咨询公司模板系列.pptx

该【咨询公司模板系列 】是由【zhangkuan1436】上传分享，文档一共【56】页，该文档可以免费在线阅读，需要了解更多关于【咨询公司模板系列 】的内容，可以使用淘豆网的站内搜索功能，选择自己适合的文档，以下文字是截取该文章内的部分文字，如需要获得完整电子版，请下载此文档到您的设备，方便您编辑和打印。WRITINGCLEARANDINTERESTINGSLIDES2005,Shanghai
THEBOSTONCONSULTINGGROUP
WRITINGCLEARANDINTERESTINGSLIDES
TODAY’SOBJECTIVE
Togiveyouthetoolstowriteslidesthatcommunicatetheresultsofourworkinawaythathelpsclientsunderstand,accept,andusethoseresults
Thissessionwillhelpyouthroughtheprocessofwritingslides
Fromchoosingthemostappropriateslidetype–words,tables,graphics
Towritingaslidethatisclearandinteresting
WHATPUZZLESYOUORCHALLENGSYOUTHEMOSTWHENWRITINGSLIDES?
WRITINGCLEAR,SUCCINCT,ANDINTERESTINGSLIDES
Howtouseslidesinapresentation
Howtochooseamongwords,tables,graphics
Howtodisplayinformationonslideseffectively
Goodslides,badslides
STRONGGROWTHINOTHERPRODUCTSOFFSETBYPARTS’DECLINE
Alarm&detection 2,551 958
Broaddiffusion 5,303 2,400
IRsensors 2,372 827
Chloride 1,524 () 624
Bulkchloride 1,270 () 641
Parts 152 () () (15) ()
Design 691 5 () 138
Total 13,863 100 () 5,573 100
Product
1991Sales($000)
Sales%ofTotal
1987-91CAGR(Real%)
GM(%)
GM($000)
GM%ofTotal
Source:AnnualDivisionBudget
Messagesareburiedinthedata
Example
THEREDESIGNPROCESSINVOLVESFOURDISCRETESTAGES
Extensivecustomeranalysis
Customerserviceandsupportrequirements
Detailedinternaldiagnostic
Timespentbyactivitybyresponsibility
Capacityofthesystem
Currentcontactmodeldoesnothavecapacitytoserveallcustomersadequately
Severallowvalueareasconsumetime
TSEtimeconsumedbyactivitieswhichcouldbehandledmoreefficientlybyotherresources
Nosalesgrowthfromcurrentmodel
Lotsofopportunitytoleverageotherresources,likeCAS
Mostcustomersreceptivetorecommendationsthatallowustoleveragesalesforcetime
Analysis
Findings
Customer
TechnicalAssistance
TechnicalAssistance
Ordering
Technical
Assistance
Technical
Assistance
ES
CAS
TSE
CSR
DM
Plant
PriceConcessions
Group
Price
Concessions
Expediting
Price
Concessions
Expediting
Ordering
ASPselling/implementation
ISPselling
Quoting/cross-referencing
Expediting
Technicalassistanceinperson
Rotationalcalls
Availability
Expediting
Priceconcessions
CurrentOrganizationalStructure
VPandDirector,MWSDivision
VP,NationalSales
Telemarketing
Manager(1)
ZoneManagers(5)
CAS
Manager
(1)
CASReps(4)
District
Managers
(30)
ESs
(46)
TSEs(186)
TSRs(23)
CSManager
(1)
VP,NationalSales
CASManager
Financial
Analyst
TeamLeader
TechnicalEngineers
Remote
TechnicalEngineers
CustomerServiceReps
CASReps
Quoting
Availability
CurrentContactModel
ProposedContactModel
ZoneOperations
Manager
Analysis:Identifyopportunities
EvaluateAlternatives:
Opportunitiespointtonewcontactmodel
BusinessManagers
RemoteTE
TE
Team
Leader
Customer
Plant
CSR
CAS
ProposedOrganizationalStructure
CSManagers
(10)
Telemarketing
TSRs
(13)
CSRs(65)
Latrobe
Telemarketing
(9)
ESDistrict
Managers
(6)
Availability
Quoting
ISPcross-referencing
Ordering
Priceconcessions
Expediting
Toomuchinformation?
Example
THE36”LIFTERDOMINATESSALESANDPROFIT1992ProductFamilyProfitability





36”
14”
12”
96”
10”
Discount
%
.($M) 555 19 35 179 91
Revenues($M) 349 17 19 60 30
Note:WidthofbarisproportionaltoCDGI
*ValuationROI-3ymedianCFROI
Sources:LRP;HOLTValueModel
CFROI
(%)
LifterBore(Volume)
Example
Isthecomplexitynecessary?
PREMIUMLOWCALORIESWITCHINGOCCURRINGWITHINPREMIUMSEGMENT,NOTNEARPREMIUMHalttheLeakstoCompetitors
1990&1991MostOftenBrandSwitchersWithinLastThreeYears
Source:ContinuousTrackingfromSampleof29,081;ConsultingAnalysis
117 (61) 56)
290 (32) 258)
7 (50) (43)
30 (37) (7)
92 (11) 81)
419 (130) 289)
155 (98) 57)
--- --- ---
224 (79) 145)
5 (19) (14)
384 (196) (188)
69 (99) (30)
75 (7) 68)
34 (31) 3)
366 (46) 320)
1,721 1,464 (570) 894)
Starting
Base
Won+
Lost=
CompetitorA
Net
91 (68) 23)
267 (19) 248)
5 (82) (77)
31 (37) (6)
109 (11) 98)
412 (149) 263)
--- --- ---
98 (155) (57)
218 (97) 121)
0 (21) (21)
316 (273) 43)
102 (90) 12)
75 (19) 56)
26 (33) (7)
312 (45) 267)
1,866 1,334 (677) 657)
Starting
Base
Won+
Lost=
CompetitorB
Net
TotalSuperPrem. 60 (98) (38)
Product1 198 (56) 142)
Product2 6 (52) (46)
Product3 25 (81) (56)
Other 153 (29) 124)
TotalPFC 382 (218) 164)
NearPrem.
Product1 97 (218) (121)
Product2 79 (224) (145)
Product3 --- --- ---)
Other 1 (55) (54)
TotalPLC 177 (497) (320)
OtherSegments
Segment1 62 (104) (42)
Segment2 110 (29) 81)
Segment3 22 (69) (47)
Segment4 324 (72) 252)
Total 2,836 1,137 (1,087) 50)
Starting
Base
Won+
Lost=
Client
Net
Brand/Segment
Rawdataonly,noanalysispresentedtosupporttheconclusion(hypothesis)
Example
Goodslidesare:
Badslidesare:
WHATDOYOUSEEINAGOODORBADSLIDES?
Wewillrevisittowardtheendofthesession