Psychological methods of management consulting: tracing back to the source, injecting
Psychological methods of management consulting: tracing back to the source, injecting emotion and tailoring.
The purpose of tracing back to the source is to deeply understand the development history of the enterprise, integrate the consulting suggestions into the development of the enterprise and integrate with the enterprise.
The purpose of emotional injection is to incarnate oneself as an enterprise person, look at the problem from the perspective of the enterprise, put forward solutions, inject their emotions into consulting suggestions, and guide the enterprise personnel to inject their emotions into the reform plan at the same time.
The purpose of tailoring is to make a plan suitable for enterprises to act quickly, and really promote the upgrading of enterprise management and the deepening of business model through consulting activities.
1. Trace the source
Only by understanding the history of the enterprise can we understand the present and prompt the future of the enterprise. Tracing back to the source? Is fundamental.
The first characteristic of a good management consulting copy is that it conforms to the reality of the enterprise and explains the truth in words that the enterprise can understand, that is? Tracing back to the source? .
Tracing back to the source means that the enterprise itself is always regarded as the source of strength in the process of raising, analyzing and solving problems. What happened to the enterprise in history, how it happened, what development stages the enterprise experienced, what are the characteristics of each stage, what management measures were taken, which were beneficial and which needed adjustment, and so on.
Only when consultants ask these questions and reach an agreement with enterprise managers can they understand the enterprise reasonably, understand the enterprise and communicate efficiently, and the solutions put forward on this basis can be understood and accepted by the enterprise.
Usually, consultants are good at foresight and insight and propose solutions beyond the enterprise itself, which is not wrong in itself. Consultants are to lead enterprises to pursue better management. However, if we ignore the history and present situation of the enterprise and blindly pursue foresight and insight, the proposed solution will only touch the surface of the enterprise, that is, theoretical rather than pragmatic.
Therefore, a good consulting product is based on the reality of the enterprise, which is understandable and willing to try, which requires the consultant to trace back to the source first.
2. Emotional injection
Only by injecting the feelings of consultants and managers can the scheme be implemented, and the implemented scheme can be better implemented. Emotional injection? Promote change.
Good copywriting can talk, and good copywriting gives people a natural sense of closeness, which makes managers willing to read and accept. This actually puts forward further requirements for management consultants.
In order to do this, the consultant is required to really calm down, concentrate all his energy, do every detail with all his strength, and have good interaction with customers' managers at all levels. Have a good interaction with our middle and high level? Effect.
When the consultant tries his best to do every link well, the managers of the enterprise will be brought into play and participate in every link of the formation of the copy. The final plan will give people a feeling, as if this plan has my contribution. When everyone has this feeling, the copy will be injected with emotion, the emotion of the consultant and the emotion of the enterprise manager. When the emotion is injected, the copywriter is no longer the consultant's own child, but the enterprise manager's child. Everyone wants to love it and use it.
Therefore, injecting emotion is the sublimation of good copy, and consultants must try their best to inject emotion.
Emotional injection counseling doesn't need a long speech, just point out the direction and grasp the key points. There is a famous one in the corporate culture of Procter & Gamble? A one-page memo? What you say is to say short words, useful words, things that others can remember. The same is true for management consulting copywriting, which can be explained in one page instead of two. The purpose of copywriting is executable, not comprehensive.
A lot of work of guiding ideology and changing ideas is done in daily communication training, and what is finally reflected in the copy report must be something with simple logic and clear steps, which is convenient for enterprise managers to understand and implement.
3. tailor-made
The consulting scheme provided by a consultant is like giving a car to an enterprise? Tailored? Our bikes are for riding, not fighting.
Management consultants are good at ideas, tools, schemes and cases, and there are a lot of management tools and cases at hand, but enterprises don't care much about them. What enterprises need is the profound analysis of their own problems by consultants, and what they care about is how consultants solve problems. Me? problem
Whether it is management training, seminars or management consulting reports, enterprises hope to find something related to themselves. Every tool and method provided by consultants cannot be separated from the enterprise itself. The more things are embodied in the enterprise, the more the enterprise likes it, even if your language is very rustic, it doesn't matter, because everyone likes tall things and just appreciates them, and the enterprise requires the consulting company not only to appreciate them, but to solve problems.
A good consulting product must reflect the characteristics of tailor-made, and customers must feel that consultants are helping themselves solve problems, not showing off their skills and knowledge.
In fact, the reason why management consultants have the opportunity to provide services for enterprises is because there is information asymmetry and unequal knowledge structure and level between consultants and enterprises. But this can't be the reason why consulting puts pressure on enterprises with complex logic. As an enterprise executive said:? We hired a management consulting company to help us find a bike to ride, instead of carrying it all the time. ? What enterprises need is not the complex logic, framework and model displayed by consultants, but the results that are easy to understand and can be directly applied.
Any management consulting report that communicates with customers should show simple management logic, so that customers can understand it at a glance, and enterprises can implement it normally as soon as they go to school. This is actually a higher requirement for consultants. Teaching college students is not a skill. Only college students, middle school students and primary school students can teach and show their level.
The last sentence: in your consultation activities, insist on? Tracing back to the source, injecting emotion, tailoring? ,? Give the customer a bike to ride? Let your consultation plan fly a little longer!