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.
分类： 管理咨询
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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How to Get consulting Business of SMEs In China
After Chinese open and reform police, small and medium enterprises mushrooms and grows in dramatically way. However, due to naturel cause of organization and grim macroeconomic condition, the average lifespan of SMES in China is no more than three years. Due to complexity of environment and tightly controlled by regulation, entrepreneurs in China badly need some help from outside think tank.
How to Provide Free Consulting Service
Free consulting service by its nature is disdainful by consultant, for two reasons: first consultant feel that during free consulting service they likely let out core information maybe can earn a lot in future contract business; secondly consultant feel reluctant to waste their time and energy without payment from client which makes them feel devalued. But for the essence of consulting business consultant cannot ran business without free consulting service. Indeed, let alone to initiate meeting and enlarged scope without contract, some time help client to solve specific problem without remuneration.
Paradox about power of work together in consulting project
In management consulting project, consultant and client should work together to solve the problem, as consultant hold no ideas about client and client hold no advantage of necessary skill to solve problem.
But during project, however, client attach more significance to the cultural challenges than consultants do, suggesting that clients remain more sensitive to the impact consultants can have – as outsiders – on internal politics.
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Paradox about consultancy problem solving
Client comes to consultant only when meet with problem they have no idea how to deal with or they occupied no enough resources needed to solve the problem, which becomes sourced of consulting proposal. But the problem that client illustrated varied wildly that make consultant sometimes at a loss.
Paradox about knowledge transfer in consulting
Knowledge transfer in consulting is important, as clients hire consultants because there are skills they need, but lack. So how to get skills and knowledge consultants possessed becomes highly concerned by clients. The ordinary way which to tact this problem is organize a project team to follow and learning from consultant, and also to evaluate the project outcomes.
咨询项目建议书投标失败的评估分析（Lost Proposal Evaluations）
在投入了大量精力编制项目建议书，参与项目招标过程后，最终以失败告终，这时分析why就成为关键的问题，至少可以从经验对你的投入进行弥补。
如果你能够与决策者进行交流，那你就能知道在过程中真正发生了什么，为什么你会失去机会。如果不能直接与决策者进行交流，那么通过第三方关系，尽量找到客户拒绝你的真正原因。同时，你需要对近段时间公司投标的记录进行分析，明确在商务过程究竟做的怎么样，什么地方需要改进，对客户对你的评价进行准确判断。这时问以下的问题，可以帮助自己清理思想。
编写咨询项目建议书的九大步骤
1、进行情景评估（Situation Appraisal）
情景评估通常是简短的，告诉客户你为什么编写项目建议书。这部分的思考让你的项目建议书以对客户的前期交流内容的理解为出发点，编写时对客户问题进行简单的界定，但对问题造成的影响进行有力的描述，要抓住热点问题，客户可能没有意识到的问题，不要将这部分写成客户公司的介绍或客户公司的年报。