作者： 远景顾问

Business consulting is a marketing business, and bidding process is foremost important procedure for marketing behavior and survive of consulting firm. Failure in bidding process means failure in business, especially for Chinese business consulting firm, because that state-own company occupy largest portion of consulting business that must goes to bidding process in accordance with regulation. Nevertheless, bidding process for state-own enterprise outsourcing is difficulty and risk taking, and some special consideration must keep in mind during whole process.

继续阅读“Consideration of bidding process arranged by state-own enterprise”

对于管理咨询公司而言，参与投标是必修课程之一。随着国有企业管理的规范化加强，三方服务通常是采用招投标进行采购，而且通常采购价格占到总体权重的60%左右，管理咨询业务也是面临同样的情况。这次投标客户是非常熟悉的，而且才顺利完成了前一个咨询委托，客户及其上级公司对顾问还感到比较满意，投标的标的是我们合作项目的后续项目，由于过于轻视和轻敌，导致投标失败，确实是一次惨痛的投标失败的经验。总结起来，这种类型的投标应该注意以下问题。

继续阅读“一次惨痛的投标失败经历”

From its inception，management consulting is highly specialized, and consultant used to communication with people with same expert. Nevertheless, when need non-professionals to make final decision, and consultant feel at lose to persuade non-professionals, especially boss to accept framework of cooperation. However, tactics about how to negotiate with non-professionals can make the process easy.

继续阅读“How to negotiate consulting project with non-professionals”