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.
作者： 远景顾问
Business consultant, focus on improving people, process and performance.
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.
Chang management contradiction for consultant
Organizations have to be changed in order to fit into outside environment, but feel reluctant to imitate change process for two reasons: first, organizations cannot articulate the purpose and objectivity of change process for internal politics; second, the management tends to avoid confrontation. As change and reorientation process is urgent, and consultant is called in and receives the assignment for pecuniary purpose to initiate change management process.
What consultant can do in a business consulting project
Business consultant by nature of neglect always boast can do everything for client which results in over promising and under deliver and frustrated all involved consulting project.
At beginning of businesses consulting, in order to get contract, consulting firm always promise they can solve client problem and improve client condition for commercial reason but never carefully think about the problem itself.
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How to ran consulting service for state-own enterprise in China
Chinese sate-own enterprise is most complex organization in the world. Its responsibility ranges from Labor Union Administration to Party Affair Management and social accountability. State- own enterprise, especially giant firm, before Chinese reform and open police, is a miniature society whose function including hospital, school, canteen, kindergarten and market place. Due to the complicated salutation, business consulting for state-own firm is full of risk and hardship.
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