dancer on the knife

When doing business, sometimes you want to wait and see, even if you try your best, you may not be able to close the deal, but sometimes you come across one unexpectedly, and the deal will be done before you are ready.This phenomenon cannot be explained by science, it can only be attributed to luck.Taking the company's first consulting project as an example, it was largely due to luck.

Speaking of this consulting case, we have to start from the year when the company was founded. At that time, Manager H was working in a company and wanted to do training. We also made a connection, but unfortunately it was not achieved later.Three years later, Manager H jumped to another investment company as a training manager and contacted us again.

When I rushed to this investment company as promised, I felt that this company was unusual when I was downstairs, because this office building was the top office building in Changsha at that time.As soon as I entered the office, I was greeted with a high-end atmosphere. I thought how happy it would be to work in such an environment.

In the conference room, Manager H introduced their current situation and training needs to me in detail.It turned out that her investment company acquired a township enterprise, and the management of this township enterprise needed to introduce modern enterprise management.After hearing such a demand introduction, my mind was running fast, and I finally came to a conclusion: training is difficult to solve the current problem, because what is the training?

As a consulting company with customized training as its main business, it is well aware of how much the training content has an impact on the training effect. When facing such an enterprise, the effectiveness of training is very limited at this time.I remember that I have systematically studied the book 7 questions about training requirements before. The book clearly states that not all enterprise problems can be solved by training.Therefore, I explained in detail the reasons why I was not in a hurry to do the training, used my professional knowledge to answer the customer's questions, and suggested that it is best to carry out consultation and incorporate training into the consulting project, so that the effect can be guaranteed.

Manager H felt that my analysis was reasonable, and agreed to contact the vice president in charge of operations to communicate with us in the next step, and suggested that we prepare a plan in advance.After leaving Manager H's company, I have been thinking about a question, that is, how to write this plan?

Although consulting is not separate from training, I have never done consulting myself, nor have I written a consulting plan. What I have experienced is to discuss a consulting case with a consultant, and this is the only time.Fortunately, when I encounter a new field, I will take the initiative to learn, including how to design survey questionnaires, how to conduct interviews, and how to present plans. These points are engraved in my mind after I have experienced it once.In fact, in this interview, I also involuntarily used some interview techniques in consulting to guide customers to discover their needs in consulting.

Writing a consulting proposal is a very big challenge for me, but I have never done a complete consulting project proposal before.This is really not writing an article, and it is completely different from writing an article. For me, a person who writes every day, I also feel dizzy at this time, and I don’t know where to start.

There are always more solutions than difficulties.Under the influence of these words of self-hypnosis, I began to search for relevant consulting project documents on the Internet, and then carefully checked them one by one, and recorded the places that I found useful. I read at least 20 project documents, and combined with H The manager talked to me about the problem, and I started the writing of the first consulting project plan in my life.Sometimes it takes me an hour or two for a sentence or a picture. When the final plan is completed, I feel like I have gained a new life.That sense of accomplishment and value is as if the project has already been taken down.

Due to the limited information, I made the first proposal of the project, and then went to the investment company to communicate with the vice president L. Mr. L has been working in the bank before, and then he will go to the acquired company to represent the boss to do business management.The communication at that time focused on one question: how should the training content be set?For a company that does not have a sound modern enterprise management, the first thing to bear the brunt is to standardize the management mechanism, and then carry out corresponding training on this premise.Finally, we came to a conclusion: we need to lead our consultants to the company to do on-site research, and then make a project proposal based on the research results.

L always feels that we are also very down-to-earth, and he himself is a very down-to-earth person.So it was agreed to do a survey and let him be responsible for the docking arrangement.

This communication basically achieved our goal, which is to obtain the opportunity for research.If you can do research, the project is one step closer to success.After all, taking a group of people to a company and doing research with high-level, middle-level, and grass-roots people, in fact, for many companies, the impact has been earth-shaking.

After returning to the company, I immediately thought, who will do research with us?In the end, after much deliberation, I communicated with the two consultants with very different personalities and specialties in different fields on the phone first, and then discussed the details in person after they agreed.After the interview, both consultants were willing to cooperate with us for free research.Soon we decided on the research plan. In the early stage, a total of 4 people joined me for a 2-day research interview to understand the current situation of the acquired company.In order to ensure nothing goes wrong, we also conducted an internal research meeting before the research to clarify their respective responsibilities.

A few days later, Mr. L, Manager Hu and 4 people from our company came to this township enterprise to start a 2-day research work.In order to improve the efficiency of interviews, we adopt a combined research mode of 4-person concentrated research and 2-person group research to carry out interviews. I am responsible for assisting Mr. W, a consultant in business management, and making research records; colleagues are responsible for interviewing a lean The management consultant Mr. Z is the assistant.

Teacher W is a big guy with more than 30 years of rich management experience. He was the general manager of a state-owned enterprise and a private company before, and he also opened his own company. He has more than ten houses in Changsha. Now working is purely a personal hobby. I am idle because I like consulting and training work. Teacher Z has also worked in the manufacturing industry for decades and has very rich experience. Because his lover is from Hunan, he stayed in Hunan to develop.

During the research process, many managers were actually vigilant. After all, we were outsiders, and they also knew that we were arranged by the new boss, so they were afraid of saying the wrong thing.Therefore, we will explain when communicating, so as not to cause incomplete acquisition of key information for research.And when I cooperated with Mr. W, I would record every question in the interview very carefully. Basically, after two interviews, I can also conduct interviews and communicate alone.Since there are too many people who need to be interviewed, we can only grow up quickly. Therefore, when interviewing basic employees, we can divide into four groups.

Of the two consultants, Mr. Z spoke sharp words, and some people felt extremely uncomfortable after listening to them. He was a typical black-faced character; Mr. W was amiable, and his speech made people feel comfortable, and he was a red-faced character.Mr. Z, who sings the black face, has a very poisonous vision and speaks a little aggressively, but everything he says is on the point, and sometimes he gets angry with clients.What frightened me the most was that he said many times: If you don't pay attention to such production management issues, the company will collapse sooner or later.At this time, Mr. W will make a mediation in the middle, so as not to make the atmosphere too embarrassing.In fact, I don't feel comfortable listening to it myself, let alone a client.For the tactful suggestion afterwards, Mr. Z still felt that his starting point was for their benefit, and there was no need to pick up good words for them. He just wanted to wake them up, but he said that he would never conflict with the client.

Dealing with such high-level intellectuals and industry experts really requires skills. After all, as a management consulting company, we must first take care of the demands of consultants, and second, we must also consider the feelings of customers. Colleagues must also take into account the reputation and interests of our own company. appeal.To put it bluntly, we cannot afford to offend both the client and the consultant, and offending either party will result in damage to the interests.

After the 2-day research, Mr. L gave me feedback that the boss is still very satisfied with our research work, especially Mr. Z, who is very impressed. He thinks he is a teacher with real materials, so let us quickly combine the research to come up with a plan.This evaluation surprised me, but looking back, it seemed to be expected.I hurriedly urged the two consultants to come up with plans in their professional fields, and then I would summarize and adjust the plans.

After Mr. W and Mr. Z sent their project plans, I found that there were a lot of adjustments, because we are a whole, I had to integrate the two plans into one, and then add the business part.

Finally, I took the consultants to the investment company to present the project plan, because they are professional, and my role has always been to be in charge of the business part.After two rounds of presentations, Mr. L and the others have recognized our company and decided to cooperate with us, but they were stuck on the cost.Our quotation is 45 yuan, which is a certain distance from their expectations.During the second demonstration and communication, the refreshing Mr. L told us directly that the company's budget is only 35 yuan. If it is acceptable, then do it. If it cannot be done, there is nothing you can do.When the customer has already shown his cards, we can't say more, just made some adjustments in the service items.

In the contract drafting stage, I asked Mr. W to write a first draft. After all, I have never done such a contract. What I am best at is integration and revision.A little inattention to the details of this contract will lead to follow-up problems, so I am very cautious, especially the hard fee during the consultation period, and I have communicated with Manager H many times for this.Finally, the following consensus was reached:

The transportation expenses of our staff (to and from Changsha and the project site, including taking public transportation or self-driving cars) shall be reimbursed by Party A.No more than 4 round trips between Changsha and the project site per month will be reimbursed at 300 yuan per trip.If it does not reach 300 yuan per time, it will be reimbursed according to the standard of no more than 300 yuan per time.

Party A shall be responsible for the accommodation expenses of our staff during their stay in the project location.

Meals for our staff during the project site will be purchased by us, and Party A will subsidize them at 20 yuan per person per day (if dining in a large canteen, the standard is 30 yuan per person per day).

After many rounds of communication, I finally signed the business contract on March 2011, 3. At the moment of signing, I was very excited. The hard work of more than a month finally came to fruition, and this is the contract I signed since I joined the work. The largest order ever placed.At that time, my parents came to Changsha to see me for the first time, and I always felt that my parents brought me good luck.Finally, a consultation form was negotiated from a training demand. I think that besides hard work, it may be more luck.