最新咨询顾问经典培训PPT课件 25页

'咨询顾问经典培训 DURINGTHECOURSEOFASTUDYTEAMSARECONTINUALLYMOVINGFROMTHINKINGTODOINGTheProblemSolvingProcessOrganisingThinkingDoingGeneratehypotheses/determineanalyticalpaths/gatherinformationWriteworkplanWorkingSlide2WorkingSlide1DrawconclusionsfromdataMaplogicalargumentFormulaterecommendationsFinalSlide2FinalSlide1ProvidedetailedfactbaseforpresentationGatherdata,doanalysisSlideWriting BUT,INCONVENTIONALLYSTRUCTUREDDOCUMENTSCONCLUSIONSAREBURIEDATTHEENDSOFSECTIONSAConventionalStructureTitle:Chapters:Subsections:Paragraphs:SaleofthesiteRelocationofplantandmachineryReallocationofstaffAssetDeployment:PlantNo.7SaleofsitewillgenerateRMBxBn SOLUTION:CREATEALOGICALSTRUCTURE-THEPYRAMIDFromtheData...GoldenLeafCorp.PlantmanagercanreplaceretiringPMatUrumqiplantLocationprovidesvaluableadvantagestotwoprospectivebuyersPackagingmachinescanreplaceslower,lowtechmachinesatUrumqiOperatorscanbeabsorbedatArtuxwherethroughputisgrowingCentralForDoubleHappinessInc.distributionoutletsHarbinHoldingsTherearethreeprospectivebuyersforthesitesTheseadvantagesareworthbetweenRMBandRMB…toeachMixingandfillingequipmentcanbesoldtoprivatelabelsuppliersSaleofsitewillreleaseRMB…to…RMBBnAdjacenttoflourmillforHarbin’sbakerylineForemenandChemistcanbeallocatedtothenewBeihaiplantAllofNo.7plant’sassetscanbeeffectivelyredeployedAllstaffcanberetainedfornewpositionsintheneworhighercapacityplantsDoubleHappinessInc.ThereforesaleofsitewillreleasebetweenRMB…andRMBBn…Mostplantandmachinerycanbesoldorrelocated...totheStoryline THELOGICALPYRAMIDISTHEBESTSTRUCTUREFORPRESENTINGINFORMATION-BASEDMATERIALTheessenceoftheargumentisconsistentlyextractedoutofthebodyofdetailConclusionsraisedprominentlytothetopofeachsectionPresentingthematerialinapre-interpretedformforeasyassimilationEveryconclusionisgroundedinasoundlogicalbasis CREATINGALOGICALSTRUCTUREFRAMEWORKKeymessage:Sections:Subsections:Paragraphs:StructureconsistsofalogicalframeworkAppliedPyramidStructure TOTESTTHESOUNDNESSOFYOURPYRAMIDSTRUCTUREArethegroupingsateachlevelmutuallyexclusive?Doeseachsummarypointcompletelyandvalidlysummarisethecomponentsofthegroupbelowit?Dothecomponentsofeachgroupinterrelatelogicallyi.e.either......asalistofreasons,steps,piecesofevidenceetcor...achainofideasthatleadstoa“therefore”conclusion NOWIT’SYOURTURNGoldenLeafCorp.PlantmanagercanreplaceretiringPMatUrumqiplantLocationprovidesvaluableadvantagestotwoprospectivebuyersPackagingmachinescanreplaceslower,lowtechmachinesatUrumqiOperatorscanbeabsorbedatArtuxwherethroughputisgrowingCentralForDoubleHappinessInc.distributionoutletsHarbinHoldingsTherearethreeprospectivebuyersforthesitesTheseadvantagesareworthbetweenRMBandRMB…toeachMixingandfillingequipmentcanbesoldtoprivatelabelsuppliersSaleofsitewillreleaseRMB…to…RMBBnAdjacenttoflourmillforHarbin’sbakerylineForemenandChemistcanbeallocatedtothenewBeihaiplantAllofNo.7plant’sassetscanbeeffectivelyredeployedAllstaffcanberetainedfornewpositionsintheneworhighercapacityplantsDoubleHappinessInc.ThereforesaleofsitewillreleasebetweenRMB…andRMBBn…Mostplantandmachinerycanbesoldorrelocated INLOGICALSTRUCTURESTHEHEADINGSARTICULATETHEKEYCONCLUSIONSWITHINEACHPARTICULARSECTIONLogicStructureForPlantNo.7KeyMessage:Sections:Subsections:Paragraphs:SaleofthesitewillreleaseRMBBn?AllplantandmachinerycanberelocatedatotherminesAllstaffcanberetrainedfornewpositionsintheexpandingdivisionsAllofPlant7’sassetscanbeeffectivelyredeployedStructureconsistsofalogicalframework THELOGICPYRAMIDFORPLANTNO.7AllofPlantNo.7’sassetscanbeeffectivelyredeployedSaleofsitewillreleaseRMB…to…RMBBnMostplantandmachinerycanbesoldorrelocatedAllstaffcanberetainedfornewpositionsintheneworhighercapacityplantsTherearethreeprospectivebuyersforthesitesThelocationprovidesvaluableadvantagestotwobuyersTheseadvantagesareworthbetweenRMBandRMB…toeachThereforesaleofsitewillreleasebetween$…and$…MixingandfillingequipmentcanbesoldtoprivatelabelsuppliersPackagingmachinescanreplaceslower,lowtechmachinesatUrumqiGoldenLeafCorp.HarbinHoldingsDoubleHappinessInc.CentralForDoubleHappinessInc.distributionoutletsAdjacenttoflourmillforHarbin’sbakerylinePlantmanagercanreplaceretiringPMatUrumqiForemenandChemistcanbeallocatedtothenewBeihaiplantOperatorscanbeabsorbedatArtuxwherethroughputisgrowing HOWTOCONSTRUCTAPOWERFULPYRAMIDLOGIC1.Beginbyaddressingthequestionthatgeneratedtheprojectormodule.Positiontheanswertothatquestionatthetopofyourstoryline2.Groupyourideasinto“MECE”•Mutuallyexclusive...•...collectivelyexhaustivegroupingsandformulateassertionswhichsummariseeachgroupofideas3.Mapoutthethoughtlineinalogictree4.Linktheideaswithineachgroupingvia•Inductiveor...•...deductivelinesofreasoningClarityofargumentSoundnessofargument THELEADTHOUGHTSHOULDDIRECTLYADDRESSTHEQUESTIONWHICHGENERATEDTHEPROJECT/MODULEProcessForDeterminingTheLeadingThoughtOfAPyramidWhatisthesubjectIamconsidering?Whatisthecentralquestionmyaudienceposesaboutthatsubject?Whatismyanswertothatquestion?MyanswertothatquestionformstheleadingthoughtwhichgovernsmypyramidandthestructureofmypresentationClosureofPlantNo.7CanPlantNo.7’sassetsberedeployedeffectivelyafterclosure?YesPlant7’sassetscanberedeployedeffectivelyafterclosureofthemine THEREARETWOFORMSOFREASONINGTOAPPLY(I)InductiveReasoningDeductiveReasoning Alistofsteps,reasons,piecesofevidenceetc.forastatementWemustreduceourdeliverytime•Customersaredemandingit-70%wouldpaymoreforlessthan3dayservice-60%willswitchsuppliersfor30%increaseinspeed•Competitorsareprovidingit-Yukohmanacandeliverin1.5days-Hawazakicandeliverin2daysWemustreducecoststoprotectprofits•Worldcottonpriceswillremainlowfor2-3years•Withtheseprices,wewillbeunprofitableatcurrentcostlevels•ThereforewemusttakestepstoreducecostsTHEREARETWOFORMSOFREASONINGTOAPPLY(II)InductiveReasoningDeductiveReasoningAseriesofideasandevidenceleadingtoa‘therefore’conclusion CONCLUSIONSATEACHLEVELMUSTCOMPLETELYANDVALIDLYSUMMARISETHEMATERIALLYINGBELOWTHEMMostplantandmachinerycanbesoldorrelocatedPlantmanagercanreplaceretiringPMatUrumqiForemenandchemistscanbeallocatedtothenewBeihaiplantOperatorscanbeabsorbedatArtuxwherethroughputisgrowingKeyMessage:Section:Subsections:AllofPlant7’sassetscanbeeffectivelyredeployedSaleofthesitewillreleaseRMBBn?Allstaffcanberetrainedfornewpositionsinneworhighercapacityplants LEARNINGSFORRESULTINGSTRUCTUREOFPRESENTATIONSExample:APresentationOutline....................•................•................•................1stSlide1stSlide1stSlide•MarketSummary(map)•ExecutiveSummary•1993PerformanceReview•1994Plan•MajorIssuesDiscussionSuccinctsummaryofplan’sabilitytoimprovecurrentperformanceSuccinctsummaryofperformanceKeysupportingpointssubstantiatingconclusionaboveandroadmaptofollowingslidesSuccinctsummaryofplanSupportingpointsandroadmap....................•................•................•....................................•................•................•....................................•................•................•................(asabove)(asabove) CREATINGHIGHIMPACTPYRAMIDSTRUCTURESINYOURDECKSManyViews-OneHumbleManager’sPointofView“Gointoseclusionandthinkdeepthoughts”Whoisyourtargetaudience(thinkalsoabouttheculturalsetting)Whatisthemessageyouwanttoconvey(e.g.toconvince,tomotivate,toreportout)Whatisthebestwaytogetthemessageacross(e.g.,analogies,tricks,presentationeffects)WritethestoryearlyDonotgetlostinthedatajungleFormulateyourkeyhypotheses,writejusttitles,noslidesKeepitsimpleandstraightforward(makethe15secondelevatortest)DiscussitwithyourPL/ManagerDeterminetheappropriateanalysesandthenslotinslidestobringyourstorytolifeAskyourselfthroughouttheprocess:•HaveIstructuredmyoutputsuchthatitisclear,accessibleandlogicallytransparentWhatdoesmypyramidlogiclooklike–canIeasilyconstructit WHATDOYOUTHINKANDWHATWORKSFORYOU?Techniques&Approaches '