1A restructuring project case presentation How consulting worksHanson ChenRolandberger Strategy Consultants All Right 2001-20032LinienConsulting processProject methodologiesProject backgroundRolandberger Strategy Consultants All Right 2001-20033LinienConsulting processProject methodologiesProject backgroundRolandberger Strategy Consultants All Right 2001-20034LinienThe client is a leading European sanitary manufacturerClients operation in ChinaEntered China market in 1996Had two independent operation units, one wholly owned company in Ningbo, one JV in ShanghaiEmployed 10 foreigner and more than 300 Chinese Provided sanitary products and piping productsSold through different channels nation-wideDisappointing business resultsSluggish salesHigh operation costIncreasing lossRolandberger Strategy Consultants All Right 2001-20035LinienThe project is to develop China market business restructuring strategyRestructuring strategyCorporate strategyMarket positioningProduct strategyJV partnership handlingOrganizationCorporate structureOrganization capabilitySales and marketingChannel strategySales and marketing processOperation processFinance processProduction processLogistics processRolandberger Strategy Consultants All Right 2001-20036Linien3-month projectThe client was satisfied with the project deliverySteering committeeClientProject managerClientRoland BergerProject teamClientRoland Berger Roland BergerBuy out Chinese partnership in ShanghaiMerge of Shanghai and Ningbos operationDownsizing and management localizationMarket repositioning as a technology providerStreamline and refocus product portfolioStrategic distributor business modelProject oriented channel strategyRoland Berger recommendationsRolandberger Strategy Consultants All Right 2001-20037LinienConsulting processProject methodologiesProject backgroundRolandberger Strategy Consultants All Right 2001-20038LinienConsulting process overviewProject acquisitionImplementation supportInternal analysisExternal analysisRestructuring concept and planRolandberger Strategy Consultants All Right 2001-20039LinienProject proposal and initial presentation are the selling tools for consultantsClient initiates project requirementsClient initiated project requirementsProject proposal and presentation to client Client selected consulting firms Project contentProject methodologyProject organizationProject schedule Project fee and payment termsReference of experienceRolandberger Strategy Consultants All Right 2001-200310LinienRestrucutring strategy was formulated after an extensive analysis internally and externallyProject scheduleInternal analysisExternal analysisStrategyOrganizationProcessMarket CompetitionTrendStrategy formulationStrategic focus on core products and core marketsLeverage synergyOptimize organization structure and processFinal recommendationRolandberger Strategy Consultants All Right 2001-200311LinienProject schedule项目内容1ContentMonthKick off meetingInternal analysisExternal analysisInterim presentationRestructuring concept and planFinal presentation23Project team4 consultants3 consultantsRestrucutring strategy was formulated after an extensive analysis internally and externallyRolandberger Strategy Consultants All Right 2001-200312LinienOne-consultant 4-month implementation support was offered to the client afterwardsSales operation process mappingSales personnel incentive schemeReporting systemSales and marketing team trainingDistributor network re-establishmentProcess implementationManagement consultingContent of implementation supportStrong sales organizationStrong distributor networkOptimum sales processRolandberger Strategy Consultants All Right 2001-200313LinienConsulting processProject methodologiesProject backgroundRolandberger Strategy Consultants All Right 2001-200314LinienInternal analysis is to find out the existing opportunities and problems within the clientExecutive interviewsFocus group interviewsData collection and processingProcess mappingQualitative analysisQuantitative analysisBrainstormingMethodContentStructure analysisStrategy mappingOperational opportunities analysisPlanning processProduction processLogistics processSales operationMarketing approachesTechnical supporting processCost structurePersonnel capacityRolandberger Strategy Consultants All Right 2001-200315LinienExternal analysis is to obtain in-depth understanding of market environmentMethodIndustry experts interviews (construction, plumber, sanitary ware)Trade channel interviewsProfessional architect interviewsCeramic industry association interviewsIn-field surveyDesk researchOnline researchStatistic yearbookIndustry journalContentMarket potential analysisMarket sizeMarket structureMarket distribution by geographyMarket trendMarket restrictionCompetitionBusiness partnershipAnalysis of sanitary ware industryTrade channelDecoration companyDesigning institutionRolandberger Strategy Consultants All Right 2001-200316LinienThrough various workshops, the solutions were generated, fine-tuned, then finalizedProject workshopBrainstormingPortfolio analysisScenario simulationSensitivity analysisLogic chain developmentDocumentation and presentationMethodCorporate strategyMid-term business planOrganization structureSales and marketing strategyOperation optimizationDeliveryRolandberger Strategy Consultants All Right 2001-200317LinienTips as a professional consultantLeadershipOwnershipChanger-shipRolandberger Strategy Consultants All Right 2001-200318LinienThanks for your attention!Rolandberger Strategy Consultants All Right 2001-2003