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1、GBS China S&C Service,COMM Bootcamp,Beijing July 9,2006,2,Contents,China Biz consulting market China S&C 2006 performance updateS&C offering in China&COMM sectorQ&A,3,China consulting market is becoming more mature driven by its economy growth and globalization intent,Large State owned enterprises a
2、re under transformation,e.g.Banks,Telecom and utility firms,More and more MNCs upgrade China market s position in their global business portfolio both on low cost and consumer market,Many private owned enterprise are growing up and play more important role,e.g.Huawei and etc,Annual GDP growth rate w
3、ill be 7-8%by 2010,and it will be over 5%from 2010 to 2020,After WTO,export and globalization will be the major growth strategy for Chinese enterprises,like Japan in 70s,Over 50%of public listed firm company used consulting in the past and half of them have repeated buying,More and more clients real
4、ize the value of consulting with high expectations,Almost all international consulting firm have practice in China and some local firms are growing up,4,Recently survey showed that China business consulting market just start up since 2000,Total number of listed company using consulting service durin
5、g 1999-2004,Annual umber of listed company using consulting service in 2001-2004,Source:XHX consulting survey,Existing/new client structure in 2001-2004,RemarksOver 50%of them used business consulting service among the 1377 domestic listed companies by 2004 Lot of middle and small size firm will not
6、 use consulting More and more Chinese client realized the value of consulting and buy repeatedlyMarking&sales strategy,IT consulting are the most popular one,while job size for IT consulting are bigger Large and key account are critical for large consulting firms like IBM,Back-up,5,China business co
7、nsulting market evaluation showed we are in the beginning of growth period,Investment driving consultingNo business from MNC after Asia crisis,Business growth&infrastructure building drivingLack of knowledge&unrealistic expectationTry&doubt the value of consulting,Profitability and efficiency improv
8、ement drivingFusing business strategy and technical solution More mature and realistic expectation,Introduction period(1995-2000),Start Period(2000-2004),Growth period(2005-),Market characteristicClient buying behavior analysisMajor consultingService offering,No idea for most Chinese firmMost are sm
9、all investment for MNC,Starting to understand the business administration conceptTried to use consulting for business strategy and IT,Business value driving Specialist&End to End service provider will winSegmentation&competition,MNC:market study/entry strategy,marketing strategy,business partner ass
10、essmentChinese client:over sea investor search,market studyMRP II/CIMS/ERP,Business strategy,corporate strategy,marketing/product/channel strategy IT strategy,HR consulting,Organization designSmall BPR Oracle/SAP implement,i2,Siebel and others,Innovation on business modelOperational improvement Cons
11、olidationLess gap with global market,6,Understanding of the market trend and service demand,Most Chinese firms will focus more on the“internal operation integration to become a“one company”Globalization of Chinese company Centralization of IT investment and management in IT intensive industryMore at
12、tention on ROI of IT investment Further reform of stated owned company,Shared service,integration and standardization of isolated process are the most popular topics clientGlobal corporate management and control system Transformation of IT governance Business model or operation improvement Enterpris
13、e transformation,Mega trend,Service Demand,7,2006 China S&C capacity plan and over strategic position in China market,Unique value position:IT+practical recommendationCompetitive advantage:Critical size+Trusted client relationship,Our overall target on capability development is to achieve 100 by 200
14、6 year end,Illustration,8,2006 Major Wins:The average size increased from$250K in previous year to about$400K now,9,S&C engagement：Qualification and Compelling proposal,Well Thought-Out Approach,4Cs&1Q,Cultural Considerations,Possible Resources for Research Need,10,Strategy for China S&C service,Val
15、ue proposition in 3 dimensionsPure S&C service:to build up industry insight,win client executive trust and“pull through”whole BCS and IBM value Solution support:to create business value thought integrating S&C solution with application(ERP,CRM,SCM and etc)Enterprise transformation:actively involve a
16、nd lead BTO/large transformation engagement,The demand from IBM in 2006 will be still high,Hope to have breakthrough in 2005/06,we hope to develop this area aggressively by cooperating with sector/other solution area,We expect a significant increase on Solution Support.,11,BS,China S&C sector and in
17、dustry focus 2006,High,Low,MarketFocus,Bold=BCS Priority Industry,OCS,OS,TS,12,China S&C organization:1 pool,2 PAL and 4 Competence,Steven DavidsonGCG S&C leader,Yonghua Xu China S&C,HK&TW S&C Team,Kai Ning KuoBusiness Strategy,Joe JinOperation Strategy,Ning LiuUtility,Tom CangOrganization&Change St
18、rategy,John ChoTechnology Strategy,Kefei ZouCOMM,TBD T&T,Tom Cang/BorisGMB,Steve JiangFSS,TBDGrowth Strategy,Joy ZhouBPR/BPD,Arthur DuOrg.Design,Aileen LiITSP,Cindy XueSales transformation,TBDLean Sigma,Leslie ZhangChange Mng,TBDIT transformation,Jing ZuoStrategy Formulation,Boris BaiOperation Trans
19、,Qingshan ZhengGovernance&Mng.control,TBDProcurement Strategy,Hermann HuangPerformance Mng,TBDSMB ITSP,Sector/industry leader,Competence/solution Leaders,Special program,Annie Peng Capability Dev.manager,Richard HuKnowledge management,TBDCommunity Building,Joe JinIND,Jinghui WuMarket entryStrategy,P
20、atricia SunChange Programleadership(PMO),TBDAutomotive,Note:All competence leader should support HK&TW,TBDEnterprise A.,13,Operations Strategy,Org.Change Strategy,Technology Strategy,Business Strategy,Business Process Analysis and ImprovementPerformance Management and KPIOrganization Design and Chan
21、ge ManagementSales and Marketing ManagementProduct Development Management Procurement Strategy Consulting,2006 S&C Service Offering Focus,Business and Operation Transformation(New Business Model Driven/Operational Excellency Driven/Technology Innovation Drive),The offering model will position Com S&
22、C with unique value propositions in the market with depth and width,14,There are four offerings will covered in enterprise-level,Including processes assessment,To-be process design,Service Offering,Description,Example,ZMCC BPR,Business Process Analysis and Improvement,Yunnan Telecom Org Design,CCTV
23、Transformation,Strategic Performance Management and KPIs,Organization Design and Change Management,Business and Operation Transformation,Enterprise Level,Including performance improvement,KPI scorecard,GMCC KPI Development,Including enterprise operating model,organizational structure and technology-
24、driven change management,Including business design,operational model,technology strategy and transformation change management(PMO),Value for Downstream:System Process,such as MBOSS/RA,Value for Downstream:Performance mgt system or EIP,Value for Upstream:C-Level/Account Development,Value for Upstream
25、:C-Level/Account Development,15,Service Offering,Description and Value for IBM,Example,Sales and Marketing ManagementProduct Development Management Procurement Strategy,Including Sales Force Management,Channel Management,Sales and Marketing Effectiveness,Customer Service Management,CTS Sales Pipelin
26、e Management,Including Product Performance Assessment,New Production Development Model,Product Life-Cycle Management,GZ Mobile Enterprise Product,Including Procurement strategy,process and organization,integrated supply chain management,CMCC HQ E-Procurement Project,Functional Level,There are four o
27、fferings will covered in functional level,Value for Down stream:CRM system requirements and planning,Value for Down stream:SDP and IPD,Value for Down stream:E-procurement and E-supply Chain,16,Apart from recruitment initiatives,China S&C is committed to practioners skill development and upgrade in 3 dimensions,Foundational Skill Upgrade,Project-based Knowledge Management,Competency-Specific Programs,China S&C Community Building,17,Q&A,Lets Innovate to WIN!,
