For a firm or enterprise to sustain development, change or transformation becomes necessary part of daily management practice. Due to limitation of organization’ ability to initiated change, firms have to turn to outside independent firm to give advice or guideline to insure change process. Chinese firm, running under extreme market pressure, in great demand of change management service. For Chinese consulting firm, often fail to be trusted as change management partner.
年度归档： 2013年
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.
Chang management contradiction for consultant
Organizations have to be changed in order to fit into outside environment, but feel reluctant to imitate change process for two reasons: first, organizations cannot articulate the purpose and objectivity of change process for internal politics; second, the management tends to avoid confrontation. As change and reorientation process is urgent, and consultant is called in and receives the assignment for pecuniary purpose to initiate change management process.