1. Contact and negotiation stage
Customer sources can be roughly divided into three types: admiration, third-party introduction, and recommendation by consulting institutions. Consulting institutions should send senior consultants or principals with rich knowledge and experience to contact with the responsible persons of customers, understand the requirements and intentions of customers, weigh the acceptance ability and judge the acceptance conditions.
Task: Through negotiation, it is clear whether the negotiation subject and the negotiation object cooperate.
The steps are: ① initial contact; ② research reply; ③ In-depth discussion.
2. Preparatory consultation stage
(1) Determine the consultation topic; It is necessary to conduct independent problem investigation according to the present situation of enterprise management in order to obtain complete and fair information, find out the main and key problems of management, and finally confirm the subject.
(2) provide advice; When the two sides confirm the consulting topic, the consulting research group shall form a written document of the basic conclusions of the preliminary investigation.
③ Sign a formal consulting contract; After the customer confirms the consultation proposal, the two parties further negotiate and sign a formal consultation contract.
Task: Through quick and comprehensive investigation, determine the consulting theme and sign the consulting agreement with the key problems of customers.
Steps: ① Prepare for investigation; (2) determine the topic; ③ Sign the agreement.
3. Formal consultation stage
① In-depth investigation stage; Only by investigating the history, present situation, standards, management mode, internal conditions and external environment related to the project can we provide enough valuable information for the next stage of analysis.
② Cause analysis stage; The analysis work should track the business situation of the enterprise, find out the real cause of the problem, and judge the nature of the problem according to the facts. Through quantitative and qualitative analysis, we can find out the causal relationship and internal relationship of the problem from the management and find out the root of the problem from the concept system or mechanism.
③ Propose improvement scheme; Design solutions for the causes and root causes of problems.
Task: Through in-depth investigation and analysis, judge the problems and causes in various disciplines, put forward systematic and feasible improvement plans, and make necessary ideological and organizational preparations for the implementation of the plans.
Steps: ① In-depth investigation and study; ② Analyze the cause of the problem; (3) Making improvement plans; (4) Submit the consulting report.
4. Implementation stage of the plan
The client unit is the main body of the implementation plan, and the consultant who has participated in the formal consultation and is recommended by the client unit constitutes the plan implementation team.
A management consulting company refers to a company that engages in management consulting activities and provides consulting services for enterprises and entrepreneurs. According to the focus of service categories of management companies, management consulting companies can be divided into comprehensive management consulting companies, strategic management consulting companies, production, human resources, finance, logistics, marketing, information system management consulting companies and so on.
Generally speaking, management consulting companies are institutions that serve enterprises. It is an effective tool for analyzing and planning enterprises. Its consulting scope involves all aspects of the enterprise. This is a service industry, and it is an intelligence-intensive service industry engaged by people who have a solid foundation of management knowledge, rich practical management experience and mastered consulting skills. On the basis of the requirements put forward by the enterprise, the consultant goes deep into the enterprise, makes quantitative or qualitative analysis with clear arguments, finds out the causes of existing problems, puts forward feasible improvement plans, and then assists in implementation, thus improving the operating mechanism of the enterprise and ultimately improving the management level and economic benefits of the enterprise.
Task: Help the client enterprises to implement the improvement plan, and the whole consulting work will produce practical results.
Steps: ① Guide implementation; ② Summarize the work.