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
罗兰贝格咨询项目流程简介
பைடு நூலகம்
External analysis is to obtain in-depth understanding of market environment
Content
• Market potential analysis —Market size —Market structure —Market distribution by geography —Market trend
Method
• Executive interviews • Focus group interviews • Data collection and processing • Process mapping • Qualitative analysis • Quantitative analysis • Brainstorming
interviews • In-field survey • Desk research
– Online research – Statistic yearbook – Industry journal
罗兰贝格咨询项目流程简介
Through various workshops, the solutions were generated, fine-tuned, then finalized
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
罗兰贝格咨询项目流程简介
Consulting process overview
Project acquisition
Internal analysis
External analysis
payment terms • Reference of
experience
罗兰贝格咨询项目流程简介
Restrucutring strategy was formulated after an extensive analysis internally and externally
Project schedule
Project schedule
C项o目n内te容nt
Kick off meeting
Month
Internal analysis
External analysis
Interim presentation
Restructuring concept and plan
Final presentation
– Planning process – Production process – Logistics process – Sales operation – Marketing approaches – Technical supporting process – Cost structure – Personnel capacity
罗兰贝格咨询项目流程简介
Internal analysis is to find out the existing opportunities and problems within the client
Content
• Structure analysis • Strategy mapping • Operational opportunities analysis
Project proposal and presentation to client
Client selected consulting firms
• Project content • Project methodology • Project organization • Project schedule • Project fee and
Corporate strategy
Organization
• Market positioning • Product strategy • JV partnership
handling
• Corporate structure • Organization capability
Restructuring strategy
Project team
1
2
3
4 consultants
3 consultants
罗兰贝格咨询项目流程简介
One-consultant 4-month implementation support was offered to the client afterwards
Content of implementation support
Method
• Project workshop • Brainstorming • Portfolio analysis • Scenario simulation • Sensitivity analysis • Logic chain development • Documentation and presentation
Internal analysis
• Strategy • Organization • Process
• Market • Competition • Trend
External analysis
Strategy formulation
• Strategic focus on core products and core markets
The client was satisfied with the project delivery
… …
3-month project
Steering committee
Client
Roland Berger
Project manager
Client
Roland Berger
Project team
• Leverage synergy • Optimize
organization structure and process
Final recommendation
罗兰贝格咨询项目流程简介
Restrucutring strategy was formulated after an extensive analysis internally and externally
Client
Roland Berger
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
罗兰贝格咨询项目流程简介
The client is a leading European sanitary manufacturer
Client’s operation in China
• Entered China market in 1996 • Had two independent operation
• Strong sales organization • Strong distributor network • Optimum sales process
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
Method
• Industry experts interviews (construction, plumber, sanitary ware)
• Trade channel interviews • Professional architect interviews • Ceramic industry association
Restructuring concept and plan
Implementation support
罗兰贝格咨询项目流程简介
Project proposal and initial presentation are the selling tools for consultants
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罗兰贝格咨询项目流程 简介
2020/12/15
罗兰贝格咨询项目流程简介
Project background
Consulting process
Project methodologies
罗兰贝格咨询项目流程简介
Project background
Consulting process