[原创]管理咨询在中国：汤姆斯终止恒安巨额管理咨询合同(一)
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<p class="MsoNormal" style="LINE-HEIGHT: 150%"><b style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">洋管理咨询公司主动终止管理咨询合同</span><span lang="EN-US"><o:p></o:p></span></b></p>
<p class="MsoNormal" style="TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">《第一财经周刊》报道了美国管理咨询公司汤姆斯集团和中国客户恒安集团的故事。</span><span lang="EN-US">1999</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">年，恒安集团高级副总裁吴世界全家被杀，恒安业务受到重创。</span><span lang="EN-US">2000</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">年下半年，恒安利润仅剩下</span><span lang="EN-US">0.8</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">亿元。</span><span lang="EN-US">2001</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">年，经恒安的股东摩根士丹利介绍，恒安选择汤姆斯公司管理咨询服务，在集团推行“</span><span lang="EN-US">TCT</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">行动”，帮助恒安集团解除“内忧”：缩短单位时间作业流程、提高效率、产销分离、集团管控等。</span></p>
<p class="MsoNormal" style="TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">变革很有效，文章指出“原广州分公司销售人员从</span><span lang="EN-US">45</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">人砍到只剩</span><span lang="EN-US">12</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">人，销售量不降反升”、“恒安突破自己徘徊了</span><span lang="EN-US">6</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">年的</span><span lang="EN-US">10</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">亿元营收瓶颈，开始快速增长”……</span></p>
<p class="MsoNormal" style="TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">当然咨询费用也不菲，</span><span lang="EN-US">1120</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">万美元。可令人想不到的是“在变革推行了</span><span lang="EN-US">18</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">个月后，汤姆斯拿走了总咨询费的一半，主动终止了为期三年的合同……”</span></p>
<p class="MsoNormal" style="TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">恒安的观念问题、习惯问题、洋咨询的水土不服问题……一时间众说纷纭。但无论什么原因，毕竟这个效果立竿见影、费用高昂的管理咨询是“夭折了”。到底是哪里出了问题？</span></p>
<p class="MsoNormal" style="LINE-HEIGHT: 150%"><b style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">“水土不服”的洋顾问</span><span lang="EN-US"><o:p></o:p></span></b></p>
<p class="MsoNormal" style="TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><span lang="EN-US">20</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">世纪</span><span lang="EN-US">60</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">年代明确提出的“管理咨询”进入中国的时间并不长。爱刨根问底的国人会从历史渊源、管理思想等众多角度论述“中国的管理咨询早于西方国家</span><span lang="EN-US">XXX</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">年”，抛却了单一的民族自豪感，单从管理咨询的理论思想、管理咨询的实践应用和管理咨询业的发展情况来看，中国的管理咨询只是个“舶来品”。</span></p>
<p class="MsoNormal" style="TEXT-INDENT: 21pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">特别是在早期，管理咨询刚进入中国，大多数人企业兴奋之余选择外资管理咨询公司“时髦一下”。但随着经济的发展，本土管理咨询公司的涌现，以及洋顾问自身的问题而受到挑战。</span></p>
<p class="MsoNormal" style="TEXT-INDENT: 21.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><b style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">诚信问题</span></b><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">。中国人骨子里是认为“洋人比国人要诚信”。可“安然事件”一出，大家又傻了眼。安然公司因财务舞弊而破产，而为其提供财务管理咨询服务的公司安达信也随之解体。国人除了用“沆瀣一气”、“狼狈为奸”来评论该事件之外，也在思考管理咨询洋顾问也有《投名状》问题——这个洋顾问的“诚信”靠得住吗？</span></p>
<p class="MsoNormal" style="TEXT-INDENT: 21.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><b style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">破产问题</span></b><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">。毕博——这个前身为毕马威，在业界响当当的洋顾问竟然破产了。</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">毕博</span><span lang="EN-US" style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt">(BearingPoint)</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">管理咨询公司是世界上最大的系统集成和管理外包服务提供商之一。其服务的</span><span lang="EN-US" style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt">2500</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">家客户中，包括</span><span lang="EN-US" style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt">430</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">家《财富》前</span><span lang="EN-US" style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt">1000</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">强企业。在全球</span><span lang="EN-US" style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt">40</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">个国家有着</span><span lang="EN-US" style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt">17000</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">名顾问。在中国多个城市设有机构。</span><span lang="EN-US" style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: Arial; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt">2002</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; LETTER-SPACING: 0.4pt; mso-bidi-font-size: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial">年，毕博在收编了安达信咨询后，成为中国最大的国际管理咨询公司。这个中国最大的洋顾问，在忙着咨询别人的时候，忘记了照顾自己，悍然倒下。这个事件，着实撼动了国人脆弱的心灵。</span></p>
<p class="MsoNormal" style="TEXT-INDENT: 21.1pt; LINE-HEIGHT: 150%; mso-char-indent-count: 2.0"><b style="mso-bidi-font-weight: normal"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">水土不服问题</span></b><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">。</span><span lang="EN-US">1998</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">年，实达花了当时的巨资——</span><span lang="EN-US">300</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: 'Times New="New"Roman'; mso-hansi-font-family: 'Times New="New"Roman'">万元请洋顾问。担纲的麦肯锡为其提供“</span><span style="COLOR: black; LINE-HEIGHT: 150%; FONT-FAMILY: 宋体; mso-bidi-font-size: 10.5pt; mso-font-kerning: 0pt; mso-bidi-font-family: 宋体">建立高绩效的市场营销及销售组织体系”的管理咨询服务。麦肯锡可谓管理咨询行业的“一哥”，项目进行<span lang="EN-US">3</span>周，项目小组访谈了<span lang="EN-US">224</span>人，其中包括实达竞争对手近<span lang="EN-US">10</span>人。麦肯锡提供了两套解决方案。结果，种种原因造成方案失败，实达巨额亏损，并为戴上<span lang="EN-US">ST</span>的帽子。只到后来好事的媒体，将双方高层请到节目上来“平心静气”讨论这个项目，双方都是“针尖对麦芒”。麦肯锡当时提出的解决方案基本上是<span lang="EN-US">90</span>年代国际上最先进的组织体系，但在推行中夭折并带来巨大问题。该事件被业界称为“麦肯锡兵败实达”。这个可谓全世界最专业的管理咨询公司对先进理论遇到中国水土问题，还是有所“不服”啊。</span></p>
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