Rolandberger Strategy Consultants All Right 2001-2003
Disappointing business results
• Sluggish sales • High operation cost • Increasing loss
4
The project is to develop China market business restructuring strategy
Client
Roland Berger
… …
Rolandberger Strategy Consultants All Right 2001-2003
Roland Berger recommendations
• Buy out Chinese partnership in Shanghai • Merge of Shanghai and Ningbo’s operation • Downsizing and management localization • Market repositioning as a technology provider • Streamline and refocus product portfolio • Strategic distributor business model • Project oriented channel strategy
Project methodologies
Rolandberger Strategy Consultants All Right 2001-2003
2
Project background
Consulting process
Project methodologies
Rolandberger Strategy Consultants All Right 2001-2003
payment terms • Reference of
experience
Client selected consulting firms
Rolandberger Strategy Consultants All Right 2001-2003
Corporate strategy
Organization
• Market positioning • Product strategy • JV partnership
handling
• Corporate structure • Organization capability
Restructuring strategy
Internal analysis
External analysis
Restructuring concept and plan
Implementation support
Rolandberger Strategy Consultants All Right 2001-2003
8
Project proposal and initial presentation are the selling tools for consultants
5
The client was satisfied with the project delivery
3-month project
Steering committee
Client
Roland Berger
Project manager
Client
Roland Berger
Project team
• Channel strategy • Sales and marketing process
• Finance process • Production process • Logistics process
Sales and marketing
Operation process
Rolandberger Strategy Consultants All Right 2001-2003
R
o
l
a
n
d
b
e
r
g
e
r
S
t
r
a
t
e
g
y
C
o
n
s
u
l
At
a n
restructuring
project
–
case
presentation
t
s
A
How l
l R
consulting
works
i
g
h
t
2
00Hanson Chen
1
-
2
0
0
3
1
Project background
Consulting process
3
The client is a leading European sanitary manufacturer
Client’s 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-wide
ClCielienntt iinniititaiatetsed propjreojcetctrreeqquuiriermemenetsnts
Project proposal and presentation to client
• Project content • Project methodology • Project organization • Project schedule • Project fee and
6
Project background
Consulting process
Project methodologies
Rolandberger Strategy Consultants All Right 2001-2003
7
Consulting t acquisition