某咨詢方法介紹英文版

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1、Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click here to type page title,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,BOS,Copyright 1998 Bain & Company, Inc.,Author: Laird Reed,Revi

2、ewers: Scott Wells, Karen Hellmich,bc,3Cs,March 1998,Copyright 1998 Bain & Company, Inc.,1,CU7030298IMB,3 Cs,The 3Cs framework,Tools and strategic questions answered,Takeaway slides,Agenda,2,CU7112497ECA,3 Cs,Agenda,The 3Cs framework,Tools and strategic questions answered,Takeaway slides,3,CU7112497

3、ECA,3 Cs,Strategic,Purpose,:,To determine a companys strategic cost position relative to competitors,To identify cost reduction opportunities,To identify revenue and profit maximizing strategies,To achieve differentiation and preempt competitor moves,To determine the strategies that fit best with a

4、companys core competencies,Costs,Customers,Competitors,Capabilities,The 3 Cs is one of the core tools used to determine the most leveraged strategy for a business.,The fourth, often neglected, “C”,Framework,4,CU7112497ECA,3 Cs,Agenda,The 3Cs framework,Tools and strategic questions answered,Takeaway

5、slides,5,CU7112497ECA,3 Cs,Costs,Cost-Related Bain Tools,Strategic Questions Answered,Costs,Customers,Competitors,Capabilities,1. Relative Cost Position,1. How do our costs compare to competitors costs by,product/service/business? What is our full potential cost position?,2. Experience Curve,2. To w

6、hat extent is the company using its accumulated experience to drive,down unit costs?,3. Cost Sharing Analysis,3. Are there any opportunities to share costs within the company? What are,the potential savings from cost sharing?,4. Best Demonstrated Practice,4. What are the best internal and external p

7、ractices? To what extent are they,transferable? What will be the impact of implementing them more broadly?,5. Value Chain Analysis,5. How can we optimize at each step in the value chain? What are the cost drivers at each step?,6. Profit Hunt,6. What are the quick hit operating improvements? What is

8、the savings potential?,7. Product Line Profitability/,Cost Allocation/Activity Based Costing,7. How do we allocate costs to each business/product/customer segment?,8. Overhead Analysis,8. Is the companys overhead an efficient use of resources?,9. Fixed/Variable Analysis,9. What is the fixed/variable

9、 split of the companys costs?,10. Direct/Indirect Analysis,10. How much of the companys costs are directly, vs. not directly, associated,with the production of a product?,6,CU7112497ECA,3 Cs,Customers,Customer-Related Bain Tools,Strategic Questions Answered,1. Customer Segmentation,1. What are the a

10、ppropriate customer segments?,How can each segment be described?,2. Purchase Criteria Rating,(Importance Analysis),2. What is important to each segment when they purchase a product or service?,3. Company Positioning,(Effectiveness Analysis),3. How well positioned is the company with each segment?,4.

11、 Attractiveness Analysis,4. Which segments are most attractive from both a financial and an,implementation perspective?,revenue opportunity,cost to serve,strategic fit,5. Value Proposition Development,5. What product/service/channel offering will meet the target segments needs?,8. Customer Retention

12、 and Loyalty,8. How can we increase our retention of our best customers? How much of an impact will increasing retention by X% have on our bottom line?,9. Customer Acquisition,9. How can we acquire profitable customers?,Costs,Customers,Competitors,Capabilities,6. Pricing Strategy,6. What price will

13、maximize long term profits?,7. Distribution Channel Analysis,7. What are the appropriate channels for each product/service? What are the,economics of each channel?,7,CU7112497ECA,3 Cs,Competitors,Competitor-Related Bain Tools,Strategic Questions Answered,1. Market Overview,1. What is the market size

14、? Growth? Profitability? What is each competitors,market share? Profit share?,2. Company Overview,2. What is the companys revenue and profit by product, channel, and geography?,What is its financial performance?,3. SWOT,3. What are each competitors strengths, weaknesses, opportunities, and threats?,

15、5. Benchmarking,5. How is each competitor performing on key measures?,6. Scenario Analysis,6. How do we expect each competitor to act/react in different situations?,7. Mergers and Acquisitions,7. Which companies are potential targets? How can we realize value from,mergers and acquisitions?,8.,Growth

16、/Share Matrix,8. How can we describe a companys portfolio of businesses in terms of market share and growth potential?,4. Porters 5 Forces Analysis,4. How attractive is the industry? What are the competitive dynamics of the industry?,9. Growth/Growth Matrix,9. How is the company growing relative to

17、the industry? Is the,company gaining or losing share?,10. ROS/RMS,10. What is a companys relative market share and what is its return on,sales? Where is the industrys normative band?,Costs,Customers,Competitors,Capabilities,11. Company Ownership and Management,11. Who are the major owners of the com

18、pany? How experienced is the management team?,8,CU7112497ECA,3 Cs,Capabilities,Capabilities-Related Bain Tools,Strategic Questions Answered,2. Make/Buy Analysis,2. What should the company make itself versus buy from another company?,1. Core Competencies,1.What special skills or technologies does the

19、 company have that create differentiable customer value? How can a company leverage its core competencies? What investments in technology and people will help build unique capabilities?,Costs,Customers,Competitors,Capabilities,3. What organizational structure will enable the company to implement its

20、,strategy effectively?,3. Organizational Structure,9,CU7112497ECA,3 Cs,Agenda,The 3Cs framework,Tools and strategic questions answered,Takeaway slides,10,CU7112497ECA,3Cs,TakeawaySlides-Costs,RCP,CostExperienceCurve,ValueChainAnalysis,BDPQuantification,A,B,C,Procurematerials,Make,Sell,Support,Avg. r

21、ev/salesperson:,BDP rev/person:,Rev impact of achieving BDP:,$ $ $,$ $ $,$ $ $,Region,-,-,-,-,-,-,-,-,-,-,-,-,-,-,-,-,Fixed/VariableCosts,Direct/IndirectCosts,PLP,Revenue (% of total),Unit Cost (log),Accumulated Experience (log),R,2,= 0.80,Bain Slope = 70%,Client,A,B,Client,$,$,$,$,$,$,11,CU7112497E

22、CA,3Cs,TakeawaySlides-Customers(1),Attractiveness,A,B,C,Targetsegment,Segment,Financial,Attractiveness,EaseofImplementation,Hi,Lo,Lowprice,Highquality,Fastdelivery,ABCD,SegmentNeeds,Segment,SegmentShare,Totalmarket=$,Competitors(%ofTotalSales),Client,$,$,$,$,$,SatisfactionOverTime,Percent of Replies

23、,100%,Time,Good,Okay,Bad,ValueProposition,SegmentA,SegmentB,SegmentC,SegmentD,Product,Service,Channel,Sizeofsegment,RevenueandProfit,#,$,$,Client,Competitor,CombChart,D,Price Positioning,Product A,Product B,Product C,12,CU7112497ECA,3Cs,TakeawaySlides-Customers(2),Price Points and Product Mix,Averag

24、e price:,$,$,Channel Analysis,Customer Retention,AcquisitionCost,13,CU7112497ECA,3Cs,TakeawaySlides-Competitors(1),Market Share by Product Type,GeographicSegmentation,Revenue/Profit Over Time,Time,Dollars,Sales,Profit,CAGR,%,%,Stock Price,Indexed Stock Price,Time,Competitor A,Competitor B,Industry A

25、verage,Market Marimekko,Sales = $,100%,MarketGrowth,Market,Competitor C,Competitor B,Time,Competitor A,Sales,CAGR,%,%,%,%,CashFlow,NetCashFlow,$,$,Opportunities,Strengths,Threats,Weaknesses,SWOT,$,$,$,Sales=$,100%,14,CU7112497ECA,3Cs,TakeawaySlides-Competitors(2),Porters 5 Forces,Suppliers,Potential

26、 Entrants,Buyers,Substitute Products,Industry Rivalry,Channel Mix,Time,Percent of Sales,Channel III,Channel II,Channel I,Growth/Growth,Company Growth,Market Growth,Losing share,Gaining share,ROS/RMS,RMS(log),ROS,Low,High,Growth/ShareMatrix,MarketGrowth,MarketShare,Star,Cow,Dog,?,Low,High,Low,High,Ma

27、nagementTeam,Chairman,CEO,VP,VP,VP,VP,BoardComposition,Name,Age,Yearson,Board,Occu-,pation,_,_,_,_,_,_,_,_,_,_,_,_,_,_,_,_,MajorInvestors,Name,%Ownership,Lengthof,ownership,_,_,_,_,_,_,_,_,_,_,_,_,15,CU7112497ECB,9,、靜夜四無,鄰,鄰，荒居舊,業(yè),業(yè)貧。12月-2212月-22,Wednesday,December14, 2022,10,、雨中,黃,黃葉樹,，,，燈下,白,白頭人,。

28、,。00:39:0700:39:0700:39,12/14/2022 12:39:07 AM,11,、以我,獨,獨沈久,，,，愧君,相,相見頻,。,。12月-2200:39:0700:39,Dec-2214-Dec-22,12,、故人江,海,海別，幾,度,度隔山川,。,。00:39:0700:39:0700:39,Wednesday, December14,2022,13,、,乍,乍,見,見,翻,翻,疑,疑,夢,夢,，,，,相,相,悲,悲,各,各,問,問,年,年,。,。,。,。12,月,月-2212,月,月-2200:39:0700:39:07,December14,2022,14,、他鄉(xiāng)生,

29、白,白發(fā)，舊,國,國見青山,。,。14 十,二,二月 202212:39:07,上,上午00:39:0712月-22,15,、比不,了,了得就,不,不比，,得,得不到,的,的就不,要,要。,。,。十二月2212:39,上,上午12月-2200:39,December14,2022,16,、行動,出,出成果,，,，工作,出,出財富,。,。2022/12/14 0:39:0700:39:07,14December2022,17,、做前,，,，能夠,環(huán),環(huán)視四,周,周；做,時,時，你,只,只能或,者,者最好,沿,沿著以,腳,腳為起,點,點的射,線,線向前,。,。12:39:07,上,上午12:39,

30、上,上午00:39:0712月-22,9,、,沒,沒,有,有,失,失,敗,敗,，,，,只,只,有,有,暫,暫,時,時,停,停,止,止,成,成,功,功,！,！,。,。12,月,月-2212,月,月-22,Wednesday,December14,2022,10,、,很,很,多,多,事,事,情,情,努,努,力,力,了,了,未,未,必,必,有,有,結(jié),結(jié),果,果,，,，,但,但,是,是,不,不,努,努,力,力,卻,卻,什,什,么,么,改,改,變,變,也,也,沒,沒,有,有,。,。,。,。00:39:0700:39:0700:39,12/14/202212:39:07AM,11,、成功就是,日,日復一

31、日那,一,一點點小小,努,努力的積累,。,。12月-2200:39:0700:39,Dec-2214-Dec-22,12,、世間,成,成事，,不,不求其,絕,絕對圓,滿,滿，留,一,一份不,足,足，可,得,得無限,完,完美。,。,。00:39:0700:39:0700:39,Wednesday, December 14,2022,13,、不,知,知香,積,積寺,，,，數(shù),里,里入,云,云峰,。,。12,月,月-2212,月,月-2200:39:0700:39:07,December14,2022,14,、意,志,志堅,強,強的,人,人能,把,把世,界,界放,在,在手,中,中像,泥,泥塊,一,一

32、樣,任,任意,揉,揉捏,。,。14,十,十,二,二月202212:39:07,上,上,午,午00:39:0712,月,月-22,15,、楚,塞,塞三,湘,湘接,，,，荊,門,門九,派,派通,。,。,。,。十二,月,月2212:39,上,上午12,月,月-2200:39,December14,2022,16,、少年十五,二,二十時，步,行,行奪得胡馬,騎,騎。2022/12/140:39:0700:39:07,14 December 2022,17,、空山新雨,后,后，天氣晚,來,來秋。12:39:07 上,午,午12:39,上,上午00:39:0712月-22,9,、楊柳散和,風,風，青山澹,

33、吾,吾慮。12月-2212月-22,Wednesday,December14, 2022,10,、閱讀一,切,切好書如,同,同和過去,最,最杰出的,人,人談話。00:39:0700:39:0700:39,12/14/2022 12:39:07AM,11,、越是沒,有,有本領的,就,就越加自,命,命不凡。12月-2200:39:0700:39,Dec-2214-Dec-22,12,、,越,越,是,是,無,無,能,能,的,的,人,人,，,，,越,越,喜,喜,歡,歡,挑,挑,剔,剔,別,別,人,人,的,的,錯,錯,兒,兒,。,。00:39:0700:39:0700:39,Wednesday,Dece

34、mber14,2022,13,、知人者智,，,，自知者明,。,。勝人者有,力,力，自勝者,強,強。12月-2212月-2200:39:0700:39:07,December 14, 2022,14,、意志,堅,堅強的,人,人能把,世,世界放,在,在手中,像,像泥塊,一,一樣任,意,意揉捏,。,。14,十,十二月202212:39:07,上,上午00:39:0712月-22,15,、最具,挑,挑戰(zhàn)性,的,的挑戰(zhàn),莫,莫過于,提,提升自,我,我。十二月2212:39,上,上午12月-2200:39,December14,2022,16,、業(yè)余生,活,活要有意,義,義，不要,越,越軌。2022/12

35、/14 0:39:0700:39:07,14 December2022,17,、一,個,個人,即,即使,已,已登,上,上頂,峰,峰，,也,也仍,要,要自,強,強不,息,息。12:39:07,上,上,午,午12:39,上,上午00:39:0712,月,月-22,MOMODA POWERPOINT,Lorem ipsum dolor,sit,eleifend nulla ac, fringilla purus. Nulla iaculis tempor felis,amet, consectetur adipiscing elit. Fusce id urna blanditut,cursus.,感謝,您,您的,下,下載,觀,觀看,專家,告,告訴,