【正文】 e Customer Advisory Session， Exceptional Service Training etc? 記住， 要確定一些 “立即行動點” (IAPs)。During the first part of the 1st Strategic Planning Session you will be reviewing the business owners personal and business objectives. You will also be looking at the principles on which businesses are valued and how systematisation of the business can increase the value of the business. Please refer to “1st Strategic Planning Session” 37 / 347PowerPoint Presentation.? 要記住， 會議其間不要總是你一個人在講話。Set up the “Profit Possibilities” using the client’s financial data. ? 準備好會議的議程并發(fā)送給所有參加會議的人員請參見 “第一次戰(zhàn)略計劃會議議程” 模本。Don’t fet to ask the client if there is any other information that they think would be useful to you. If possible get the client to send you this information.32 / 347 分析客戶信息Analyse client information ? 第一次戰(zhàn)略計劃會議一定要做非常充分的準備這是一次很重要的會議， 它將為你和客戶的未來合作確定基調。 這一問卷是用來衡量企業(yè)提供優(yōu)質客戶服務方面的表現(xiàn)。Ask the clients to send you any brochures or advertising material that they have.? 你還需要客戶的 3 年財務報表 (盈虧29 / 347表， 資產負債表和現(xiàn)金流量表 )。 請參見 “第一次戰(zhàn)略計劃會議” 準備清單。 請參見 “第一次戰(zhàn)略計劃會議邀請函”Invite the client – use a letter/fax/ to confirm arrangements. Please refer to “1st Strategic Planning Session” Invitation? 向客戶發(fā)出 “ 戰(zhàn)略需求分析問卷”。The 1st Strategic Planning Session will take approximately 34 hours. During this time you will teach the business owners how to analyse the nature of the industry in which they operate and evaluate their petitive positioning within each market. Together you will also review the SNAQ and pile a list of Immediate Action Points.? 這個會議還會給你提供更好地了解你的客戶的機會。 這些工具與” 需完成的任務” 部分相互參照( 用 表示)。The initial stage of any consulting assignment is particularly important. As the consultant you are responsible for the process – it is important to note， that it is almost impossible for you to control the oute. You and your client are embarking on an exciting journey together. During this journey， knowledge will be transferred between both parties the client and the consultant. The process of this information transfer is as valuable as the information itself. 17 / 347各方都要了解自己在這一關系中所扮演的角色你只是咨詢項目的推動人， 而不是客戶業(yè)務的專家! All parties must understand your role in the relationship – you are the facilitator of the program， you are not an expert in your client’s business! 一般來講， 在項目的第一階段， 你要收集關于客戶及其業(yè)務的信息。 作為咨詢顧問， 你所負責的是過程— 這是需要特別引起你注意的，你幾乎不太可能控制結果。 Products– defining the petitive strategy商業(yè)模式結構， 業(yè)務和財務計劃The Business Model – structure， business amp。? 主要學習目標(以? 表示) Key Learning Objectives (denoted by ?)。 每個模塊都由 8 個步驟組成。5. 市場營銷戰(zhàn)略計劃The Strategic Marketing Plan。This guide aims to provide an overview of the 8 Module Business Performance Improvement Program.經(jīng)營業(yè)績改善項目共分為八個模塊:The Business Performance Improvement Program has been split into 8 distinct Modules:1. 了解你的企業(yè)Understanding What Business You Are In。 但是， 在某些情況下， 先提供本項目的部分內容可能更合適， 例如， “客戶咨詢會”， 或 “優(yōu)質服務—爭創(chuàng)第一”的客戶服務培訓。5. 市場營銷戰(zhàn)略計劃The Strategic Marketing Plan。1. 了解你的企業(yè)8 / 347Understanding What Business You Are In。 這些方法不僅可以獲得 “快速取勝” 的效果， 還能夠促進咨詢顧問與客戶之間建立長期的關系這是一種讓咨詢顧問獲得 “受信任的顧問”的地位的關系， 是一種使雙方的知識和資源匯集成一個 “知識和資源庫” 的關系。顧問咨詢指南Consulting Guide本企業(yè)發(fā)展顧問咨詢指南適用于顧問咨詢公司。This guide is designed to provide consultants and other service providers with techniques and methodologies that will enable them to embark on successful consulting engagements with small/medium size enterprises (SMEs).這里提供的資料旨在幫助咨詢顧問公司能夠與中小企業(yè)建立互惠的關系。 普通和 優(yōu)秀 企業(yè)的區(qū)別總是體現(xiàn)在這些小事情之中!The purpose of the program is to improve the performance of the business – both financially and operationally. This will be achieved as a result of the many， many little things that you implement in your business. The difference between and ordinary and extraordinary business always lies in these little things!本項目分為八個模塊The program is split into 8 Modules。4. 員工授權Team Empowerment。 and8. 反饋與持續(xù)改善Feedback and Continuous Improvement.9 / 347我們建議你在按月收取客戶咨詢費的前提上， 全面實施本項目。The program is based on exploring the business， generating and implementing improvements and providing practical meaningful training to both the business owners and the team members. It is based on achieving significant longterm business performance improvements.10 / 347了解本指南Understanding This Guide本指南旨在概述經(jīng)營業(yè)績改善項目的八個模塊。4. 員工授權Team Empowerment。 and8. 反饋與持續(xù)改善Feedback and Continuous Improvement本指南接下來的部分對每個模塊進行了概述。針對每個模塊， 我們都已提供了以下的內容:The following sections of this guide will provide an overview of 11 / 347each of these Modules. Each Module is broken down into an eight stage process. Where possible， throughout the guide， diagrams have been used to facilitate the learning and understanding process. In addition， symbols have been used to identify the tools used in each stage of the process. For each Module of the process， we have provided:? 該模塊的概述 An overview of the Module。 and? “需完成的工作” 清單， 與工具相互參照 ( 以 表示) A list of “Things to Do， ” crossreferenced to the tools (denoted by )12 / 347戰(zhàn)略性經(jīng)營業(yè)績改善模式The Strategic Business Performance Improvement Model了解你的客戶，市場和產品Understanding your customers， markets and products了解你的企業(yè)企業(yè)宗旨和目標Understanding what business you are in Your Mission and Goals商業(yè)模式The Business Model員工授權—建立標準和文化Team Empowerment Developing standards and culture組織結構， 知識， 環(huán)境管理和技術應用戰(zhàn)略Organisational Structure， Knowledge， Environmental Management and Technology Strategies市場營銷戰(zhàn)略計劃The Strategic Marketing Plan企業(yè)系統(tǒng)化—建立制度和規(guī)則Business Independence – Creating systems and manuals反饋和不斷改進Feedback and Continuous Improvement13 / 34714 / 347八模塊企業(yè)發(fā)展階梯The 8 Module Business Development Ladder 結構， 知識， 技術和環(huán)境管理戰(zhàn)略Structure， Knowledge， Technology and Environmental Management Strategies3 1 1 1 1 1 1 1 1 1 1 1 1 1 6 1 1 1 1 1 1 5 1 1 1 1 1 1 7 1 1 1 1