object Object]
Project …  weeks …  weeks … … Phase I Phase II ,[object Object],[object Object],[object Object],… … 4 3 1 2 ,[object Object]
Project procedure Phases Time required Project features ... ... Phase I ... Phase II ... ... ... Phase III ... … weeks … weeks … weeks ,[object Object],[object Object],[object Object],[object Object],1 2 3 4
Puzzle
Puzzle (for color presentations)
Puzzle 3 parts 1 2 3 To apply color, ungroup the object,  then regroup it  afterwards =
Redesign (Cube) Redesign does not mean: But: Solving individual problems Creating a comprehensive solution
Redesign "Shot gun" "Marksman" "Automatic pistol" ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Target solution Actual situation
Resistance ... ...
Restructuring ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Restructuring does not mean ... But ...
Rethink
Separation ,[object Object],[object Object],[object Object]
Separation ... ,[object Object],... ...
Separation ,[object Object],[object Object],[object Object],… ... ...
Spinning off parts of a company
Storyboard … ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object]
Storyboard … ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object],… ,[object Object]
Strengths/weaknesses ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Today Tomorrow
Table
Table
Table
Table ,[object Object],[object Object],[object Object],[object Object],[object Object]
Table ,[object Object],[object Object],[object Object],[object Object],[object Object]
Table
Target (1 factor) ,[object Object]
Target (2 factors) ,[object Object],[object Object],[object Object],[object Object]
Target (3 factors) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Team organization ... Client RittenHouse ,[object Object],[object Object],[object Object],[object Object],... Client RittenHouse ,[object Object],[object Object],[object Object],[object Object],... ... ... ... ,[object Object],[object Object],[object Object],[object Object]
Text blocks (2) ,[object Object],... ,[object Object],...
Text blocks (3) ,[object Object],... ,[object Object],... ,[object Object],...
Text blocks (4) ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object],...
Text blocks (5) ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object],...
Text blocks (2) ... ,[object Object],... ,[object Object]
Text blocks (3) ... ,[object Object],... ,[object Object],... ,[object Object]
Text blocks (4) ... ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object]
Text blocks (5) ... ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object],... ,[object Object]
Text blocks (2 + 3) ,[object Object],[object Object],... ... ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Text blocks (3 + 3) ... ... ... ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Text blocks (3 + 4) ,[object Object],[object Object],[object Object],... ... ... ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],... ,[object Object],[object Object],[object Object]
Text in box ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Box title Box title Box title
Text in box ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Box title Box title Box title Box title
Text in box ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Box title Box title Box title Box title
Text in box ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Phase I Phase Name (Title Case) Phase II Phase Name Box title Box title Box title Box title
Timetable Wk Month ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... Issues
Value-added chain Supplier Customer Development Production Sales Distribution Company
Vision Vision
Waste of resources – problem ,[object Object],[object Object],[object Object],[object Object]
Waste of resources – solution ,[object Object],[object Object],[object Object],[object Object]
 
China is a market of great potential for Geberit Favorable macro-economic environment RB&P expects a sales revenue of more than 150 million for Geberit China by year 2005 1): Economist Intelligence Unit ,[object Object],Product concept & standard ,[object Object],[object Object],[object Object],[object Object],Promising market for concealed cistern Encouraging market potential for piping products ,[object Object]
As a short-term cash-cow, more public products are expected to be sole in contributing to the early break even ,[object Object],[object Object],[object Object],[object Object],[object Object],Short-term sales-up potential ,[object Object],[object Object],Source: Geberit, RB&P analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Long-term prospect
Booz-Ball tables should be clean and organized, all of the same color, and individual circles should not be too large Breadth and Depth of Functionality Strength of Architecture Ability to Support Ease of Implementation Overall Strength  of Solution ACNielsen Information Resources, Inc. Kenosia Interactive Edge Demantra Mercari RW3 Tech Graph Title, Time Period Subtitle High Low Key:
Stacked bar graph 21 35 40 84 54 Axis Title Axis Title Source: What’s the source? Title, Time Period Subtitle
100% stacked bar graph Axis Title Axis Title Source: What’s the source? Title, Time Period Subtitle Column 1 Column 2 Column 3 Column 4 Column 5 Key
Stacked column graph 21 35 40 84 54 CAGR 1995-1999 Total  xx% Axis Label Axis Label Dataset 5  xx% Dataset 4  xx% Dataset 3  xx% Dataset 2  xx% Dataset 1 xx% Source: What’s the source? Title, Time Period Subtitle
100% stacked column graph Axis Label Axis Label CAGR 1995-1999 Dataset 5  xx% Dataset 4  xx% Dataset 3  xx% Dataset 2  xx% Dataset 1 xx% Source: What’s the source? Title, Time Period Subtitle
Waterfall chart, double step Axis Title Axis Title Title, Time Period Subtitle Dataset 1 Dataset 2 Source: What’s the source?
Tornado chart:  back-to-back bar graphs Axis Title Category A Category B Category C Category D Category F Axis Title Category E Source: What’s the source? Title, Time Period Subtitle
Tornado chart:  horizontal stacked chart Axis Title Category A Category B Category C Category D Category E Category F Category G Category H Source: What’s the source? Title, Time Period Subtitle
Combination line and column graph: dual-axis Axis Title Axis Title Dataset 1 Dataset 2 Axis Title Source: What’s the source? Title, Time Period Subtitle
Area graph: data labels inside Axis Label Axis Label Source: What’s the source? Title, Time Period Subtitle
Pie graph: labels on outside Title, Time Period Total = xx million Source: What’s the source? Order the pieces from largest to smallest, unless some other order is logically more appropriate. In general, the angle of the first slice should be set to zero degrees.
Gantt chart/timeline diagram Initial Project Timeline (In Weeks) Activities 1 2 3 4 5 6 7 8 Refine Approach Develop Hypotheses Conduct Marketscape Scans Interviews & Internal Assessment Identify Business Model Opportunities Develop Opportunity Profiles Develop Path Forward Key Milestones
Timeline ,[object Object],[object Object],[object Object],[object Object],[object Object],1998 1999 2000 2001 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],2002 Chart Title If Company leverages profits to enter new markets, it could emerge as an industry leader by 2002.
Porter’s five forces Threat of New Entrants Threat of Substitutes Bargaining Power of Suppliers Bargaining Power of Buyers Industry Rivalry
Three interlocking circles Label 1 Label 2 Label 3 Label A Label B Label  C  Note: You can check “Semi-transparent” in the “More Fill Colors” dialog box to create the overlapping color effect (used on the Label A, B, C section).
Four-piece puzzle (assembled)
Focusing on revenue/profitability oriented business models have significant implications for supply chain design ,[object Object],[object Object],[object Object],[object Object],Traditional Supply Chain Designs Supply Chain Design Innovations ,[object Object],[object Object],[object Object],[object Object]
Our Evolutionary Masters have deftly managed supply chain complexity and relationships over the last decade… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Ability to Manage Supply Chain Relationships Integration Collaboration Synchronization Value Creator Positioning Functional Complexity Enterprise Complexity Value Chain Network Complexity Ability to Manage Supply Chain Complexity = B2B web based world
We believe that success in the new economy lies in a seamless combination of capabilities across the extended supply chain The Supply Chain Continuum Relationships along the Supply Chain Scope of Impact Increasing Capabilities, Increasing Benefits Within Business Activities Traditional Optimization Integration Integrated Step 1: Integrate  functions of the existing supply chain Between Business Functions With Customers & Suppliers Collaboration Collaborative Step 2: Improve  collaboration  and control with vendors, customers Across Alliance Partners Synchronization eSynchronization Step 3: Virtually Synchronize  the supply chain across players into one logical enterprise Web-Based Entrants Leader in the New Economy
Our vision of winning new business models in supply chain leverage the emerging exchange space, integrated with innovative supply chain planning and execution capabilities Procurement Supply Chain Planning 3rd Party Partners/Alliances/ Ventures eFulfillment Collaborative Manufacturing eCRM Virtual Synchronization eSupport Service/ Support/ Maintenance Material/procurement exchanges/auctions IP/product development exchanges Capability/service exchanges Supply Chain Ecosystem eDesign eCommerce Capabilities
What is a business model, anyway? It’s an organization’s core logic for creating value ,[object Object],[object Object],[object Object],[object Object],[object Object],What are the Company’s Revenue Streams? Operating Revenue What are the Company’s value propositions? Non-Operating Revenue ,[object Object],[object Object],How does the Company manage its finances distinctively?  ,[object Object],[object Object],[object Object],[object Object],[object Object],How does the company make a profit?
Successful business models are driven by two key concepts – revenue and profitability Business Model Design Concepts Design Concepts Think Global; Act Local Customer Revenue and Profitability Customer Service Requirements Channel Asset Leverage Collaborative Value  Creation Revenue/ Profitability Service Global Optima Customer (1) Customer (2) Customer (3)
盖洛普路径 要想影响硬数据 必须管好软数据 由此进入 识别优势 因才适用 优秀经理 敬业员工 忠实顾客 持续发展 实际利润增长 股票增值
SOME ARGUMENT PATTERNS 部 分 逻 辑 论 证 模 式  Success requires X 需 有  X  才 能 成 功  Success requires X 需 要  X  才 能 成 功  You are pursuing X 你 正 朝  X  发 展  You thought X was a problem 你 认 为  X  是 问 题  Performance is not as expected 绩 效 不 如 预 期  You are not equipped to do X 你 无 法 作 到  You are not focusing on X 你 的 重 心 不 在  X Y would be better 但  Y  比 较 有 利  Further investigation shows it Y 但 调 查 显 示  Y  才 是 问 题  Underlying cause is X 问 题 出 在  X Therefore, develop capability for X 因 此 , 建 立 作  X  的 能 力  Therefore, shift focus to X 因 此 , 转 移 重 心 到  X  Therefore, change direction to Y 因 此 , 转 向  Y  前 进  Therefore, shift focus to Y 因 此 , 转 移 重 心 到  Y Therefore, take steps to fix X 因 此 , 设 法 解 决  X
… 以及其它许多非常良好的结果 成本降低 -23% 供货时间减少 -75% 车辆的利用率提高 +15% 可获得性提高 +9% 库存水平降低 -23%
战略规划的基本框架 市场细分 客户需求 关键成功因素 竞争分析 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],细分市场定位 客户定位 价值定位 盈利模式 产品战略 价格战略 渠道战略 促销战略 竞争战略 核心竞争力规划 战略规划
何时采用什么图形? 线图 建议采用图形 时间序列 和多重数据、标准相比较 两组数据的相关性 频率 不同数据的比较 整体的一部分 其他 水泡 水平柱 垂直柱 饼图 要表达的数据和信息
流程:线性 流程 :  圆周式 Text Text Text Text Text Text Text Text Text Text Text Text ,[object Object],[object Object],[object Object],Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
影响因素: 互动 / 相互制约: Text Text Text Text Text Text Text Text Text Text Text Text Text Text Text   Text Text Text Text Text Goal ,[object Object],[object Object],[object Object],[object Object],Text Text Text Text ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
整体 / 部分: Text Text Text Text Text Label A Label B 原因 - 结果: Text Text Text Text Text Text Text Text Text Text Text Text Text Text
矛盾: 障碍 / 阻力: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Text Text Text ,[object Object],[object Object],[object Object],[object Object],Text Text Text Text Text Text Text Text Text
text text text
食用油项目各环节均以项目管理机制运行 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],团队 分工  程序 计划 控制 行业研究 立项报告 尽职调查 投资计划 投资实施
立项报告简介 棉油市场定位 未来有品牌、渠道扩张潜力 竞争策略 行业有空间、有机会 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
投资计划书简介 原料 竞争优势 形成持久的低成本原料控制能力   哪里有原料   原料在谁手里   如何获取   持续 低成本获取 简单介绍计划书    在食用油行业,原料控制能力是 KSF ,”获得了原料,就获得了利润“ 立项报告回答了行业价值问题,投资计划书要回答运营的核心问题--原料 规模生产 单线规模 开工天数 低成本 出油率提高 产品品质稳定 综合消耗下降
德农种业战略规划应用工具实例-购买行为 售前的示范推广和售后的指导栽培服务是目标客户持续购买的关键 ,[object Object],[object Object],[object Object],评估 ,[object Object],[object Object],[object Object],[object Object],购买 ,[object Object],[object Object],[object Object],认知 ,[object Object],[object Object],[object Object],[object Object],售后需求 农户需求满足过程 销售 示范推广 服务
分析框架 关键 步骤: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],成果: ,[object Object],[object Object],[object Object],[object Object],[object Object],1 2 3 4 5 制定实 施计划 企业现状评估 和目标制定 确定机会与最终确定发展战略 确定战略方 案选择标准 找出发展机会并进行初步筛选 制订战略规划的方法——全过程
制定战略规划的第一步是评估企业当前的业务状况,确定企业的远景目标 1 2 3 4 5 分析框架 核心竞争力 业务状况 财务目标与限制条件 ,[object Object],[object Object],[object Object],制定实 施计划 企业评估 和制定目标 确定机会与最终确定发展战略 确定战略方 案选择标准 找出发展机会并进行初步筛选
第二步确定战略方案的选择标准 1 2 3 4 5 分析框架 行业 / 市场 事实分析 企业自身竞争 能力评估 对于企业成功的主要市场影响因素和关键成功因素 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],制定实 施计划 企业评估 和制定目标 确定机会与最终确定发展战略 确定战略方 案选择标准 找出发展机会并进行初步筛选
德农种业战略规划应用工具实例-企业成长曲线 准备期 成长期 高速成长期 成熟发展期 中国种业的领导者 世界种业十强 玉米  2 % 水稻  0.18 % 西甜瓜  2.1 % 00/05 ,公司成立 00/09 ,收购赤峰种业 00/10 ,组建郑隆 01/01 ,收购华西 01/03 ,收购正成、万丰 01/06 ,收购三元 01/09 ,收购武禾 玉米  6.3 % 水稻  5.1 % 西甜瓜  3.2 % 02/09 ,玉米线重组合并,并与华冠科技交易; 玉米  25 % 水稻  30 % ,[object Object],玉米  13.3 % 水稻  17.6 % ,[object Object],[object Object],投资整合阶段 产品经营阶段 品牌经营阶段 经过三个阶段的发展,德农将成为世界种业十强 德农种业战略调整年
国内钾肥市场容量增长很快,其中硫酸钾仅占国内总容量的 11% 国内钾肥实物量使用比例 按照换算养分比较,国内硫酸钾 施用量只占钾肥总量的 5.5% (国际的平均水平为 7% ) 34.6 80.4 147.9 196 234.8 289.6 345.9 400.0 国内钾肥用量的年均增长率为 10.4% 国内钾肥产量的年均增长率为 26.3% 进口 85% 国产 15% 国内钾肥市场增长情况
国内硫酸钾市场容量约 60-75 万吨,近 10 年硫酸钾的国产化率不断升高
以用户中阿公司所在地秦皇岛为准,使用地销售价比较,罗钾运到秦皇岛运费为 280 元 / 每吨 罗钾 青上公司 1060 1550-1650 1550 盐田法 曼海姆法 硭硝法 不同工艺技术的使用地成本 低 32 % 1900 俄罗斯进口硫酸钾到岸成本 美国海岸进口硫酸钾到岸成本 俄罗斯 进口 美国 进口 1600-1650 南风集团山西钾肥公司 (亏损经营) 1480 2000 1405 1089
罗钾项目投资计划及形成的生产规模、销量
形成优质资源、成本优势、规模效益、营销通道四大资源的共生共享 德隆复合肥产业 年销售额: 129 亿元 年利润: 10 亿元 罗布迫钾盐公司 年销售额: 12.2 亿元 年利润: 0.9 亿元 农资超市公司 年销售额: 45.6 亿元 年利润: 1.4 亿元 农资超市项目 德隆 银行 其他股东 复合肥项目 罗钾项目
未来 3 年销售额的增长将主要依靠新购买的品种,预计为 3.4 亿元,占销售额总增长量的 65 %;而依托新品种,营销网络拓展可实现利润贡献 1.9 亿元,占 35 %。 财务目标--玉米 ① ② ③ 万元 如购买新品种不成功,销售额只能维持在 2 亿元左右,而利润只有 2000 万元左右。
德农水稻业务战略规划图示 4  类  客  户  需  求 品种 质量 技术服务 购买便利 ,[object Object],[object Object],[object Object],[object Object],[object Object],5  类  潜  在  机  会 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],13  类  可  采  取  的  行  动 销售额和利润 02 03 04 05
 
市场细分 客户需求 竞争分析 主机业务定位 关键成功因素 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],忠实的客户群 技术领先 竞争力强的成本 包括软件、应用、网络、信息等在内的全面服务能力 ,[object Object],[object Object],[object Object],[object Object],机会 / 问题 ,[object Object],[object Object],[object Object],[object Object],[object Object]
PC 机业务定位 市场细分 客户需求及购买行为 竞争分析 关键成功因素 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],机会 / 问题 ,[object Object],[object Object]
单位: 10 亿美元 销售收入 单位: 10 亿美元 净利润
行业研究 战略规划 并购整合 核心竞争力 战略投资理念 创造股东价值并使之 最大化
战略投资理念-并购整合-汽车及零部件行业整合案例 产业结构升级 火花塞 刹车盘 汽车内饰 变速箱  /  车桥 重型车  汽车金融服务 整车 核心总成 一级配套 二级配套、其他 第四阶段 ( 2003 - 2005 ) 第三阶段 ( 2001 - 2002 ) 第二阶段 ( 1998 - 2000 ) 第一阶段 ( 1993 - 1997 ) 发动机  /  驾驶室 轿车 汽车金融服务 刹车盘 进入新业务 退出业务 活塞销 汽车空调 园林机械 园林机械 越野车 客车 丝网栏杆 丝网栏杆 1.25 亿 15 亿 39 亿 200 亿 销售收入 小型汽车零配件 大型汽车零配件和整车 汽车和服务、国际化 1997 年底 德隆进入
Understanding buyer values helps prove or disprove current hypotheses as well as generate strategy solutions. Identify Buyer Value Segments Situation Assessment Hypothesis List Development Survey Collection Data Coding  and Utility Calculation Instrument  Design and  Testing Sample Quota Design and  List Pull Data Analysis Market  Research & Visioning Conceptual Design Detailed Design & Pilot Implementation (phased) Systems Development/ Enhancement Field Administration Preparation
Organizational beliefs and strategy alternatives identified in the situation assessment are translated into hypotheses for testing. Situation Assessment Hypothesis List Development Survey Collection Data Coding  and Utility Calculation Instrument  Design and  Testing Field Administration Preparation Sample Quota Design and  List Pull Data Analysis
Identifying Buyer Value-Based segments creates the foundation for creating the distribution channel strategy and design. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],iterative Plan Implementation Develop Detailed Strategy Design Develop Conceptual  Strategy Design Understand Value Propositions Customer Migration Strategy
Value based segment strategies can produce incremental revenues of $700 million and reduce costs up to $150 million. Identify Buyer Value Segments - Quantifiable Benefits -  These cost savings will be offset by the $52 million increase in central delivery unit costs... By 1999, even after absorbing significant implementation/infrastructure costs, project can contribute over $700 million pre-tax annually . . . $493 $670 $309 The shareholder value effect can be significant. Year Branch and City Administration annual operating costs will be reduced by nearly $200 million . . . $MM ILLUSTRATIVE
Its critical to define what factors or “attributes” are important when consumers decide to purchase from one provider versus another. —   Automotive Example  —  A Product is the Sum of its Attributes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
With traditional research, when you ask how important any particular feature is individually, consumers tend to say each is very important. 1 2 3 4 5 6 7 8 9 10 Styling Price Speed Reliability Not at all important Very important
Based on answers to the tradeoff questions, buyer values are calculated and respondents are grouped by “like” values to help identify target segments. High Low High Low . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . —   Buyer Value Segments  — . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Channelists Rate / Speed ,[object Object],[object Object],. . . . . . . . . . . . . . . Speed . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Liquidity / Access . . . . . . . . . . . Performance Price ILLUSTRATIVE Case Study
These groups or segments of consumers not only have different profit potentials... —   Investment Buyer Value  Segments  — % of Market (Consumers) —   Investment Buyer Value  Segments  — % of Market ($) —   Average Investment Balance Per Value Segment  — Source:  Andersen Consulting National Buyer Values Study for Retail Financial Services Consumers Value Segment Channel Rate / Speed Liquidity / Access Sensitive Speed Avg.. Investment Balance $77,725 $92,264 $96,335 $68,212 Case Study Channelists Speed Liquidity / Access  Sensitive 34% Rate / Speed  Sensitive 16% Speed Liquidity / Access  Channel Rate / Speed
In summary, using value based segmentation is a powerful tool to improve a client’s bottom line. $ Creates Revenue Opportunities ,[object Object],[object Object],[object Object],[object Object],[object Object],Identifies Substantial Cost Reduction ,[object Object],[object Object],[object Object],[object Object],Better Positions Relative to Client ’ s Competition ,[object Object],[object Object],[object Object]
Based on Andersen Consulting’s investigation of the target markets, there is identifiable change in buyer preferences from window to split and cabinet air conditioners. --  Product  -- Yesterday Today Future trends Window and split account for the majority of the air conditioners possession before 1996. Split air conditioners  account for the majority of sales.  Cabinets sales begin to increase  and windows share of the market begin to decline (From distributors perspective) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Breakdown of different types of  air conditioners (Before 1996)  Current purchase preferences (1996-1998) Window 48% Split 48% Cabinet 9% Window 26% Split 53% Cabinet 21%
[object Object],[object Object],[object Object],[object Object],[object Object],Over the last three to four years, local air conditioner manufacturers have been able to reposition themselves successfully through combined advances in quality and marketing… Perceived Added Value Price Low Low High High Low Low High High Meidi Kelon Chunlan Gree Perceived Added Value Price National Mitsubishi Sharp Hitachi Chunlan Gree National Mitsubishi Hitachi --  Yesterday  -- --  Today  -- ,[object Object],[object Object],[object Object],[object Object]
Consolidated results for the markets - from a market attractiveness perspective. - i.e. looking at market size, growth, competition, market entry (i.e. distribution opportunity) from a current and future perspective. Entry  Priority High Medium-High Medium Medium - Low Low Market Size Strategic View Distribution  Opportunity Competition Market Growth Source: AC market investigations Beijing Nanjing Hangzhou Jinan Changsha Chongqing
From the sales offices and warehouses established in these several markets, strategic nodes can be established to allow access to nearby markets. Source: AC market investigations High Priority Medium to High Priority Medium Priority Medium to Low Priority  Cities to be covered  Cities Requiring Investigation Year One Beyond Year One Beijing Jinan Nanjing Shanghai Hangzhou Changsha Shenzhen Chongqing Tianjin     ShijiaZhuang (Hebei) Zhengzhou (Henan)    Qingdao  Hefei (Anhui)  Suzhou Chengdu     Shantou    Xiamen Wuhan Xi’an (Shaanxi)    Zhanjiang Guiyang   Kunming
第一阶段中“评估战略目标”的主要任务和项目阶段性成果 项目模块 评估战略目标 主要任务 ,[object Object],[object Object],[object Object],[object Object],项目阶段性成果 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],制定实施计划 分析测算结果 论证扩展模式 设计整合方案 建立财务模型 评估战略目标 确定协同效益 项目启动 第一阶段 第二阶段 第三阶段
自 1998 年成立以来, XX 股份取得了迅猛的业务发展,目前已成为中国西北地区建材行业的龙头企业之一 单位: ( 百万元 ) 最近三年的业绩迅猛增长 来源: X 省 XX 水泥股份有限公司 2000 年年报 基本事实 ,[object Object],[object Object],[object Object]
但我国水泥行业极度分散,竞争的地域特征浓厚;低标号水泥产能过剩,地方保护主义,以及不正当竞争,导致大多水泥企业连年亏损 进入壁垒 – 低(中) 行业内竞争 –  激烈并呈现强烈的地域特色 替代威胁 – 低 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],供应商力量 – 低 客户力量 – 高
在并购的整个过程中都有导致失败的因素 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],失败的主要原因 大多数的合并
许多的整合任务必须按重要性排序 两个价值链的整合 产品组合 和组织 获得最佳结果的努力 影响和紧急性 战略评估系统 信息系统 调整销售组织和经销商网络 低 低 高 高 共享服务 新公司的 业务流程 生产的优化 汇报的结构 供货链 / 物流 战略采购 新产品开发 管理费用降低 最佳增长方案 ,[object Object],[object Object],[object Object],[object Object],[object Object],主要问题 整合任务重要性排序 示意
近年来的兼并收购,已形成一些有区域性影响力的水泥集团 中国有影响力的 大型水泥企业举例 屯河集团 吉林亚泰 华新水泥 福建水泥 四川金顶 狮头股份 湖南韶峰 济南山水 祁连山 海螺集团 渤海集团 西水股份 117 江西 江西水泥 143 湖南 湖南韶峰 220 X 省 屯河集团 150 吉林 吉林亚泰 195 福建 福建水泥 350 湖北 华新水泥 71 甘肃 祁连山 150 山西 狮头股份 100 内蒙 西水股份 350 四川 四川金顶 590 安徽 海螺集团 年产量 ( 万吨 ) 地区 名称
标杆分析和最佳实践分析可以帮助揭示可行的有吸引力的 CRM 机会 … 举例 : 保时捷的 CRM 相关内容 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: Roland Berger & Partners
可转移的最佳实践也可来自于非自动的标杆目标 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],整体的 CRM 方案 ,[object Object],[object Object],[object Object],Source: Roland Berger & Partners
航空业在客户维持项目(包括为细分市场提供个性化服务)的开发方面竞相提高 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],通用信息 产品 / 服务的范围与合作者 个性化的互联网服务 成功 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: Roland Berger & Partners
可以最大限度的运用由特殊工具支持的接触点分析和对 CRM 运行的初步评估结果 工具支持的细分客户接触点分析 交易 渠道 互联网 呼叫中心 销售团队 物流服务 售前 销售 售后 细分客户  A 细分客户  B 细分客户  C 接触点工具 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],其他 Source: Roland Berger & Partners
现存的 CRM 系统应该根据其与整体 CRM 战略集成的潜在可能性进行评估 生命周期管理 信息和客户抱怨管理 客户服务概念 市场细分计划 Source: Roland Berger & Partners 缺乏战略性向导和过程定位 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],项目举例:优秀的 OEM 的现有 CRM 系统的分析
远景将对客户关系的未来定位进行定义 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],2005 年的客户维持远景 : “ 拥有全体客户” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Personalized offer Source: Roland Berger & Partners ,[object Object],[object Object],举例
目标系统的评估允许对明确的层级命令进行定义 … . CRM 战略的目标系统 (1) Source: Roland Berger & Partners 举例 提高股东价值 提高利润率 维持增长 整体 概述 运营 基于产品
…  这将转为评估业务选择的第一阶段所需的记分卡 CRM 战略的目标系统 (2) 阶段  1 目标 重要性 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],0,5 0,2 0,05 0,1 0,3 0,15 0,1 评估业务选择 阶段  2 阶段  3 监控 … 实施里程表 从选出的业务选择中得出绩效目标 Source: Roland Berger & Partners 绩效测度 … 今天 … 目标 … 时间 … 举例
各个目标的重要性应该根据其相关性进行交互式定义 项目举例:电子商务战略的目标系统 提高股东价值 提高收益率 (31%) 强化品牌 (35%) 提高渠道管理 (34%) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: Roland Berger & Partners 举例
在实际的潜在性估计期间,必须预先加入客户战略开发的部分 客户细分的潜在性估计 [ 基于商业计划 ] 产品 / 服务线 Segment A B C D 实际产品 / 服务线 提到的产品 / 服务线 N 需要关注的细分市场 交易 Channels 互联网 呼叫中心 销售团队 物流服务 售前 销售 售后 预期销售 ( 采用 CRM 获得最佳结果 ) 成本 实际的 CRM 潜能 估计细分的潜在性 确认需要关注的细分市场  估计 CRM 成本 其他 ,[object Object],[object Object],[object Object],Source: Roland Berger & Partners 产品 / 服务线 细分 A B C D 自己的 产品 / 服务线 提到的产品 / 服务线 N
针对个人的客户对话概念可以在 6 周内完成 周 工作 1 2 3 4 5 6 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Source: Roland Berger & Partners „ 针对个人的客户对话“的工作时间表
CRM 业务模型可以通过现有的和新的产品和服务定义 新的业务模型 当前的产品服务 针对个人 的对话 个性化 的提供 客户维持 1 2 3 灵活的订单处理 服务提醒 精确的奖励卡 Source: Roland Berger & Partners
在最优战略意义和吸引力的领域开发业务选择 Source: Roland Berger & Partners ,[object Object],[object Object],…  间接的客户获得 期望从变革得到的影响 变革的努力 不需要大量时间和资源 只需要大量的时间或者资源之一 既需要大量的时间又需要大量的资源 演变 改革 变革 前台 ,[object Object],1 2 3 举例
开发的业务选择应该根据目标系统进行定性的评估 业务选择的定性评估 产品导向的时事通讯 … 没有合作者的生命 周期导向的时事通讯 业务选择 重要性 标准 ,[object Object],0.3 总计 Source: Roland Berger & Partners ,[object Object],0.2 ,[object Object],0.2 ,[object Object],0.25 + o + o o ++ o ++ 举例
根据目标系统的评估能确保所有项目模块的严格的优先排序 提高利润率 强化品牌 提高渠道管理 正面影响 没有影响 销售提升 投资收益率 降低渠道成本 计划提升 客户维持   客户获得 品牌贡献 网站忠诚度 与品牌战略的匹配 客户数据 / 预期的控制 服务质量 集团一致性的提供 3 大竞争产品 进入市场的速度 避免销售失败 E-fleet  ordering On-line service appointments 优先权 1 优先权 2 根据目标系统对 B2B 选择的评估 总计 11.5 Flexible fleet 9 On-line test  drive booking 9.5 9 Source: Roland Berger & Partners 项目举例
客户数据服务允许高质量的分析数据并极大降低数据维持工作 Source: Roland Berger & Partners 客户数据模型 通过客户数据模型创造价值 高质量的数据分析 降低数据维持工作 CRM 系统 国家 A CRM 系统 国家 B CRM 系统 国家 C 适应不同国家的数据 CRM 处理的基础 ,[object Object],项目举例
成功的客户维持项目需要运用智能卡(   smartcards ) Source: Roland Berger & Partners 内容 过程 / 职能 IT 基础结构 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Susan Sample Gold member 6653 1239 3976
汉莎航空公司的  “ Miles&More” 就是一个全面的、非常成功的客户维持项目 客户细分 客户维持项目 系统 合作 Source: Roland Berger & Partners ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],标杆
CRM 是营销和销售中的关键流程 为接受所有产品 / 服务的客户创造最大价值 市值最大化 零缺陷配送 提高忠诚度 / 获得目标客户 在需求满足最大化条件下使流程时间最小化 品牌管理 产品 / 服务生命周期管理 客户关系管理 销售计划 / 控制与“订单配送” 服务 ET/ 附件 ... ,[object Object],[object Object],新的 / 已有媒介 销售+服务 ,[object Object],[object Object],[object Object],Source: Roland Berger & Partners 项目举例
基于不同前景的商业计划都应该包括收入、边际提高、成本和投资效率的说明 商业计划 一般状况 最差状况 最好状况 现金流 D M (百万) 2001 2002 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],总的现金指出 现金流 2000 2001 … Source: Roland Berger & Partners 2000 举例
成本效应和投资应该详细进行记录 ,[object Object],摘录 参数 Q 1/00 Q 2/00 Q 3/00 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],详细计划   投资, IT ,营销,运作 ... Source : Roland Berger & Partners
每个业务模型的实施都需要完成 7 个内外部的任务 项目管理 / 控制 外部服务供应商的管理 外部任务的管理 内容管理 IT 计划实施 营销计划和实施 运营支持 / 热线 选择 / 管理内容合作伙伴 选择实施的合作伙伴 业务模型   A  业务模型   B  Source: Roland Berger & Partners 1 3 2 4 6 系统集成的管理 7 5
e-partnering 是罗兰贝格提供给你电子商务方面的一个有效的合作管理的框架 ,[object Object],定义 e-partnering 是电子商务 领域有效管理合作者和 合作过程的框架 合作者的材料 企业信息 名称 : 行业 : 联系人 : 企业信息 名称 : 行业 : 联系人 : 战略合作者 运营合作者 合作者的管理过程 评估 筛选 / 选择 指导 集成 process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],1 2 3 4 Source: Roland Berger & Partners
罗兰贝格已经在相关领域成功的完成许多项目 部分客户 部分项目 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],不一一对应 Source: Roland Berger & Partners
强大的内部团队和外边合作为客户提供一步解决的方案 举例 : Joint acquisition with CC InfoCom and Lisbon office ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],持续的 客户关系 3 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],产生 / 记录 客户数据 2 1 确认 与客户的 最初接触 0
根据技术专长、电子商务经验和商业观点, InfoCom 能力中心为 CRM 和电子商务项目提供绝对的支持 特殊企业的成功的 CRM 和 / 或电子商务项目 ,[object Object]
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)
我常用的Ppt工具(综合版)

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我常用的Ppt工具(综合版)

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  • 7. Project name or document title (max. two lines) – Type of document – Client name (max. two lines) Location, date of presentation (month day, year) Project name or document title | Date (month day, year)
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  • 9. A. Chapter page (after chapter point: 4 "space bars")
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  • 13. Against the tide/with the tide Against the tide With the tide ... ... ... ... ... ...
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  • 19. Change of direction Moment of directional change
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  • 21. Circulation (2 factors) …………… …………… ……………
  • 22. Circulation (3 factors) …………… …………… …………… ……………
  • 23. Circulation (4 factors) …………… …………… …………… …………… ……………
  • 24. Circulation (5 factors) …………… …………… …………… …………… …………… ……………
  • 25. Circulation (6 factors) …………… …………… …………… …………… …………… …………… ……………
  • 26. Circulation (7 factors) …………… …………… …………… …………… …………… …………… …………… ……………
  • 27. Circulation (8 factors) …………… …………… …………… …………… …………… …………… …………… …………… ……………
  • 28. Client types ” Unsure" ” Hesitant" ” Successful" ” Hopeless" ” Drowning" ” Struggling" Ensure survival in short term Restructuring or search for partners Actively initiate structural change Growing and positioning project Secure future Strategy project Startout toward the future Specific imple-mentation project Client type Need Project type $
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  • 31. Columns and tables Category 1 Category 2 Category 3 Category 1 Category 2 Category 3 Category 1 Category 2 Category 3 Category 1 Category 2 Category 3
  • 32. Columns and tables Column Title 1 Item Item Item Item Item Item Item Item Item Column Title 1 Column Title 1 Column Title 1 Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number Number
  • 33. Column chart Graph Title Unit CAGR ??%
  • 34. Column chart Graph Title Unit CAGR ??% Top Level Label Top Level Label 0 100 200 300 400 500 600 Optional
  • 35. Column chart Graph Title CAGR ??% You can put your points here in the header of the box
  • 36. Column chart Graph Title Graph Title Unit Unit Header Header
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  • 39. Column chart You can put your points here like conclusion Unit CAGR ??%
  • 40. Column chart Category 4 Category 3 Category 2 Category 1 Column 1 000 000 000 000 000 Graph Title Category 5 000 Total Series 1 Column 2 000 000 000 000 000 000 Series 2 Series 1 Series 2 Unit 000 000 000 000 000 000 000 000 000 000 000 000 000 000 000 0 X,000 X,000 X,000 X,000 X,000 X,000 Label Label Label 000 000 000
  • 41. Column chart Sub Title Sub Title Sub Title 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label 000 000 000 000 000 000 000 000 000 Label Label Label Sub Title Sub Title Sub Title Series 1 Series 2 Series 3 Dash Line
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  • 52. Consequences … … … … … … 1 2 3 4 5 6
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  • 56. Cost breakdown chart Value Value Value Value Value Value Unit Gross Margin Cost Component (%) Component (%) Component (%) Component (%) Component (%) Component (%)
  • 60. Dice
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  • 63. Factors (3) … … … …
  • 65. Factors (3) … … …
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  • 70. Factors (6) … … … … … … …
  • 71. Factors (6) … … … … … … …
  • 72. Factors (8) … … … … … … … … …
  • 73. Factors (4) … … … … …
  • 74. Factors (5) … … … … … …
  • 75. Factors (6) … … … … … … …
  • 76. Factors (4) … Success factors … … … …
  • 77. Factors (5) … … … … … Success factors …
  • 78. Factors (6) Success factors … … … … … … …
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  • 97. Impact ... ... ... ... ... ... ...
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  • 107. Matrix … … … … …
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  • 110. Matrix Label Label Label Label Dimension II Content Dimension I Label Label Content Content Content Content
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  • 113. Measures plan – planned individual steps Measure: ... No. As of: … 1. ... Individual steps Responsible Support Form of result Start Dura- tion Dead- line Pro- ject Com-pleted ... ... ... ... ... ... ... ...
  • 114.
  • 115. Moon chart Bar Ball Bar Arrow 1 1
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  • 123. Organizational and flow chart Text Text Text Text Text Text Text Text Text Text Text Text
  • 124. Organizational and flow chart Pantene Jiehua New Brand Rejoice Head & Shoulders Ulan Whisper Ariel Tide JV Brands Crest Professional Marketing Safeguard Zest Camay Assistant Brand Manager, 2-5 per Brand Media & Commercial Production Marketing Manager Dimitri Panayatapolous School Program Group Nurses for School Program Randall Beard Marketing Director Rene Co Marketing Director Ken Doi Marketing Director Robin Oxendine Marketing Manager Peter Foyston Marketing Manager Laundry Haircare Toothpaste/Soap Skincare/Paper Vacant General Manager Brad Casper General Manager* Vacant General Manager Virginia Lee Vice President* Marketing Organization
  • 125.
  • 126. Option … … … 1 2 3
  • 127. Option 1 2 3 4 … … … …
  • 130. Pie chart Chart Title Label % Label % Label % Label % Label % Series 1 Series 2 Series 3 Chart Title Label % Label % Label % Label % Label % 100%=XXXX 100%=XXXX Header Header
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  • 132. Pie chart Chart Title Label % Label % Label % Label % Label % Chart Title Label % Label % Label % Label % Series 1 Series 2 Series 3 Chart Title Label % Label % Label % Label % Label % Chart Title Label % Label % Label % Label % 100%=XXXX 100%=XXXX 100%=XXXX 100%=XXXX
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  • 139. Portfolio + – – +
  • 140. Portfolio ++ + – – + ++
  • 145. Process … … … … … …
  • 146. Process … … … … … … … … … 1 2 3 4 1 2 3 4 5
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  • 153. Puzzle
  • 154. Puzzle (for color presentations)
  • 155. Puzzle 3 parts 1 2 3 To apply color, ungroup the object, then regroup it afterwards =
  • 156. Redesign (Cube) Redesign does not mean: But: Solving individual problems Creating a comprehensive solution
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  • 164. Spinning off parts of a company
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  • 193. Timetable Wk Month ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... ... Issues
  • 194. Value-added chain Supplier Customer Development Production Sales Distribution Company
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  • 199.
  • 200.
  • 201. Booz-Ball tables should be clean and organized, all of the same color, and individual circles should not be too large Breadth and Depth of Functionality Strength of Architecture Ability to Support Ease of Implementation Overall Strength of Solution ACNielsen Information Resources, Inc. Kenosia Interactive Edge Demantra Mercari RW3 Tech Graph Title, Time Period Subtitle High Low Key:
  • 202. Stacked bar graph 21 35 40 84 54 Axis Title Axis Title Source: What’s the source? Title, Time Period Subtitle
  • 203. 100% stacked bar graph Axis Title Axis Title Source: What’s the source? Title, Time Period Subtitle Column 1 Column 2 Column 3 Column 4 Column 5 Key
  • 204. Stacked column graph 21 35 40 84 54 CAGR 1995-1999 Total xx% Axis Label Axis Label Dataset 5 xx% Dataset 4 xx% Dataset 3 xx% Dataset 2 xx% Dataset 1 xx% Source: What’s the source? Title, Time Period Subtitle
  • 205. 100% stacked column graph Axis Label Axis Label CAGR 1995-1999 Dataset 5 xx% Dataset 4 xx% Dataset 3 xx% Dataset 2 xx% Dataset 1 xx% Source: What’s the source? Title, Time Period Subtitle
  • 206. Waterfall chart, double step Axis Title Axis Title Title, Time Period Subtitle Dataset 1 Dataset 2 Source: What’s the source?
  • 207. Tornado chart: back-to-back bar graphs Axis Title Category A Category B Category C Category D Category F Axis Title Category E Source: What’s the source? Title, Time Period Subtitle
  • 208. Tornado chart: horizontal stacked chart Axis Title Category A Category B Category C Category D Category E Category F Category G Category H Source: What’s the source? Title, Time Period Subtitle
  • 209. Combination line and column graph: dual-axis Axis Title Axis Title Dataset 1 Dataset 2 Axis Title Source: What’s the source? Title, Time Period Subtitle
  • 210. Area graph: data labels inside Axis Label Axis Label Source: What’s the source? Title, Time Period Subtitle
  • 211. Pie graph: labels on outside Title, Time Period Total = xx million Source: What’s the source? Order the pieces from largest to smallest, unless some other order is logically more appropriate. In general, the angle of the first slice should be set to zero degrees.
  • 212. Gantt chart/timeline diagram Initial Project Timeline (In Weeks) Activities 1 2 3 4 5 6 7 8 Refine Approach Develop Hypotheses Conduct Marketscape Scans Interviews & Internal Assessment Identify Business Model Opportunities Develop Opportunity Profiles Develop Path Forward Key Milestones
  • 213.
  • 214. Porter’s five forces Threat of New Entrants Threat of Substitutes Bargaining Power of Suppliers Bargaining Power of Buyers Industry Rivalry
  • 215. Three interlocking circles Label 1 Label 2 Label 3 Label A Label B Label C Note: You can check “Semi-transparent” in the “More Fill Colors” dialog box to create the overlapping color effect (used on the Label A, B, C section).
  • 217.
  • 218.
  • 219. We believe that success in the new economy lies in a seamless combination of capabilities across the extended supply chain The Supply Chain Continuum Relationships along the Supply Chain Scope of Impact Increasing Capabilities, Increasing Benefits Within Business Activities Traditional Optimization Integration Integrated Step 1: Integrate functions of the existing supply chain Between Business Functions With Customers & Suppliers Collaboration Collaborative Step 2: Improve collaboration and control with vendors, customers Across Alliance Partners Synchronization eSynchronization Step 3: Virtually Synchronize the supply chain across players into one logical enterprise Web-Based Entrants Leader in the New Economy
  • 220. Our vision of winning new business models in supply chain leverage the emerging exchange space, integrated with innovative supply chain planning and execution capabilities Procurement Supply Chain Planning 3rd Party Partners/Alliances/ Ventures eFulfillment Collaborative Manufacturing eCRM Virtual Synchronization eSupport Service/ Support/ Maintenance Material/procurement exchanges/auctions IP/product development exchanges Capability/service exchanges Supply Chain Ecosystem eDesign eCommerce Capabilities
  • 221.
  • 222. Successful business models are driven by two key concepts – revenue and profitability Business Model Design Concepts Design Concepts Think Global; Act Local Customer Revenue and Profitability Customer Service Requirements Channel Asset Leverage Collaborative Value Creation Revenue/ Profitability Service Global Optima Customer (1) Customer (2) Customer (3)
  • 223. 盖洛普路径 要想影响硬数据 必须管好软数据 由此进入 识别优势 因才适用 优秀经理 敬业员工 忠实顾客 持续发展 实际利润增长 股票增值
  • 224. SOME ARGUMENT PATTERNS 部 分 逻 辑 论 证 模 式 Success requires X 需 有 X 才 能 成 功 Success requires X 需 要 X 才 能 成 功 You are pursuing X 你 正 朝 X 发 展 You thought X was a problem 你 认 为 X 是 问 题 Performance is not as expected 绩 效 不 如 预 期 You are not equipped to do X 你 无 法 作 到 You are not focusing on X 你 的 重 心 不 在 X Y would be better 但 Y 比 较 有 利 Further investigation shows it Y 但 调 查 显 示 Y 才 是 问 题 Underlying cause is X 问 题 出 在 X Therefore, develop capability for X 因 此 , 建 立 作 X 的 能 力 Therefore, shift focus to X 因 此 , 转 移 重 心 到 X Therefore, change direction to Y 因 此 , 转 向 Y 前 进 Therefore, shift focus to Y 因 此 , 转 移 重 心 到 Y Therefore, take steps to fix X 因 此 , 设 法 解 决 X
  • 225. … 以及其它许多非常良好的结果 成本降低 -23% 供货时间减少 -75% 车辆的利用率提高 +15% 可获得性提高 +9% 库存水平降低 -23%
  • 226.
  • 227. 何时采用什么图形? 线图 建议采用图形 时间序列 和多重数据、标准相比较 两组数据的相关性 频率 不同数据的比较 整体的一部分 其他 水泡 水平柱 垂直柱 饼图 要表达的数据和信息
  • 228.
  • 229.
  • 230. 整体 / 部分: Text Text Text Text Text Label A Label B 原因 - 结果: Text Text Text Text Text Text Text Text Text Text Text Text Text Text
  • 231.
  • 233.
  • 234.
  • 235. 投资计划书简介 原料 竞争优势 形成持久的低成本原料控制能力   哪里有原料   原料在谁手里   如何获取   持续 低成本获取 简单介绍计划书    在食用油行业,原料控制能力是 KSF ,”获得了原料,就获得了利润“ 立项报告回答了行业价值问题,投资计划书要回答运营的核心问题--原料 规模生产 单线规模 开工天数 低成本 出油率提高 产品品质稳定 综合消耗下降
  • 236.
  • 237.
  • 238.
  • 239.
  • 240.
  • 241. 国内钾肥市场容量增长很快,其中硫酸钾仅占国内总容量的 11% 国内钾肥实物量使用比例 按照换算养分比较,国内硫酸钾 施用量只占钾肥总量的 5.5% (国际的平均水平为 7% ) 34.6 80.4 147.9 196 234.8 289.6 345.9 400.0 国内钾肥用量的年均增长率为 10.4% 国内钾肥产量的年均增长率为 26.3% 进口 85% 国产 15% 国内钾肥市场增长情况
  • 242. 国内硫酸钾市场容量约 60-75 万吨,近 10 年硫酸钾的国产化率不断升高
  • 243. 以用户中阿公司所在地秦皇岛为准,使用地销售价比较,罗钾运到秦皇岛运费为 280 元 / 每吨 罗钾 青上公司 1060 1550-1650 1550 盐田法 曼海姆法 硭硝法 不同工艺技术的使用地成本 低 32 % 1900 俄罗斯进口硫酸钾到岸成本 美国海岸进口硫酸钾到岸成本 俄罗斯 进口 美国 进口 1600-1650 南风集团山西钾肥公司 (亏损经营) 1480 2000 1405 1089
  • 245. 形成优质资源、成本优势、规模效益、营销通道四大资源的共生共享 德隆复合肥产业 年销售额: 129 亿元 年利润: 10 亿元 罗布迫钾盐公司 年销售额: 12.2 亿元 年利润: 0.9 亿元 农资超市公司 年销售额: 45.6 亿元 年利润: 1.4 亿元 农资超市项目 德隆 银行 其他股东 复合肥项目 罗钾项目
  • 246. 未来 3 年销售额的增长将主要依靠新购买的品种,预计为 3.4 亿元,占销售额总增长量的 65 %;而依托新品种,营销网络拓展可实现利润贡献 1.9 亿元,占 35 %。 财务目标--玉米 ① ② ③ 万元 如购买新品种不成功,销售额只能维持在 2 亿元左右,而利润只有 2000 万元左右。
  • 247.
  • 248.  
  • 249.
  • 250.
  • 251. 单位: 10 亿美元 销售收入 单位: 10 亿美元 净利润
  • 252. 行业研究 战略规划 并购整合 核心竞争力 战略投资理念 创造股东价值并使之 最大化
  • 253. 战略投资理念-并购整合-汽车及零部件行业整合案例 产业结构升级 火花塞 刹车盘 汽车内饰 变速箱 / 车桥 重型车 汽车金融服务 整车 核心总成 一级配套 二级配套、其他 第四阶段 ( 2003 - 2005 ) 第三阶段 ( 2001 - 2002 ) 第二阶段 ( 1998 - 2000 ) 第一阶段 ( 1993 - 1997 ) 发动机 / 驾驶室 轿车 汽车金融服务 刹车盘 进入新业务 退出业务 活塞销 汽车空调 园林机械 园林机械 越野车 客车 丝网栏杆 丝网栏杆 1.25 亿 15 亿 39 亿 200 亿 销售收入 小型汽车零配件 大型汽车零配件和整车 汽车和服务、国际化 1997 年底 德隆进入
  • 254. Understanding buyer values helps prove or disprove current hypotheses as well as generate strategy solutions. Identify Buyer Value Segments Situation Assessment Hypothesis List Development Survey Collection Data Coding and Utility Calculation Instrument Design and Testing Sample Quota Design and List Pull Data Analysis Market Research & Visioning Conceptual Design Detailed Design & Pilot Implementation (phased) Systems Development/ Enhancement Field Administration Preparation
  • 255. Organizational beliefs and strategy alternatives identified in the situation assessment are translated into hypotheses for testing. Situation Assessment Hypothesis List Development Survey Collection Data Coding and Utility Calculation Instrument Design and Testing Field Administration Preparation Sample Quota Design and List Pull Data Analysis
  • 256.
  • 257. Value based segment strategies can produce incremental revenues of $700 million and reduce costs up to $150 million. Identify Buyer Value Segments - Quantifiable Benefits - These cost savings will be offset by the $52 million increase in central delivery unit costs... By 1999, even after absorbing significant implementation/infrastructure costs, project can contribute over $700 million pre-tax annually . . . $493 $670 $309 The shareholder value effect can be significant. Year Branch and City Administration annual operating costs will be reduced by nearly $200 million . . . $MM ILLUSTRATIVE
  • 258.
  • 259. With traditional research, when you ask how important any particular feature is individually, consumers tend to say each is very important. 1 2 3 4 5 6 7 8 9 10 Styling Price Speed Reliability Not at all important Very important
  • 260.
  • 261. These groups or segments of consumers not only have different profit potentials... — Investment Buyer Value Segments — % of Market (Consumers) — Investment Buyer Value Segments — % of Market ($) — Average Investment Balance Per Value Segment — Source: Andersen Consulting National Buyer Values Study for Retail Financial Services Consumers Value Segment Channel Rate / Speed Liquidity / Access Sensitive Speed Avg.. Investment Balance $77,725 $92,264 $96,335 $68,212 Case Study Channelists Speed Liquidity / Access Sensitive 34% Rate / Speed Sensitive 16% Speed Liquidity / Access Channel Rate / Speed
  • 262.
  • 263.
  • 264.
  • 265. Consolidated results for the markets - from a market attractiveness perspective. - i.e. looking at market size, growth, competition, market entry (i.e. distribution opportunity) from a current and future perspective. Entry Priority High Medium-High Medium Medium - Low Low Market Size Strategic View Distribution Opportunity Competition Market Growth Source: AC market investigations Beijing Nanjing Hangzhou Jinan Changsha Chongqing
  • 266. From the sales offices and warehouses established in these several markets, strategic nodes can be established to allow access to nearby markets. Source: AC market investigations High Priority Medium to High Priority Medium Priority Medium to Low Priority  Cities to be covered Cities Requiring Investigation Year One Beyond Year One Beijing Jinan Nanjing Shanghai Hangzhou Changsha Shenzhen Chongqing Tianjin   ShijiaZhuang (Hebei) Zhengzhou (Henan)  Qingdao  Hefei (Anhui)  Suzhou Chengdu   Shantou  Xiamen Wuhan Xi’an (Shaanxi)  Zhanjiang Guiyang   Kunming
  • 267.
  • 268.
  • 269.
  • 270.
  • 271.
  • 272. 近年来的兼并收购,已形成一些有区域性影响力的水泥集团 中国有影响力的 大型水泥企业举例 屯河集团 吉林亚泰 华新水泥 福建水泥 四川金顶 狮头股份 湖南韶峰 济南山水 祁连山 海螺集团 渤海集团 西水股份 117 江西 江西水泥 143 湖南 湖南韶峰 220 X 省 屯河集团 150 吉林 吉林亚泰 195 福建 福建水泥 350 湖北 华新水泥 71 甘肃 祁连山 150 山西 狮头股份 100 内蒙 西水股份 350 四川 四川金顶 590 安徽 海螺集团 年产量 ( 万吨 ) 地区 名称
  • 273.
  • 274.
  • 275.
  • 276.
  • 277.
  • 278.
  • 279. 目标系统的评估允许对明确的层级命令进行定义 … . CRM 战略的目标系统 (1) Source: Roland Berger & Partners 举例 提高股东价值 提高利润率 维持增长 整体 概述 运营 基于产品
  • 280.
  • 281.
  • 282.
  • 283.
  • 284. CRM 业务模型可以通过现有的和新的产品和服务定义 新的业务模型 当前的产品服务 针对个人 的对话 个性化 的提供 客户维持 1 2 3 灵活的订单处理 服务提醒 精确的奖励卡 Source: Roland Berger & Partners
  • 285.
  • 286.
  • 287. 根据目标系统的评估能确保所有项目模块的严格的优先排序 提高利润率 强化品牌 提高渠道管理 正面影响 没有影响 销售提升 投资收益率 降低渠道成本 计划提升 客户维持 客户获得 品牌贡献 网站忠诚度 与品牌战略的匹配 客户数据 / 预期的控制 服务质量 集团一致性的提供 3 大竞争产品 进入市场的速度 避免销售失败 E-fleet ordering On-line service appointments 优先权 1 优先权 2 根据目标系统对 B2B 选择的评估 总计 11.5 Flexible fleet 9 On-line test drive booking 9.5 9 Source: Roland Berger & Partners 项目举例
  • 288.
  • 289.
  • 290.
  • 291.
  • 292.
  • 293.
  • 294. 每个业务模型的实施都需要完成 7 个内外部的任务 项目管理 / 控制 外部服务供应商的管理 外部任务的管理 内容管理 IT 计划实施 营销计划和实施 运营支持 / 热线 选择 / 管理内容合作伙伴 选择实施的合作伙伴 业务模型 A 业务模型 B Source: Roland Berger & Partners 1 3 2 4 6 系统集成的管理 7 5
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  • 297.
  • 298.