1. The development of market economy is the basis for the development of consulting industry in Germany. Under the perfect market economy system, German consulting industry has achieved rapid development far faster than economic growth. The main reason is the objective need of the development of market economy. First, in Germany with a developed market economy, enterprise decision-making is completely independent. In the face of increasingly fierce market competition and increasingly complex and changeable environmental conditions, enterprises need consulting support in both economic prosperity and recession. Second, the reunification of East and West Germany, the economic transformation of Russia and Eastern European countries, and the demand for consulting market has greatly increased. It can be said that the market economy is fertile ground for the development of German consulting industry. The higher the degree of marketization of economic development, the more the society needs consulting industry. ?
2. Talent is the key to the development of consulting industry. German consulting companies are strict with the quality of personnel. Generally speaking, they must have an expert qualification in a certain professional field, such as a doctor of economics, a doctor of architecture or an engineer or an economist, before they can enter the consulting organization. Therefore, the proportion of people with higher education in consulting companies is very high. German star Roland? Berger Consulting is called a bachelor company. They believe that if the level of consultants is not high, it is impossible to have good consulting results, and the consulting results are related to the reputation and survival of the company. Therefore, they attach great importance to the selection, evaluation and training of consultants. The recruitment of new consultants in Germany must be collectively evaluated by a special expert group. In addition to professional education, employment also emphasizes qualifications, practical experience and working ability, and generally requires 4-6 years of service. The assessment of consultants by German consulting companies mainly includes practical ability, problem-solving ability, analysis and judgment ability, coordination and organization ability, expression ability, creativity, flexibility, self-motivation and enterprising spirit. German consulting companies attach great importance to the training of their own consultants, requiring all consultants, including company managers and project leaders, to have a certain amount of study and training time every year. Training methods generally include sending students to universities for further study, special lectures, and internal exchange of experience. Among more than 9,000 consulting institutions in Germany, medium-sized consulting institutions with 20 to 100 employees account for half. The annual turnover of these medium-sized consulting institutions ranges from DM 6.5438+million to DM 50 million, and the profit ranges from DM 3 million to DM 65.438+million. The main reason for such high labor productivity is that consultants with high IQ account for more than half of the company's employees. Since more than 70% of consulting fees in Germany are labor costs, the daily cost of each consultant is 2,000-4,000 marks. Therefore, there are not many staff in German consulting institutions, but they are highly efficient and effective. For example, ExperConsult in Dortmund has only 24 employees, a business area of 300 square meters, and 0/4 consultants/kloc, with an annual profit of 3.6 million marks. People who have been engaged in consulting are relatively easy to leave the consulting industry and find jobs in other industries, which is very popular. The rapid development of consulting industry itself requires the outflow of high-quality consulting talents, which makes consulting talents very popular in Germany. Therefore, consulting enterprises take various effective measures such as increasing partners and providing more paid training opportunities to attract and stabilize high-level and high-level consultants, so as to be invincible in the competition. ?
3. Trade associations have played a positive role in promoting the development of German consulting industry. The German Consulting Association (BDU) was established in 1954, aiming at accelerating the development of consulting industry in Germany under the condition of market economy. At that time, there were only 25 member units, and now it has grown to 4 13 member units with 6,400 consulting professionals. Headquartered in Bonn, the Consulting Industry Association has 1 chairman, 3 vice-chairmen and 12 staff. The association helps member units to improve the economic environment of the consulting industry, and constantly publicizes the association and consulting enterprises through regular publication of publications and materials; Provide rich consulting experience, information exchange services and training consultants for member units; Help member units to coordinate various social relations, so that member units can establish a good consulting image in society; Help member units to develop markets and find customers; Provide some social welfare services for member units, such as reaching an agreement with the taxi industry in the name of the association, so that consultants can enjoy a large percentage discount when taking taxis during travel. These work contents and objectives of the consulting industry association have attracted many consulting companies to join the association, making it an important organization to guide the healthy and rapid development of the consulting industry in Germany. The work of the German Consulting Association depends entirely on the membership fees paid by its member units. Generally speaking, consulting companies must first undergo strict examination by the association before joining the association, and then pay a one-time membership fee of 5000 marks. The annual membership fee is paid according to the turnover. General consulting companies pay annual membership fees of1-30,000 marks. German consulting association has quite strict requirements for consulting companies to apply for membership, mainly including: the legal representative of consulting companies is over 30 years old; Have more than 5 years working experience and 3 years independent consulting experience, and have letters of recommendation from 3 customers; The annual turnover is above 250,000 Deutsche Mark; There are 2 letters of recommendation from members; Wait a minute. In addition to meeting these standards, applicants should also be interviewed and checked for professional ethics. ?
4. Consulting industry should be closely integrated with high technology to accelerate the industrialization of high technology. Many consulting institutions in Germany are oriented to high-tech enterprises, scientific research institutions and universities, serving the industrialization of high-tech and the transformation of achievements. Before the establishment of high-tech projects, some consulting institutions began to participate, including the preparation and evaluation in the early stage of the project, the formulation of research plans, the inspection of stage results, the solution of difficult problems in the research process, and the coordination with the government until new achievements were born and transformed into productivity. Some consulting companies are involved in one or more of these tasks. For example, VEREIN DEUTSHER INGENIEUER, with its close contact with the government and research departments and the advantage of having a large number of visiting experts, helps the government to establish high-tech research projects through evaluation and recommends suitable research institutes or enterprises to complete them. When the government accepts its opinions, professional consultants will help the project undertaker to determine the phased research plan and hand it over to the undertaker for implementation. Since then, we have been keeping in touch with the government and project undertakers, checking whether the research results in each stage deviate from the research objectives and the government's intentions, and helping them to make improvements to ensure the level of high-tech achievements and the government's objectives. Many high-tech achievements have been applied to industrial production because the consulting institutions have fully considered many factors in the promotion of their achievements when establishing the project. In recent years, the hit rate of projects recommended by the agency has reached 70-80%, and the proportion of projects that are finally used in industrial production has reached 40%, which has greatly promoted the emergence and application of high and new technologies. ?
There are also some consulting companies in universities, scientific research institutions and areas where high-tech and large-scale enterprises are concentrated, helping the government to plan and set up technology development zones, providing consulting services for high-tech owners to enter the development zones, and making the development zones an incubator for the transformation of high-tech achievements. For example, Dortmund Experconsul Seven, located in Germany's largest science and technology industrial park, participated in the establishment of the development zone and provided consulting services on "project realization" for companies that have settled in or will soon settle in the zone. The so-called "project realization" is to let customers gain profits through negotiation, persuade customers to give up infeasible or risky projects, and let customers avoid losses. In recent years, many clients consulted by the company have completed the process of formation, growth and expansion in various technology development zones in Germany, and expanded to form larger companies. ?
5. Pay attention to the prediction of the consulting market and the development of new markets. German consulting companies not only pay attention to the possession of the real market, but also pay attention to the prediction of the future market, and set out to make full preparations for the development of potential markets. As early as before the reunification of Germany and Germany, many consulting companies began to prepare for the privatization, transformation and reform, bankruptcy and auction, management and market development of East German enterprises according to the characteristics of the former East German enterprises. After the reunification of Germany, these consulting companies entered the former East Germany one after another and undertook a large number of consulting tasks, which not only greatly expanded their business, but also solved many problems for the government and enterprises. At present, many consulting companies have targeted the consulting market in Eastern Europe and are ready to expand the consulting field. ?
In terms of consulting content, German consulting companies are prepared to meet the changes of consulting content in the next century in line with the development of the times. For example, according to a survey conducted by 1996 PA consulting group company on 532 senior managers in the most successful 100 enterprises in 15 countries, "What are the important factors of enterprise success", "Factors affecting enterprise strategy in the next century", "Tasks in global competition in the next century" and "Requirements for information technology in the next century".
6. Scientific and standardized consultation procedures ensure high-level consultation results. After decades of development, the consulting industry in Germany has formed a scientific and standardized consulting procedure, which has been widely recognized by the industry. Coupled with a high-level consulting team, the consulting quality is fully guaranteed. First of all, when signing the contract, make clear the responsibilities and rights of all parties and explain each consultation content in detail, so as to ensure the accuracy of the consultation objectives. Secondly, according to the requirements of the contract, the consulting company formulates the consulting work schedule, which is daily and implemented to every consultant, thus ensuring the responsibility and consulting progress of every consultant. Thirdly, for the consulting industry, experience is the most precious wealth, and frequent discussions among consultants are the guarantee of high-quality consulting results. Fourth, master the principle that "the consultant serves at the customer's side, not in the office", and communicate with the customer frequently and in large quantities to ensure that the consulting products are feasible. ?
7. Good reputation is the fundamental guarantee for consulting customers for a long time. Mr. Wessel, general manager of Experconsult, said that it is very important for consulting companies to make money by themselves, but it is more important for customers to make money from this project and gain long-term benefits. German consulting enterprises attach great importance to strengthening communication with customers, allowing customers to participate in consulting projects in a cooperative relationship and understand consulting opinions, so as to gain the trust of customers and establish long-term cooperative relations.