【正文】 you.40 / 347 給客戶(hù)準(zhǔn)備包含 IAP 的戰(zhàn)略計(jì)劃會(huì)議報(bào)告Prepare Strategic Planning Session report for client with IAPs assigned? 會(huì)議之后， 你需要向客戶(hù)提供一份報(bào)告。During the Planning Session you will have established with your client the nature of your ongoing relationship. ? 持續(xù)性關(guān)系有兩種形式。Follow up with the client a couple of days later.48 / 347 與你的小組成員一起交流 SPS 的結(jié)果Communicate outes of SPS to your team members? 這個(gè)階段只適用于那些需要有其他咨詢(xún)顧問(wèn)一起參與工作的顧問(wèn)。Brainstorming for ideas.? 請(qǐng)參見(jiàn) “小組計(jì)劃會(huì)議情況匯報(bào)” 議51 / 347程。 During Module 2 you will need to begin talking to the clients’ customers to find out how they really feel about what the business does and how they do it. Customers are more than willing to tell us what they like and dislike about our business if we take the time to ask them. This information will be used as one of the foundation blocks of the improvements you will be making to your business.在獲得顧客反饋之前， 你需要得到員工的幫助。 如果我們花55 / 347足夠的時(shí)間去詢(xún)問(wèn)， 顧客是非常樂(lè)于告訴我們他們對(duì)企業(yè)喜歡和不喜歡的方面。The meeting should also be used to generate ideas on how to improve the program.? 要為這次會(huì)議準(zhǔn)備議程。46 / 347 該文件包括下列內(nèi)容:You will need to confirm your arrangement using an Engagement Letter. Please refer to the sample “Engagement Letter” template provided. This letter contains the following:? 你和客戶(hù)將一起從事的工作的大綱；An outline of the work you will be doing together；? 雙方認(rèn)可的費(fèi)用 (有可能的情況下， 應(yīng)當(dāng)安排客戶(hù)以直接銀行轉(zhuǎn)帳的方式付款)The fees you have agreed upon (where possible you should try to arrange for payment to be made by direct bank transfer)；47 / 347? 雙方相互承諾聲明；Your mutual mitment statements； and；? 你的權(quán)力與義務(wù)。 并記住在報(bào)告發(fā)出的一兩天后43 / 347給客戶(hù)打電話(huà)確認(rèn)他們收到了該報(bào)告。 有些 IAP 可以對(duì)企業(yè)的贏利能力產(chǎn)生立竿見(jiàn)影的作用， 例如， 提高價(jià)格。 你還要闡述企業(yè)價(jià)值評(píng)估的原則和系統(tǒng)化將如何提升企業(yè)的價(jià)值。 The client should also plete and return to you the “Customer Service Focus” Questionnaire. This questionnaire is designed to gauge the anisations mitment to exceptional customer service. The results will be used later in the program and pare to feedback gathered from both customers and team members.? 不要忘記詢(xún)問(wèn)客戶(hù)，他們是否還有其31 / 347它他們認(rèn)為對(duì)你有用的信息。You will need to gather plenty of information on the client prior to the 1st Strategic Planning Session.? 如果客戶(hù)有網(wǎng)站的話(huà)， 你應(yīng)當(dāng)瀏攬其網(wǎng)站。The session also gives you the opportunity to get to know your clients better. You should use the session to gain their trust and build your working relationship.? 確定會(huì)議的日期和時(shí)間。 第一階段的目的是建立客戶(hù)和咨詢(xún)顧問(wèn)之間的關(guān)系， 并開(kāi)始經(jīng)營(yíng)業(yè)績(jī)改善項(xiàng)目的 “計(jì)劃” 階段。 Human Resource strategies監(jiān)督和持續(xù)改進(jìn)保持該過(guò)程持續(xù)進(jìn)行Monitoring amp。此外, 有工具提供的步驟也標(biāo)注有專(zhuān)門(mén)的符號(hào)。3. 商業(yè)模式The Business Model。7. 組織結(jié)構(gòu)，知識(shí)， 環(huán)境管理和技術(shù)應(yīng)用戰(zhàn)略O(shè)rganizational Structure， Knowledge， Environment Management and Technology Strategies。 這是通過(guò)在企業(yè)中實(shí)施許許多多小的措施后達(dá)到的結(jié)果。它為顧問(wèn)咨詢(xún)公司實(shí)施咨詢(xún)項(xiàng)目提供了詳盡的指導(dǎo)。2. 了解你的客戶(hù)，產(chǎn)品和市場(chǎng)Understanding Your Customers， Products and Markets。We remend that you implement the program in its entirety based on the client paying a fixed monthly fee for your services. However in some instances it may be more appropriate to offer just a few aspects of the program， for example， the Customer Advisory Session or the “Exceptional Service – Leading The Pack” customer service training.本項(xiàng)目旨在了解企業(yè)， 提出和實(shí)施改進(jìn)措施， 提供對(duì)企業(yè)所有者和員工都有實(shí)際意義的培訓(xùn)。6. 企業(yè)系統(tǒng)化Business Independence。? 該模塊中提供的工具( 以?表示) A list of the available tools for that Module (denoted by ?)。 你和你的客戶(hù)一起開(kāi)始了一個(gè)令人興奮的旅程。 The following Tools have been provided to assist you. These Tools arecrossreferenced throughout the “Tasks to Be Completed” section (denoted by ).? 第一次戰(zhàn)略計(jì)劃會(huì)議邀請(qǐng)函1st Strategic Planning Session Invitation? 第一次戰(zhàn)略計(jì)劃會(huì)議準(zhǔn)備清單1st Strategic Planning Session Checklist22 / 347? 戰(zhàn)略需求分析問(wèn)卷 (SNAQ)Strategic Needs Analysis Questionnaire (SNAQ)? 客戶(hù)服務(wù)重點(diǎn)問(wèn)卷Customer Service Focus Questionnaire? 利潤(rùn)潛力 (表格)Profit Possibilities (Spreadsheet)? 第一次戰(zhàn)略計(jì)劃會(huì)議議程1st Strategic Planning Session Agenda ? 第一次戰(zhàn)略計(jì)劃會(huì)議 PowerPoint 演示稿1st Strategic Planning Session PowerPoint Presentation? 第一次戰(zhàn)略計(jì)劃會(huì)議報(bào)告模本1st Strategic Planning Session Report Template? 合作意向書(shū)模本Engagement Letter Template? 小組計(jì)劃會(huì)情況匯報(bào)議程Team Planning Session Debrief Agenda23 / 347典型的模塊一程序Typical Module 1 Program分析客戶(hù)信息， 確定第一次計(jì)劃會(huì)的日程—明確 “熱點(diǎn)” 和 “ EDAY”Analyse client information and set your agenda for the 1st Planning Session – identify the “hot spots” and “EDay”3 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 1 1 4 1 1 1 1 1 1 82 1 1 1 1 1 1 召開(kāi)第一次戰(zhàn)略性計(jì)劃討論會(huì)， 確保自己明確 “立即行動(dòng)點(diǎn)(IAPs )Hold 1st Strategic Planning Session ensure you identify the “Immediate Action Points” (IAPs)準(zhǔn)備提交給客戶(hù)的包含 IAPs 的計(jì)劃討論會(huì)報(bào)告Prepare Planning Session Report for client with IAPs assigned建立持續(xù)的客戶(hù)關(guān)系基礎(chǔ)，并向客戶(hù)提交合作意向書(shū)Establish basis of ongoing relationship and send Engagement Letter to client information from client制定今后 12 個(gè)月的工作安排Schedule client program for 12 months與小組成員交流工作結(jié)果Communicate oute to team members24 / 347安排第一次(共兩次)戰(zhàn)略計(jì)劃會(huì)議的后勤事宜Arrange logistics for 1st (of 2) Strategic Planning Session從客戶(hù)處收集信息Collect information from client1 1 1 1 1 1 1 25 / 347需完成的任務(wù)Tasks to Be Completed 安排第一次戰(zhàn)略計(jì)劃會(huì)議的后勤事宜Arrange logistics for 1ST Strategic Planning Session? 第一次戰(zhàn)略計(jì)劃會(huì)議大約進(jìn)行 34 個(gè)小時(shí)。Send the “Strategic Needs Analysis Questionnaire“ to the client.? 安排會(huì)議地點(diǎn)—盡量使用中立性的地點(diǎn)—會(huì)議場(chǎng)所必須確保無(wú)干擾。 還要請(qǐng)客戶(hù)給你提供他們通常使用的管理報(bào)告.You will also need 3 years of financial statements (Profit and Loss， Balance Sheet and CashFlow statements). Ask the client to also send you copies of any management reports that they routinely use.? 你需要客戶(hù)填寫(xiě) SNAQ 問(wèn)卷，并在會(huì)議前的至少 45 天把它交給你。 要用 3 個(gè)小時(shí)重新審閱已填寫(xiě)完成的 SNAQ 和你所收集的其它信息。 如果讓客戶(hù)有機(jī)會(huì)談?wù)撍麄兊哪承﹩?wèn)題和困境， 他們會(huì)覺(jué)得收獲更大。 這份報(bào)告要把這幾天的事件寫(xiě)出”簡(jiǎn)要總結(jié)” 。 你或者會(huì)使客戶(hù)接受全部的 BPIP 計(jì)劃， 或是會(huì)把一些服務(wù)捆綁在一起， 例如， CAS， TAS， 或者 “優(yōu)質(zhì)服務(wù)—爭(zhēng)創(chuàng)第一 ” 培訓(xùn)等。This stage is only applicable to those consultants that have other team members working with them.? 讓你的小組成員了解第一次戰(zhàn)略計(jì)劃會(huì)議的結(jié)果是很重要的。Please refer to “Team Planning Session Debrief” Agenda.52 /