在大概十五年前，读MBA的时候，从原来的制药行业改行从事管理咨询，十几年的管理咨询工作，其间无数的客户，艰难的初步沟通，愉快的项目合作，项目收尾结束，甚而至于重复购买其他方向的需求，在为甲方不断提供咨询服务的过程中，顾问得到了什么？是高额的咨询费用的分成，还是大江南北的所谓的免费旅游，其实都不是，而是在项目中逐步沉淀下来的经验，知识和解决客户问题的技能，甚而至于是对管理学的某些领域的独到的见解，这些隐形的东西才是顾问最大的收获。如何将这些东西价值最大化，这个就需要顾问不断的投入精力写作，将隐形知识固化。
分类： 管理咨询
How to negotiate consulting project with non-professionals
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.
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How to hold a meeting with new client
For business consultant, first meeting with a prospective is crucial for business development and survive. However, most consultant, when face with the wining opportunity, due to wrong process or unsuitable tacit, lost chance to do business with new client. Even experienced consultant, if handle inappropriate, will lost the precious chance of both market and contact building.
Why consulting firm needs to dismiss customs?
Customs is most valuable asset for consulting firm. In order to survive, consulting firm strives to enlarge and maintain clients. But not all customs is asset, some of them is liabilities which cost a lot but return little.
For business consulting company, reputation is the most powerful weapon and asset for marketing because that trust on reputation is the base of consulting business. If client frequently complains about service without reason, or even intentionally damages reputation, consulting firm must design strategy to control situation. One of the strategy is simply dismiss trouble making client. Stay away from liabilities, consulting company’s prestige is well preserved.
Get consulting business in three steps
Business and management consulting service is most difficulty to sale and marketing, especially, for inception and newcomer in the industry. For independent consultant, marketing their service is of vital important for survive, without successfully marketing, they will be expel and drive out of the industry. Although marketing business consulting service that indeed is difficulty, there is strategy to get business in just three steps.
Why firms hire consultant
Firm hire business consultant for different reason. At begin of contract, both consulting firm and consultant must find out reason of intervention. If both party misunderstanding, outcomes of cooperation will be disastrous.
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.