Just as Chinese classic work, BOOK of THE CHANGES, illustrated that change is permanent, especially, when enterprise face with turbulent and changing environment which makes them seek to be innovative to survive and intimated reform or change process. In order that change process be successful, high officer for many reason to hire consultant to help and insure reform process. But consulting firm hold different view about the deal and define framework of the process which maximizes their profit.
作者： 远景顾问
Business consultant, focus on improving people, process and performance.
也谈变革管理
当今社会竞争日益激烈，新技术手段层出不穷，变革成为企业生存的唯一途径。面对企业自身的复杂关系与利益的分配，企业通常会寻求第三方的协助，共同完成变革从理念到实施的过程。
企业委托三方机构进行变革，通常是企业管理咨询机构重要具有一定的经验与实力，能够帮助企业平稳的进行变革实施，或者具有相当的专业水准，能够提供专业帮助。信任是顾问公司与企业合作的基础，双方从委托范围开始接触，顾问公司形成方案与项目范围目标界定，为双方的合作奠定基础。
How to deal with function leader in change management project
Change management always initiated by higher leaders in organization hierarchy, whose purpose of change is sometimes jeopardize function leaders interests. Work as change management consultant, we have to deal with both high level leader and function leader. Some tacit can keep us free from trouble and makes both satisfied.
Remember and keep in mind who pay bill is most important.
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Emotional Aspect of Change Management
Change management process involves people’s emotion and their attitude and cognition decide effect of the process. How to manage emotion and ensure change process is of vital importance.
A core strategy for building emotional commitment to implementation is to design new ways for people to engage each other. From project start up, consultant should establish a climate of trust and openness. Experience indicates that participants become very excited and engaged while they are working with the reality of their system. Without doubt, if they have been in honest dialogue, they will be likely to generate effective solutions.
Change Management Consulting Project Consideration
Change management consulting is of most difficult assignment business consultant might be faced. For clients, the reason to hire consultant is obvious and want to get assistant in change management process. For business consultant, they get contract and assignment to help client initiate change process. Due to different perspective and motivation, considerations should be held by business consultant.
Change Management Practice in China an overview
For a firm or enterprise to sustain development, change or transformation becomes necessary part of daily management practice. Due to limitation of organization’ ability to initiated change, firms have to turn to outside independent firm to give advice or guideline to insure change process. Chinese firm, running under extreme market pressure, in great demand of change management service. For Chinese consulting firm, often fail to be trusted as change management partner.
How to Reach Economic Buyer
Economic buyer is a person who control budget and take responsibility of whole project. During consulting sale process, especially, proposal process, get to access to economic buy and establish good relationship is of vital importance.
When bidding process begin, there is no chance to get contact with economic buyer. So secret of success is before bidding process. Sometimes, client will invite you to join the bidding and RFP is sent to your office. If you are acquaintance of economic buyer, all thing need to do is just a phone call to get detail information and do initial need research. But during bidding process, in most occasion, economic buyer is invisible and have to be found out.
Reality Be Faced by Chinese Business Consultant
With Chinese economic development and miracle, business consulting began to booming, and business consulting firm mushroomed. As discrepancy between consulting firm and consultant widen, reality faced by Chinese businesses consultant becomes tough.
Chinese business consulting firm hold financial purpose and marketing strategy different from consultant, and work as firm with priority to get revenue and expand market share. For owner of consulting firm, during consulting project, wishing to allocate as litter resource as possible and make company lever interesting maximized.
Consultant and Marketing
Marketing is indispensable of consulting working because of natural of consultancy: consultant have to sale ideas instead of tangible products, have to impact clients and get contracts. Indeed, it is more difficulty that before and during consulting project consultant must be recognized and even trust by client.
Business Consulting Marketing in China
As intangible service, consulting business marketing is of most difficulty in the world. Consulting marketing strategy relies not on 4PS, but on emotional aspect of human natural, on trust and bilateral relationship. The propensity and essence of business consulting marketing laid greatest obstacle for consulting business in China.